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Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]

We lie to ourselves because it’s easier to keep old ideas than change our behavior. We lie to ourselves as incumbent suppliers because we know the exact date our contract is up and can [...]

Unsolicited proposals upside can be big If used in the right situation.  However, don’t forget the downsides, revisit Part 1 – The Downside if necessary and remember that unsolicited [...]

You may already have it – that is if you’re a contract service supplier. From the first day you started service you’re a potential victim of incumbent-itis. As you work [...]