Customer and Contract Retention Programs
Ready To Re-Compete Program: A Game Plan For Your Most Important Contracts and Customers
When you win business through a formal bid or tender, you will need to retain it that way too. But only about 50% of incumbent contract holders actually keep their contracts when it comes time to compete again. Usually it isn’t because they are doing a bad job – in fact, most are doing quite a good job. Incumbents lose because they’re still doing the SAME job, and this just doesn’t cut it with customers any more.
Incumbency is only an advantage if you choose to use it. The Ready To Re-Compete Program is a long term bid readiness program that positions you as the clear winner with your most important contracts and customers.
Re-Engage Program: Retain and Grow Your Major Accounts
It’s getting harder and harder to win new business, so your existing customers are more important than ever before. But it’s hard to keep them. Competitors are hungry for the work, the customer’s procurement team wants to cut your prices, and your own team is trapped in managing day-to-day delivery. The customer expects a lot – probably more than you are doing. This makes your team nervous, and afraid to fail. And it leaves you with a lot of jobs and revenue at risk.
Re-Engage is a training and coaching program for organisations with multiple major accounts, which will give your people the framework, skills and confidence to lead contract renewals and growth programs with your existing customers. Stop margin erosion and pressure to discount your prices. Secure the revenue you’ve already budgeted for, and can’t afford to lose. Put daylight between you and your competitors, and do everything in your power to win again.
Public workshop: How to Retain Your Most Important Contracts and Customers
If your biggest customer put their business up for competition tomorrow, would you be ready? What story would you tell? How effective would that be in helping you to win again?
If you are part-way through a contract term with a big customer, or have an important contract coming up for renewal, rollover or re-tender in the next 12 months, this workshop is ideal for you.
It is designed for anyone who is responsible for retaining and growing long-term customer relationships and accounts, including business owners, senior managers, account managers, sales managers, contract leaders, customer service leaders, and professional services providers.
Also available as an 'in-house' program for your team of 6 or more. Enquire now.
"I first met Robyn at a conference where she was giving a presentation on unique ways of re-bidding for business. I immediately knew we needed to engage her skills in an upcoming multi-million dollar tender that would be the make or break for our company. I am so glad we did!
Robyn and I worked one on one in the months prior to the release of the request for tender. During this time she was invaluable to the process of positioning the company to re-compete for business.
I can honestly say I learnt more from Robyn during this time than in the whole time I have spent undertaking my MBA.
When it came to tender time Robyn was an inspiration to our whole tender team, she challenged our thoughts, pushed us to do our best and most importantly gave us the tools to create the best possible response we could deliver. I can’t thank or recommend her enough."
Julie Beckers – General Manager MAS National