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

About this Item

Gently read. May have name of previous ownership, or ex-library edition. Binding tight; spine straight and smooth, with no creasing; covers clean and crisp. Minimal signs of handling or shelving. 100% GUARANTEE! Shipped with delivery confirmation, if you're not satisfied with purchase please return item! Ships USPS Media Mail.

Seller Inventory # OTV.1300413344.VG

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: Soft cover
• Condition: very_good

About this title

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.