Winning the Big Ones: How Teams Capture Large Contracts (Paperback)

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.

General

Imprint:	Lulu.Com
Country of origin:	United Kingdom
Release date:	December 2012
Authors:	Michael O'Guin • Kim Kelly
Dimensions:	229 x 152mm (L x W)
Format:	Paperback
Pages:	335
ISBN-13:	978-1-300-41334-9
Categories:	Books > Business & Economics > Economics > General Books > Business & Economics > Business & management > General Promotions
LSN:	1-300-41334-4
Barcode:	9781300413349

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