Do you hold enough keys to retain a contract?
This scorecard has been designed to provide you, the incumbent, with tailored insights into whether or not you are going to retain a particular contract.
You’ll be scored against the following keys:
There are eight keys to the kingdom. Incumbents must hold the incumbency, client relationship, financial, value proposition and proposal quality keys at a minimum if they are to retain a particular contract.
1. Incumbency
A high performing and motivated incumbent who is proactive and innovative has advantages that a challenger does not.
2. Client Relationship
This is the most important of the eight keys. An excellent client relationship is mandatory if you want to retain the contract.
3. Brand
A high performing brand means that others rate you. This counts for a lot when clients are deciding to do business with you
4. Marketing
Good marketing means that your client is aware that your services are at least as relevant and innovative as those of any challenger.
5. Competition
You must be aware of who you are competing against, and how your client rates them against any evaluation criteria they propose to use.
6. Financial
Price is the most scrutinised part of any proposal. If you are serious about retaining the contract you will have to price it competitively.
7. Value Proposition
Your products must address the client's problems better than the competition. Also, your delivery team should be a good fit.
8. Proposal Quality
To retain the contract you must produce high quality and impactful proposals, and have a pitch team that is prepared and able to perform.
Answer 26 simple questions
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I'm an expert in developing and assisting business development teams win more contracts. Take this scorecard and discover whether you have an actual chance of winning a particular opportunity.
