Incumbent vs. Challenger: Who Has the Edge?

This event qualifies for 3 CEUs

Move beyond the basics in this training where you will find out why incumbency is a double-edged sword, and what you must do to ensure a win. Using a case study approach, you’ll develop specific strategies to mitigate each of the top seven reasons why incumbents lose. For example, how can you use your information advantage to put the focus on best value and not lowest price?

Or try on a challenger hat. Learn how the advantage has shifted to challengers who can replicate the incumbent’s strengths, solve the incumbent’s weaknesses, eliminate client concerns about transition, and create a compelling reason to change. For example, how do you compensate for the incumbent’s information advantage? How do you offer innovation without introducing risk?

Join us in this hands-on workshop and learn to apply these proven techniques on your next proposal or capture. An electronic toolkit will make it easy for you to apply the principles back on the job. Take a deliberate approach to ensure you win all of your recompetes. As challenger, make informed bid/no bid decisions when trying to unseat a competitor incumbent, and increase your probability of winning those opportunities you bid.

Audience: Capture managers, account managers, proposal managers, others with a business development role, project managers, technical writers.

Class includes breakfast, lunch, and snack.

Speaker and Presenter Information

Courses are developed and led by Robin Ritchey, Director for Training and Senior Consultant at Hollywood & Associates. Robin’s rich and varied career spans domestic and international government, commercial, and non-profit clients. At RTI International, Robin provided the leadership to implement a best practice business capture model, doubling the firm’s capacity to win strategic bids. She also served as senior proposal manager. Previously, she worked as a sales executive for a national telecommunications firm and led a firm providing training on grant writing to non-profits.

“Brilliant, convincing, and illuminating speaker.”

Robin has conducted dozens of training sessions covering all aspects of capture and proposal. Her sessions are hands-on, relevant, and fun! Register now – her sessions often sell out.

Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, NASA, CIA, FEMA, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID