Скачать или смотреть (live) The Best Incumbent Research for Federal Government Contracting

When it comes to federal government contracting, understanding the incumbent is crucial for potential bidders. Today I'll show you how to do strategic incumbent research during the Capture management phase of your sales process..

In this training you'll learn:
• What is 'Incumbent Research' and 'Incumbent Capture'
• How to research an incumbent and its employees
• How to find people who can give you insight to the incumbent

What is an incumbent contractor?
An incumbent contractor is the current provider of a specific service or product to a government agency.

Incumbents often have established relationships with government agencies and may have a competitive advantage.

Why is incumbent research important?
Incumbent research helps potential bidders understand the competition, identify potential weaknesses, and develop strategies to differentiate their offerings.

Where can I find information about incumbent contractors?
Federal databases like SAM.gov and DSBS give details but you can find more insight from USA Spending, websites and LinkedIn.

How can I identify potential weaknesses in the incumbent's performance?
Review past performance reviews, contract modifications, and any public records.

How can I differentiate my offering from the incumbent's?
Focus on areas where the incumbent may be lacking, such as cost, quality, innovation, or customer service.

How can I leverage the incumbent's weaknesses in my proposal?
Highlight your company's strengths in areas where the incumbent may be struggling, and propose solutions to address their shortcomings.
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