ABSTRACT
This chapter deals with two areas: Helping the incumbent avoid the risks of losing touch with the customer's changing needs that may mean significant and perhaps unexpected changes to the contract form at rebid and helping to avoid losing touch with best practice in the market during the contract period in terms of their delivery. It mentions the mid-term review as a means of helping to keep a contract relevant. The benefit for the incumbent is of course that the customer sees them as a progressive and proactive partner and sees the contract as continuing to be relevant to their changing needs. The incumbent should be looking at the wider industry and marketplace and anticipating what will emerge. The worst case scenario for the incumbent is finding out about potentially radical changes to the next period of the contract by reading about them in the customer's pre-qualification questionnaire (PQQ) when it is published to the market.
