How can a Tier 1 contractor quickly respond to an unfavorable change to an RFP performance specification?
Unfavorable RFP changes are most troubling because they indicate a disconnect with the customer. If there are RFP changes, it is important to conduct a fast cycle assessment of possible competitive strategies. Develop new alternatives and assess impact of customer changes and anticipated competitor responses to determine the strongest strategy based on evolving conditions. Tactical moves are then determined based on observed challenges of the selected strategy but must also include stepped-up efforts to increase customer intimacy.