Why Did You Lose Your Last Rebid?
Perhaps you won your last rebid – if so that’s great. Incumbents should be in a good position to win and you can enjoy the income, proﬁt and relationship with your customer for another contract period. But if you lost, do you know the underlying reasons why
If you did lose, you probably got feedback from the customer. You might even have completed an internal review to understand the causes. But we ﬁnd that most companies don’t look at what we’ve found to be the most common reasons behind rebid losses, even when they do run a review.
We’ve reviewed dozens of contracts lost at rebid (as well as a number that were won), across several countries and a lot of sectors. We’ve also talked to bidders about their wins and losses – and procurers about why they chose to change from their incumbents. Here’s what we’ve found to be the most common reasons for incumbents losing their rebids – and the questions you might
want to ask the next time you lose.