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Winning the Big Ones: How Teams Capture Large Contracts

eBook (ePub)
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Price: $9.95
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... More > examples.< Less
Available in ePub Format

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Product Details

ISBN
9781300444664
Edition
First Edition
Published
February 27, 2013
Language
English
File Format
ePub
File Size
3.39 MB
Product ID
20720694

Formats for this Ebook

ePub
Required Software Any ePub Reader
Supported Devices Windows PC/PocketPC, Mac OS, Linux OS, Apple iPhone/iPod Touch... (See More)
# of Devices Unlimited
Flowing Text / Pages Flowing Text
Printable? Yes
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