Winning the Big Ones: How Teams Capture Large Contracts (Paperback) (ISBN-13: 9781300413349)

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.

Author: Michael O'Guin, Kim Kelly
ISBN-10: 1300413344
ISBN-13: 9781300413349
Publisher: Lulu.com
Language: English
Published: 11/24/2012
Pages: 336
Format: Paperback
Weight: 1.09lbs
Size: 9.00h x 6.00w x 0.75d