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Government Recompete Program Manager

Government Recompetes: Why Program Managers Are Critical for Success

Incumbency is no guarantee of success, so program managers must embrace their role in business development and learn to recognize and communicate their customers needs.

How much does your projected revenue depend on a program or project manager winning a recompete? In the past, incumbents had a high probability of winning unless they were underperforming or had lost favor. No selling was required. Just perform well on the contract, be a trusted resource, write a compliant proposal, and the PM was virtually guaranteed to win!

But things have changed. Incumbency does not guarantee anything anymore. However, what hasn’t changed is the PM’s access, trust, and knowledge of the customer’s challenges and future needs. Often the difference between winning or losing a recompete is how a PM leverages their customer access, relationship quality, and communication skills to outthink, outsmart, and outmaneuver those who seek to replace them without getting caught up in a race to the bottom on price.

Has your organization factored in the declining incumbent recompete win rates and the critical role PMs must play in winning these contracts that have historically been a surefire source of revenue?

BD ESSENTIALS

Meet the new course for GovCon.

Get customer intel  •  Influence the opportunity  •  WIN new contracts

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