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2016 Conference Sessions
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CAPTURE & BUSINESS DEVELOPMENT | Intermediate/Advanced

Why Insurgents Win: Price Wars and the Incumbent's Dilemma

Friday, May 27, 2016 | 2:20 PM - 3:20 PM | Back Bay C

Randy Richter
Here's a painful fact: According to U.S. federal data, incumbents lose nearly 50 percent of all significant recompetitions. Anecdotally, this number is at least as high in commercial acquisitions - and in both cases, the trend is likely to continue. This session explores the reasons why this is too often the case and offers recommendations to increase your odds of winning, regardless of whether your team is the "new kid on the block" or the "old standby."

Randy Richter is the president of Richter & Company, a Frederick, Maryland-based competitive analysis and pricing strategy firm. His knowledge and experience – combined with outstanding analytical and presentation skills and an overwhelming "can do” attitude – have helped clients win more than $30 billion in new business in the past three years. He has been a highly rated – and highly entertaining! - speaker at many events, including APMP national and regional conferences.

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