Winning the Big Ones: How Teams Capture Large Contracts - Couverture souple

O'Guin, Michael; Kelly, Kim

Couverture souple

ISBN 10 : 1300413344 ISBN 13 : 9781300413349

Editeur : Lulu.com, 2012

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.

A propos du livre

Présentation de l'éditeur

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: _x000d__x000d_

Détails de l'édition

• Éditeur: Lulu.com
• Date d'édition: 2012
• Langue: anglais
• ISBN 10: 1300413344
• ISBN 13: 9781300413349
• Reliure: Broché
• Nombre de pages: 335
• Coordonnées du fabricant: non disponible
• Personne responsable: HACHETTE LIVRE SA; https://www.hachette.fr/; ; 1 AVENUE GUTENBERG; MAUREPAS CEDEX; 78319; France