Before you get too worried that we’re getting all political on you, rest assured this is just an analogy!
Imagine you are Gordon Brown (although please don’t shout at or hit anyone) and coming to end of the Labour party’s “contract” with the British people.
The Labour party has been in government now for nearly twenty years which all is in is some contract. Taking into account some of the recent unhappiness from their customer base, many feel that the chances of a contract extension isn’t all that likely. That said, opinion polls of customers are starting to show they’re not too far away from their main bidding rival in this race, and the only other likely bidder couldn’t tell an RFP from the Prime Minister’s rear end.
So just how would you go about getting that contract renewed – and keep out the flash new chap with the shiny forehead and the gleaming teeth? (not Tony Blair by the way)
Well, like any contract renewal the first place to start would be to go back to the original contract when last renewed (or the Labour Manifesto at the last general election) and look at just what it is you promised to deliver. In all honesty how many of us can remember what’s in that manifesto (if you’ve read it then please answer the question for us, we’ve read it and still can’t…) let alone how well they’ve done against it.
But for any renewal you must understand how you’ve fared against what was originally required of you – we all know circumstances change and what was important 5 years ago might not be quite so now.
Take the opportunity to understand how well you did, highlight what you’ve done well and maybe even discuss what wasn’t done and why. Not only does this show a certain amount of honesty and integrity (and yes we are using those words in the same blog as we mention politics) – but it also shows a willingness to be measured on performance which anybody would want to see.
The other opportunity looking back at the “contract” gives you is the chance to do or finish off those things you’ve just not quite managed but could be done really quite easily. Let’s face it the more you’ve done the better it looks so not doing this is simply daft. Having looked back at the “contract”, having understood what you have and haven’t achieved, you’re now in a much better position to look at how to win a renewal.
On the flip side if the people bidding against you know what you haven’t done over the last 5 or even 19 years and also know what is required in the next 5 years then they also have a very good tool for their bid. Fortunately for us, but not for Gordon – most contract performances aren’t public domain (with the odd high profile exception a la NHS IT) and this gives the incumbent the edge.
If you are that incumbent I give you 2 challenges:
Firstly to do as we’ve suggested and use what information you have to give yourself the best chance to win an extension.
Secondly – watch the pre-election to see if Labour uses this opportunity to do so. One thing is for sure, Mr Cameron will certainly be talking about what they haven’t delivered!
Tags: Bid Support, sales, Sales Engine