Summit Speakers 2014
10 Proven ways to unseat the incumbent
Lisa Pafe, Principal Consultant at Lohfeld Consulting Group
Strategy, capture and management
Briefing – Win strategy.
Tips on how to unseat incumbents and make your bid stand out from theirs.
Incumbents often start the tender process with a number of advantages so winning a bid against them is a challenge. Drawing on lessons learned from real cases, Lisa will cover:
- Shaping the opportunity in your favour;
- Performing effective SWOT analysis to ghost incumbent/other competitors;
- Addressing capabilities gaps;
- Overcoming the customer's risk aversion;
- Crafting the winning value proposition;
- Exploiting "incumbentitis";
- Making the business case for change throughout the proposal;
- Avoiding the usual win themes;
- Conducting effective proposal reviews;
- Pricing to win.
Lisa has 25 years’ capture and proposal experience and is a CPP APMP, PMI-certified PMP, LinkedIn Publisher and trained ISO Internal Auditor.