According to research presented in the Challenger Sale book, buyers are almost 60% of their way through their purchasing cycle when they issue an RFP. Meanwhile, Strategic Proposals’ research indicates that over 75% of buyers would seriously consider extending an existing contract, if they received a compelling renewal proposal before the start of their next buying cycle. So as an incumbent, waiting for the new RFP or re-bid to come out is clearly not a sound strategy. However, for many organizations, this is business as usual.
Watch this on-demand webinar with Graham Ablett of Strategic Proposals, as we explore ways to maximize the chances of retaining your existing business.
Director, Strategic Proposals
Graham Ablett is a Consulting Director at Strategic Proposals and holds the highest level of accreditation in the proposal industry -APMP Professional. He is also an APMP Approved Trainer. Graham has worked in a variety of bid and proposal roles for over 20 years. He’s spent more than half of this time working for Strategic Proposals where he helps bid and sales teams to win specific deals, as well as providing advice and training to enable organizations to win more by improving their capabilities. His passion for winning is also demonstrated in his love of sport. Graham represented England and GB at fencing, culminating in winning a Gold Medal in the 1998 Commonwealth fencing championships.