Losing a recompete is a tragedy that doesn’t have to happen. It is only half as expensive to win a recompete as it is to win new business. So why is it that incumbents of all sizes lose between 25 and 30% of their recompetes?
GovWin shows about 4,500 recompetes valued from small to multi-billion this year. Here are 11 things that will help you win your next recompete:
- Don’t be overconfident and start late. If you didn’t start the day you won the contract, at least begin 6 months in advance. This will give time to recreate performance numbers that may not have been well recorded.
- Send a management representative to assess performance with the customer to uncover any problems hidden by the on-site personnel.
- Tell a persuasive end-to-end story based on what you did to provide responsive service. Use numbers and evidence everywhere.
- Demonstrate what you actually did to improve delivery.
- Prove how your team reacted positively to customer needs – whether one-off crises, or ongoing changes in requirements.
- Show what innovations or improvements you put in place.
- Present commendation certificates, letters, messages, and comments.
- Document what initiatives you undertook to improve different aspects of the contract for different stakeholders.
- Say how you reacted positively to feedback from end users.
- Show how staff members completed training initiatives.
- Summarize new systems or processes put in place during the contract.
Feeling like you got “Incumbent-itis”? Take a look at a past article on How to Avoid Losing your Federal Proposal Recompete