Winning the Big Ones: How Teams Capture Large Contracts. Este artículo no está disponible.
9 valoraciones de Goodreads
Idioma: inglés
Editorial: Lulu.com, 2012
- Tapa blanda
- Usado
Librería: Goodwill Southern California, Los Angeles, CA, Estados Unidos de AmericaGoodwill Southern California
Vendedor de 5 estrellas
Vendedor de IberLibro desde 20 de diciembre de 2017
No disponible
Tapa blanda
Condición: Usado - Aceptable
EUR 9,90
Descripción del artículo del vendedor
Paperback Book.
N° de ref. del artículo 4CJS37002JCM
- Título
- Winning the Big Ones: How Teams Capture Large Contracts
- Autor
- O'Guin, Michael; Kelly, Kim
- Editorial
- Lulu.com
- Año de publicación
- 2012
- Estado
- good
- Encuadernación
- Encuadernación de tapa blanda
- Idioma
- inglés
- ISBN 10
- 1300413344
- 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.
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Reseña del editor
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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