Why would it be a surprise to a current service supplier that their contract is at risk?
Forget the fact that the supplier is fully complying with all contract requirements.
Never mind that the supplier is continually delivering high value for the spend.
Disregard the reality that the supplier is consistently meeting quality expectations, if not exceeding them.
Customers are always looking for more. If not from their incumbent, then their next incumbent.
Supplier as Target
If a supplier is currently under contract, that supplier is labeled the “I” word (incumbent) and the future is inevitable, and potentially rocky.
Incumbents should never get caught behind the rebid curve. Take a look at “Walking Backwards: Timeline for Rebids” for some ideas on staying ahead.
To be the proactive incumbent and try to avert the rebid, take a look at “Unsolicited Sales Proposals: Part 2 – The Upside” and see if there’s a way around the impending rebid.
Avoid the complacent mindset that can infect many a successful supplier, beware of Incumbent-itis.
Prepare your expectations to meet those of your customer, think about the 4 Prejudices Incumbents must Battle
Here are some thoughts to shake up your complacency in Would You Rather be Barbarian or Duck?
Congratulations, You’re the Incumbent
The good news is that incumbents have the revenue and profit. And the responsibility to retain the contract, and the revenue, and the profit, year after year.
