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Are You Suffering From An Incumbent Credibility Gap

How much change is your customer likely to make to the scope and terms of your contract in the rebid? Not much? That’s often what the initial thinking of some incumbents is as they start their preparation for the rebid. But often, when the ITT is published, they find to their dismay the customer is actually making significant changes.

Sometimes it’s the geographical coverage of the new contract, the range of services included, the specification, payment mechanism or KPIs the customer is looking for in the future.

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