These barriers that you negotiated to protect your business might not be as strong as you believe.
Is it clear why customers are choosing your brand? Is it clear how potential customers see your brand in a crowded marketplace?
Chances are - like many of your competitors - your bid opportunities have grown to represent between 70-80% of your business portfolio. This creates potential risk year-over-year!
Like many of the organizations we work with, your team probably spends most of its time managing those stakeholders who can easily say “no” versus the stakeholders who regularly say “yes”.