Incumbent win rates are declining, with some research indicating that incumbents have the same win probability as challengers. Declining win rates are due to increased market competitiveness and budget constraints as well as decreased brand loyalty.
This training session covers five business capture and five proposal strategies to retain customer loyalty, reduce incumbentitis and increase your win probability.
Learn how to retain your incumbency through proven capture and proposal techniques.
Business development, capture and proposal professionals working in any market (Federal, State & Local, Commercial)
1) Capture and Proposal Techniques
2) Quiz: Do You Suffer from Incumbentitis?
Course Length: 1 Hour
Lisa Pafe, CPP APMP Fellow, PMP
Vice President, Lohfeld Consulting Group
Lisa brings more than 25 years’ experience in business development, capture and proposal management, process improvement, and training. She is an APMP Fellow and holds APMP Professional-level certification (CPP APMP Fellow). She is a Project Management Institute (PMI) certified Project Management Professional (PMP). Lisa is also a trained Internal Auditor for ISO 9001:2008. She has managed hundreds of winning government proposals, writes and speaks extensively, and is a recognized thought leader in the proposal industry.