To improve your RFP win rate, you have to do two things well. You have to continually find new business opportunities, and you have to keep your existing clients. Both are critical to long term win rate success.
A while back, I discovered a business in the UK called Rebidding Solutions. They specialize in helping companies retain their existing clients.
If you’re a proposal professional, I encourage you to spend time perusing their blog. A little bit of time spent here and you’ll start rethinking how you approach rebids.
The blog address is: http://rebidding.co.uk/blog/.
David Seibert is a professional salesperson, proposal writer, and proposal consultant. He is also the founder and president of The Seibert Group, a proposal consulting and training organization serving businesses that sell to other businesses and to state and local governments. You can contact him at email@example.com.