The Strategic Rebid - How to defend, differentiate, and win must-keep deals
Renewals should be your safest wins, but they’re often your most vulnerable.
When rebids are treated as routine, even strong incumbents can lose on assumptions, outdated messaging, or internal misalignment. This session reframes rebids as critical revenue events that demand as much strategy as new pursuits. You’ll learn how to assess retention risk, identify evolving client expectations, and reposition past performance into a compelling value story.
For many teams, rebids are plagued by complacency.
There’s an overreliance on delivery track record, a lack of fresh insight into client needs, and a dangerous assumption that “good enough” will win again. Proposal teams often struggle with access to up-to-date intel, while sales and delivery teams may downplay competitive threats or shift responsibility too late in the cycle.
Internally, misalignment creeps in, strategic ownership is unclear, messaging becomes reactive, and deadlines slip. These issues not only reduce win probability but risk losing long-standing, high-value contracts that the business can’t afford to lose.This session is designed to help you spot and solve these challenges early. Whether you own pursuit strategy or manage execution, you’ll leave with tools to protect revenue, sharpen messaging, and align your team around the renewal win.
What you’ll learn in this session
- Identify early warning signs of a vulnerable rebid
- Lead smarter internal conversations that shift focus from delivery to strategy
- Reframe incumbent performance to strengthen evaluator scoring
- Improve collaboration across sales, capture, and proposal teams to win must-keep deals
About the Speaker
Lorraine is a trusted bid and proposal specialist with over 20 years’ experience helping organisations win the right business,smartly and cost-effectively. As a Director at Strategic Proposals, she’s known for her sharp strategic thinking, calm leadership under pressure, and an uncanny ability to turn even the vaguest brief into a winning strategy. She’s helped secure contracts worth billions, including a £500m financial services win and a £1bn infrastructure deal that tripled projected revenue.
.avif)
