Several people have asked me lately which is more difficult – developing a wining pitch presentation for the incumbent already delivering the service, or for the competition attempting to unseat them. As with all things, there is both a short and a long answer.
In Short, No.
There should be an advantage to being in place already, but in reality there is no difference. We have completed 36 sales presentations over the last 2 years with a win rate of 78%. The ones lost are split fairly evenly between incumbent and competition. So I would say that your chances of winning with us are at least 2 out of 3 regardless of whether you are rebidding for existing business or pitching for new work.
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