ABSTRACT
Sometimes projects are developed through a multi-stage process. When considering whether or not to bid for a tender, it is important to establish whether the potential client is communicating with some of the readers competitors. When putting together a strategy for bidding for more work they may gain some insight into what to pursue and their chances of success by considering the tactics of their competitors. Their competitors may be communicating with their target clients on a regular basis so there is a need to differentiate themself. They may already be working for a client and they are aware that there will be other projects but the client, for various reasons, has to put them out to competitive tender. As part of the ‘bid or no bid’ considerations they need to evaluate whether the perceived service gap that has developed is sufficient to cause a client defection from the incumbent.
