Articles tagged with : creativity

Shaking an incumbent out of its complacent rut

Dear Proposal Doctor, I am working with a team that is about to bid on a contract for which they are the incumbents. They have been doing this work for a while and they get plenty of kudos from the customer. However, re-competes are always difficult. These people cannot generate any ideas about how to do things better or differently in the future. They are convinced that they have the answers and that the way they have been delivering services up until now is actually the best way. What can I do to throw a grenade into this scenario? I know that with this attitude, we will lose. -Scared Dear Scared, You are correct. The complacency of incumbent teams is now a thing of legends, and everyone has at least one story of the incumbent we were sure the customer loved who lost and, in some instances, lost big. The...

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