This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process with only peripheral involvement from the project manager. I believe that this attitude is part of the general problem of incumbentitis – the false sense of security, complacency, and over-confidence that results in failing to take the capture/proposal process seriously and thus losing the recompete bid. In fact, recent industry statistics indicate that incumbents do lose approximately 50% their recompetes. In the current climate of budget constraints, the customer experiences even greater tension between their natural risk aversion and the real or perceived need for fresh perspectives. They must balance low risk versus low price. Only by working closely with the project manager in the capture stage can the capture manager gain an honest assessment of the customer relationship in … Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1) →