Winning The Big Ones: How Teams Capture Large Contracts

Michael O'guin, Michael O'guin

ISBN 10: 1300413344 / ISBN 13: 9781300413349

Edité par Lulu.com, 2012

Unread book in perfect condition. N° de réf. du vendeur 30848668

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.

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 bibliographiques

Titre : Winning The Big Ones: How Teams Capture ...
Éditeur : Lulu.com
Date d'édition : 2012
Reliure : Couverture souple
Etat : As New