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The Secret to Winning Incumbent Recompetes – 360 Program Reviews

- Marina Goren

Losing incumbent work is detrimental to successful growth of any business. 360 Program Reviews provide a tangible tool that has proven to identify customer perceptions, wants and needs, develop future enhancements and continuous improvement initiatives and overall fight incumbenitis. This presentation will help you overcome top 3 reasons for losing recompetes: 

(1) stagnation – inability to innovate or think out of the box; 

(2) false sense of security – inaccurate assessment of customer satisfaction and 

(3) lack of corporate commitment – over-reliance on past performance. If you want to rise about your competition in the next recompete – this presentation is a must hear!

Key Takeaways: When the stakes are continuously higher, and the playing field is very competitive, it is harder than ever to win incumbent recompetes. 360 Program Reviews help fight stagnation, defeat incumbenitis and have been proven to increase probability of win.

About Marina Goren

Marina Goren is the Founder, President and CEO of Smart BD Consulting, Inc. – a successful MD/DC/NVA area Capture and Proposal Development firm. Over the past 9 years she has grown the company to over 170 consultants serving over 60 clients, helping her clients win over $15B in new business (including a single award $1.2B win). She teaches Proposal Development and Capture courses and is a frequent speaker at numerous APMP and AFCEA Conferences. Ms. Goren continues to personally support her clients in winning large strategic bids, while running her company. Prior to starting her own company, Ms. Goren was a Vice President of Business Development at ASRC Primus and helped grow the company from 2 to over 1,600 employees in just a little over 5 years. Ms. Goren had a progressive career working for companies such as IBM, Raytheon, Wachovia (now Wells Fargo), ASRC and several others, over the past 20 years. Ms. Goren resides in Maryland with her husband and two daughters and enjoys travel, reading and cooking outside of her busy work schedule.

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