Companies entering the tender process as the incumbent are often surprised when they lose. They may have delivered a successful contract, but complacency on the second bid can lead to disappointment.
It is important not to assume you will be retained. The key to tendering as the incumbent is to use your advantage in the right way and prepare for the upcoming bid.
Tips for Incumbent Bidders
As the incumbent you have a distinct advantage and you must use it. Prior to release of the tender your bid writers can be working to collate evidence of successful contract delivery. The aim of this process should be to reinstate your position as the best company for the contract.
Relevant evidence can include KPIs, added value and innovation. All of these factors should be included in the bid in order to prove why you are still better than your competitors.
Contract-specific knowledge from the delivery of the contract is fantastic. Site-specific nuances in your case studies really prove to the contract authority that you can continue to deliver a high quality service.
Stand Out from the Crowd
One way to stand out is to address any problems that may exist within the delivery of the contract. As the incumbent you are aware of any issues and have already had to adapt to solve them. Proving to the contracting authority that you have solutions that work will definitely make you stand out from the competition.
Evaluators are always looking for added value and innovations. As the incumbent you will have an in depth knowledge of what has worked well on the contract and can prove that your innovations will deliver.
Strategic Bid Ready
We often work with incumbents looking to successfully renew their contracts. Their biggest concern is that they will produce a stale bid and lose out to their competitors.
Our strategic bid ready service ensures that you are thoroughly prepared before a tender is even released. We work with you to create case studies, CVs, policies and procedures and innovative model answers.
Contact us today to find out how we can help you win more contracts.