Tip 108 – Re-visit and update your Discriminators - Shipley Asia Pacific

Avoid losing by emphasising the wrong Discriminators: continuously re-examine whether a discriminator still discriminates.

Many procurements have been lost because the seller assumed the reason they won the last contract still applied.

The relevance and power of a discriminator to an individual or an organisation may vary over time or change completely.

Re-visit and update you Discriminators early, particularly with re-bid situations, especially if your are the incumbent.