In 80% of instances customers with an incumbent supplier remain with their current supplier.
If you are the incumbent – great! statistically speaking you have a good chance of retaining the contract.
BUT… What does this mean if you are not the incumbent?
You need to engage with the client far earlier in their buying life-cycle in order to identify whether there is in fact any business case for change.
If not, no bid! You are being used by procurement to drive down the price on their preferred supplier and meet procurement quotas.