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

ISBN-13: 9781409440352 / Angielski / Twarda / 2012 / 170 str.

Nigel Thacker

Opis

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.

Recenzje

'A lot of business and business developers miss a trick by not putting the right level of focus and attention on rebids. Winning Your Rebid provides an effective roadmap to rebid success which is both timely, practical and embodies best practice in this area.' Robin Davies, Major Bids Director, Rentokil Initial 'A thoroughly authoritative and practical guide to competitive tendering. Vested in experience and pragmatism Nigel has caught the essence of success in the complex area of the rebid.' Kevin Beeston, former Chairman and Chief Executive of Serco Group plc 'No one has written a book like this before - a rare combination of clever gaming tactics and strong service offerings, of detailed case studies and well-digested analysis. Mr Thacker draws on years of personal experience in bidding and rebidding contracts with two of the UK's largest public service providers, and a decade and a half of deliberation and debate about what works.' Gary L. Sturgess, New South Wales Premier's Chair of Public Service Delivery, Australia & New Zealand School of Government ’Winning Your Rebid...brings together a wealth of bedrock wisdom that most corporate execs and seasoned business developers know but find hard to reconcile and implement in the largely polarized "Catch 'Em" then "Skin 'Em" world of contractor corporations.’ caisisco.com ’I'd be surprised if anyone in IT supply did not come out of reading this book with some new ideas and plans for changes which justify its price... don't wait until you are rebidding before reading the book; the first half is all about what you should be doing now to retain the deal.’ IT Europa Magazine, July 2012 ’Unlike any other book on bids, tenders and proposals that I've read, this one is specifically aimed at helping existing contractors to improve the likelihood of renewing a current contract. This makes a great deal of sense, obviously, as it is almost always less costly to retain existing business than to pitch for and win n

Spis treści

Contents: Introduction; Part I Running the Contract to Help You Win the Rebid: Starting the contract with the end in mind; Measuring performance; Adding value and continuous improvement; managing and reducing risk; Keeping the contract relevant; Customer relationships. Part II Preparing for and Running a Successful Rebid: Rebid preparations; The rebid strategy; Preparing the rebid solution; Pulling it all together; Index.

O autorze

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.