Winning Your Rebid: How to Retain Contracts through Successful Competitive Rebids

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Gower Publishing, Ltd., Sep 28, 2012 - Business & Economics - 170 pages

Losing contracts at rebid can have a major impact on a business: the loss of turnover and profit, of customers, skills, people and potentially reduced morale and confidence. Investment in retaining rebids can underpin significant increases in growth, at a lower cost than focussing only on chasing new business.

Average retention rate of contracts at rebid is 60-70% across many companies, with others retaining as little as 50%, or less.

However, there are proven approaches that can improve any company's chances of winning.

Winning Your Rebid will help incumbent contractors increase their chances of retaining an existing contract. Whilst it includes the skills of bidding for new contracts, rebidding requires a significantly different set of actions and processes. The book takes you through all the preparations throughout a contract that will put you in the best position to win your rebid and includes valuable advice, techniques, case studies and ideas on how to run and deliver it successfully.

 

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Contents

Introduction
1
Running the Contract to Help You Win the Rebid
11
Preparing for and Running a Successful Rebid
103

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About the author (2012)

Nigel Thacker has 17 years' experience in the field of bidding and rebidding. He created and ran the Best Practice Centre in Serco PLC (a FTSE 100 company specialising in Support Services), developing techniques and processes in Bidding, Rebidding and Contract Management.

He has trained directors, managers and staff across the world in how to run and deliver successful rebids.

Nigel has held posts including Managing Director, and Business Development Director in businesses delivering software, facilities management, logistics, construction and support services and has won rebids in markets such as Education, Local Government, Health, and Housing.

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