Ousting the incumbent
- 14 March, 2012 22:00
If by chance one day you look at your sales chart with your hands behind your back teetering on your heels and toes alternatively and you wonder where that spike came from as you notice a sharp upward curve in your sales levels and realise it corresponds with when you happen to have secured a large contract then we could easily blame that sales spike on the large contract, thus eventually you can call this upward curve in you sales figures an ‘income bent’. This type of sales pitch (excuse the pun) is likely to have come from the ousting of an incumbent, something that many resellers believe is a difficult, if not impossible, thing to achieve and yet it happens all the time. Let’s just look at history. The incumbent or sitting contractor or favoured supplier or the big chief’s cousin will eventually become fat lazy and is pretty much prone to slip up. One day they will nose dive so deeply in their own trough of swill that they may never surface again and hence forth the gig is up for grabs. One particular expert in charge of dishing out contracts down Wellington way was said to be offended by a contactor’s inability to take him out for a coffee just to say thanks for the jobs. Sometimes it’s that fickle. And if we go deeper back into history we can see examples of this happening throughout man’s existence. The Romans once had quite a hold the contract to supply roads, peace, tyranny, and homo erotic porn in the form of gladiator battles but they lost that when they discovered there was little else to discover. And of course anyone can look back into the realms of history and see countless examples of empires crushed and broken and power houses fallen by the wayside only to make a path for the new guy. We only have to look at last year’s Arab Spring to confirm this historical inevitability that the mighty will eventually fall flat on their faces. And look how fast the United States of America is becoming a nation containing and extraordinary amount of poor people who live on the streets. The USA is losing its grip on the top place. However, in our small domain down here in the ankle of the world and our very own government contract landscape we can see a few recent examples of the incumbents being ousted. The suppliers of those lovely contracts have surely seen their sales charts display and Income Bent, in the wrong direction no doubt. The Tela scheme is one such example. Telecom Rentals won that one, replacing the incumbent. Dimension Data have managed to oust some incumbents as easily as Luke Skywalker popped off the restraining bolt from R2D2. The Dimension Data crew of tenderers has had a run of success with wins at the IRD, the MoH and the NZ Police. So we can gather hope from the fact that ousting the incumbent is not as hard as may seem. All you need is a really big spoon to get under those limpets and give it one hell of a shove and a flip.