Incumbent

The incumbent is the supplier currently holding the contract that's being re-tendered. Incumbents typically have a significant advantage (continuity, buyer relationship, fewer mobilisation costs) but also vulnerability (visible delivery problems, fatigue, complacency). Strong incumbent advantage is one of the seven criteria in a standard bid/no-bid decision — if there's a strong incumbent without performance issues, win probability for challengers is typically 5-15%; with a weak incumbent, 25-40%.

BidWriter responds to every section of an ITT in 15 minutes

Paste the ITT, BidWriter drafts every response against the buyer's evaluation criteria. Free plan covers 3 bids/month.