nach der Bestellung gedruckt Neuware - Printed after ordering - The authors, using the techniques in Winning the Big Ones, have helped their clients win over $286 Billion in contract awards with an 86%% win rate. This book describes how capture teams pursue and win large contracts. Learn how top performing capture teams pursue and win large contracts: � Structure your business acquisition process like the top performers � Select the best few opportunities � Develop a win strategy that differentiates your solution on those attributes most important to the customer � Establish the Price-to-Win to bid the highest price possible and win � Collect intelligence and conduct competitive analysis � Influence the customer to shape the acquisition to improve your position � Pre-sell your solution � Organize and staff the capture team � Craft persuasive win themes and proofs of benefits � Close the sale with effective negotiation strategies. All of these techniques are illustrated with a hundreds of real world examples.

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Bibliographic Details

Title: Winning the Big Ones : How Teams Capture Large Contracts
Publisher: Lulu.Com
Publication Date: 2012
Language: English
ISBN 10: 1300413344
ISBN 13: 9781300413349
Binding: Taschenbuch
Condition: Neu
Dimensions: 229 millimeters width by 152 millimeters height by 20 millimeters depth
Weight: 547 grams

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The authors, using the techniques in Winning the Big Ones, have helped their clients win over $286 Billion in contract awards with an 86%% win rate. This book describes how capture teams pursue and win large contracts. Learn how top performing capture teams pursue and win large contracts: • Structure your business acquisition process like the top performers • Select the best few opportunities • Develop a win strategy that differentiates your solution on those attributes most important to the customer • Establish the Price-to-Win to bid the highest price possible and win • Collect intelligence and conduct competitive analysis • Influence the customer to shape the acquisition to improve your position • Pre-sell your solution • Organize and staff the capture team • Craft persuasive win themes and proofs of benefits • Close the sale with effective negotiation strategies. All of these techniques are illustrated with a hundreds of real world examples.

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