ABSTRACT
This introduction presents an overview of the key concepts covered in the subsequent chapters of this book. The book aims to give businesses an insight into how they can improve their retention rate for their existing contracts. There are a number of actions an incumbent can take that will give them a significant advantage when it comes to rebid: actions taken by some of the businesses that have retention rates in the 90 per cent bracket. The book shows how an incumbent can make the most of these advantages in the rebid and how to prepare the best way to use them. Even given new contract wins in the intervening period, this is likely to be a significant risk to growth in that year, and should take up a significant proportion of the director's attention and efforts in the year, should be planned for in the years between now and then.
