When it comes to re-tendering a contract that is significant for your company, everyone knows that you need to prepare ahead of time. But simply getting some of your key content pieces together and talking about your win themes is not enough.
Whether you are one year or one month out from your re-tender, there are powerful things you can do to get your team prepared and make sure you are well positioned for when the tender is released.
You can:
And you can shape the themes you need to talk to the client about in the lead up to the tender.
After all, you have the best access. You know them better than anyone else (and probably know the service area you are delivering to them better than they do). You have the inside knowledge on the release date.
Also, don’t underestimate the impact a re-tender can have on your staff. You can risk losing your best people if they feel uncertainty about the security of their jobs. A well structured re-tender process that starts long before the tender is released gives your employees confidence in their job security and that you are doing everything you can to be prepared and retain the contract.
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