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Making the Most of the Transition

Transition to the new contract can be a big strength for incumbents in their rebid submission. Incumbents often require less of a transition to move from their existing solution to the new solution proposed, as they already have assets, staff, processes and systems in place. That should mean reduced risk for the customer as well as less time and cost in getting the new solution in place compared with competitors. So it should also mean the incumbent gets high marks for this section of any rebid submission.

But too often incumbents turn this strength into a weakness by not taking the transition seriously, assuming the customer implicitly understands these benefits or (as in the case study we use below) just telling the customer that no transition is needed.

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