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Winning Again: A retention game plan for your most important contracts and customers by [Haydon, Robyn]
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Winning Again: A retention game plan for your most important contracts and customers Kindle Edition


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Length: 194 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product Description

BEAT INCUMBENCY DISEASE, MAKE COMPETITORS IRRELEVANT & STAY NO. 1 WITH 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 re-compete. That’s a scary number, and 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 as they were at the start of the contract, and this just doesn’t cut it with customers any more.

The prospect of failing on a re-compete bid is always a reality. But if you’re a CEO, business owner or senior manager with revenue responsibility, clearly this is not an option. The work and thought that positions you as the clear winner needs to start well before the Request for Tender, and incumbency is only an advantage if you choose to use it.
Winning Again shows you how to leverage your incumbency advantage, put com¬pelling new ideas in front of the customer, and retain the business you simply can’t afford to lose.

“If losing a big account is not an option, Winning Again shows you how to keep competitors out and seal the deal a second time.” - Jill Konrath, author of Agile Selling and SNAP Selling

Praise for Haydon’s first book The Shredder Test: A Step-by-Step Guide to Writing Winning Proposals:
“A quick way to learn a great deal about proposal writing…excellent value…highly recommended.” Australian Marketing Institute

“What’s your strike rate when it comes to successful submissions? If it’s less than 100%, you could learn something from The Shredder Test. The chapter summaries are excellent…a concise, useful read.” The Age Newspaper
“Strategies, tactics, how-to’s and tips that any business can use.” Herald Sun Newspaper


About the Author:
Robyn is a business development consultant who specialises in helping organisations to get ready to compete — and re-compete — for important contracts that are won through formal bids and tenders.

She is an expert in proposal writing and her first book, “The Shredder Test”, is an Australian Institute of Management bestseller.

Based in Melbourne, Robyn works with organisations on business development programs for their high-value customers, and her clients have won and retained contracts worth hundreds of millions of dollars with many of Australia’s largest corporate and government buyers.

Product details

  • Format: Kindle Edition
  • File Size: 1669 KB
  • Print Length: 194 pages
  • Publisher: Durban Professionals Press (7 June 2016)
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • ASIN: B01GSHV7PA
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #771,031 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most Helpful Customer Reviews on Amazon.com (beta) (May include reviews from Early Reviewer Rewards Program)

Amazon.com: 4.9 out of 5 stars 14 reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Winning Again - an essential read for anyone looking to support their customer 30 November 2014
By Mrs Maree E Burgess - Published on Amazon.com
Winning Again will exceed your expectations when you read it. If you are a involved in bids and tenders this is a great tool to assist you in developing bids, and submitting competitive bids especially if you are the incumbent supplier. However it is much more than that!

I don't get involved in tenders, other than accidentally several years ago - and vowed never to repeat that experience. If only I had 'Winning Again' then. This is so much more than a guide to submitting bids. It talks about teams and looking after the team; it's about being a bid leader and how to exceed in that role; it will also assist organisations' preparing requests for tender.

This really is an essential tool to use if you are an incumbent supplier. However anyone who has worked in a team, lead a team, or managed a project will get heaps out of this as well.

Best of all Robyn uses an easy to read style, which keeps you turning the pages.
1 of 1 people found the following review helpful
5.0 out of 5 stars I thought I knew it all. Turns out I didn't. 31 January 2015
By Bryan Whitefield - Published on Amazon.com
Like many I expect, I thought I knew pretty much what it takes to keep customers happy and to lengthen my tenure with them. Haydon, however, takes it to another level. As she takes you through her process you realise how thoroughly she has thought through the challenge of winning again and again and again. You can’t help but be reminded of all the things you should be doing and sometimes haven’t been because “stuff” comes up and gets in the way. I also liked the way Haydon clarified her points with great diagrams and commentary and followed them up with gems at the back of each chapter to reinforce the message. Those gems will be a key reference resource for me in the future.
5.0 out of 5 stars Guide to writting winning tenders 31 January 2015
By emma bell - Published on Amazon.com
I have read books written by Robyn Haydon and have personally worked alongside her to successfully compete and gain a contract. If you would like your business to be successful in business development I cant recommended her more highly whether it be by purchasing her books or working with her directly.
She has a vast knowledge and experience working with a diverse sector and this is reflected in her current book “Winning Words” whether your a multi million dollar company to a non for profit organisation this will provide you the foundation and confidence to submitting a winning tender.

“Winning Words” provides a thought provoking, innovative and practical guide to either a team or your self when competing for that next bid.
4.0 out of 5 stars Cure Tender'itis' 10 March 2015
By Randall MAKIN - Published on Amazon.com
A really practical and pragmatic guide to engaging with the Tender (and Re-Tender) Process. No one can promise that you will win a tender after reading a book, but Robyn takes you on a journey that increases your chances of retaining your great clients - and in my experience every so often you get rewarded with well deserved win.

A strong reminder that your clients come first, and if you are a client centric organisation this is a genuinely good guide book. Particularly valuable to our organisation was how to prepare an executive summary, and to effectively engage the bid team.
The best book that I have read on this topic, and a strong recommendation from me.
1 of 1 people found the following review helpful
5.0 out of 5 stars MUST READ if you want to win a customer all over again. 30 January 2015
By Peter Cook - Published on Amazon.com
Winning Again is a must-read if you REALLY want to make sure you have prepared yourself to win a customer all over again. Everyone wants to feel like they're doing such a great job that the customer would never look elsewhere, but in reality this is not enough. This book shows how you can differentiate yourself clearly from competitors who want the business too. It makes a lot of sense, and outlines what many people in charge of customer relationships should really be thinking about, but simply aren't.