Winning the Big Ones: How Teams Capture Large Contracts. This item is unavailable.
9 ratings by Goodreads
Language: English
Published by Lulu.com, 2012
- Softcover
- Used
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Softcover
Condition: Used - Very good
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Item description from seller
Most items will be dispatched the same or the next working day. A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged.
Seller Inventory # wbs7615932308
- Title
- Winning the Big Ones: How Teams Capture Large Contracts
- Author
- O'Guin, Michael
- Publisher
- Lulu.com
- Publication year
- 2012
- Condition
- Very Good
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 1300413344
- ISBN 13
- 9781300413349
- Item weight
- 576.1 grams
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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