Despite all the alarming news about Ebola in the press these days, government contractors face another ailment that’s also scary and, unfortunately, far more common. Known as incumbentitis, this disease all too often prevents contractors from winning renewals of their existing contracts. The symptoms include overconfidence based on past performance; an inability to notice changes in an agency’s requirements, and a tendency to omit important information from a proposal in the belief the agency already knows it. These symptoms are easy to spot in hindsight but surprisingly difficult to recognize while in the midst of responding to a solicitation.
The recent …read more
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