Retendering an Outsourcing Contract: Attracting New Entrants

by Sara Cullen

Many client organizations nearing the end of an outsourcing contract start to consider whether they should retender the deal. Yet for most, these deliberations are largely about whether or not to do so; very few go beyond the simple yes/no proposition to consider the "how." This is important because the odds are stacked against new entrants (bidders other than the incumbent provider) unless your organization does something about it, and your organization risks expending time and resources on what ends up being a pointless exercise.