Tip 34 – In 80% of instances customers will stay with their incumbent supplier. - Shipley Asia Pacific

Why – because non-incumbent organisations fail to adequately mitigate risk, specifically the transition risk of moving to a new supplier.

What does this mean for non-incumbent organisations wishing to pursue such opportunities?

1.You need to engage with your customers far earlier in the buying cycle to identify whether there is a case for change.
2.You need to effectively articulate your transition risk mitigation strategy and provide your customers with proof that you have done so successfully for others in the past.