[Download] ~ Winning the Big Ones # by Michael O'Guin ~ Book PDF Kindle ePub Free
eBook details
- Title: Winning the Big Ones
- Author : Michael O'Guin
- Release Date : January 11, 2013
- Genre: Business & Personal Finance,Books,
- Pages : * pages
- Size : 5007 KB
Description
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.