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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