Author Archive
Dennis Lucey
Dennis Lucey is a vice president at TKC Global.
Opinion
How to ask if an incumbent is performing well
Gathering intelligence on the performance of an incumbent is an important step in deciding whether to pursue an opportunity, but simply asking the question isn't always enough.
- By Gary Shumaker and Dennis Lucey
Don't take incumbency for granted
When 40 percent of incumbents lose recompetes, you had better not take customer relationships for granted.
- By Gary E. Shumaker and Dennis Lucey