Your contact on the inside at the prospect has told you that ABSOLUTELY they are firing the current provider. Naturally, you focus on the other competitors in your strategy of presenting your solution. Not so fast. The strongest competitor is still in the mix. Remember, if the competitor is still doing work for the prospect, they have the following advantages:
- Access – They are on the inside and can naturally talk to all of the contacts.
- Information – They know the politics, current pricing, systems and processes.
- Skeletons – Every prospect dreads bringing on new vendors because of the institutional knowledge the incumbent possesses. That’s where the saying “The devil you know versus the devil you don’t…” comes from.