Winning the Big Ones: How Teams Capture Large Contracts
O'Guin, Michael; Kelly, Kim
ISBN 10: 1300413344 ISBN 13: 9781300413349
Published by Lulu.com, 2012
Used
Soft cover
From
ZBK Books, Carlstadt, NJ, U.S.A.
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About this Item
Description:
Fast & Free Shipping â Very good condition with a clean, sturdy cover and crisp pages. Gently used with only minor shelf wear. May include a few subtle marks, but overall a well-maintained copy ready to enjoy.Supplemental items like CDs or access codes may not be included. Seller Inventory # ZWV.1300413344.VG
Synopsis:
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 ...
Publisher: Lulu.com
Publication Date: 2012
Binding: Soft cover
Condition: very_good