Winning the Big Ones: How Teams Capture Large Contracts

Winning the Big Ones: How Teams Capture Large Contracts

by Michael O'Guin

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Overview

Winning the Big Ones: How Teams Capture Large Contracts by Michael O'Guin

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.

Product Details

ISBN-13: 9781300444664
Publisher: Lulu.com
Publication date: 02/27/2013
Sold by: LULU PRESS
Format: NOOK Book
File size: 4 MB

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