Complacency Warning Signs for your Rebid
When we asked procurers ‘why do incumbents lose?’ as part of our rebid survey, the most common response was ‘Complacency’
Since then we’ve spoken to a lot of bidders and procurers about this – and particularly about what forms complacency takes. In the US a term we’ve often heard is ‘incumbentitis’ – an ailment afflicting incumbents that can lead to losing rebids. We think some of the symptoms of incumbentitis are similar to those that lead to the charge of complacency from customers.
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