Winning the Big Ones: How Teams Capture Large Contracts. Questo articolo non è disponibile.
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Lingua: inglese
Editore: Lulu.com, 2012
- Brossura
- Usato
Da: -OnTimeBooks-, Phoenix, AZ, U.S.A.-OnTimeBooks-
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Venditore AbeBooks dal 9 marzo 2023
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Descrizione dell’articolo da parte del venditore
Gently read. May have name of previous ownership, or ex-library edition. Binding tight; spine straight and smooth, with no creasing; covers clean and crisp. Minimal signs of handling or shelving. 100% GUARANTEE! Shipped with delivery confirmation, if you're not satisfied with purchase please return item! Ships USPS Media Mail.
Codice articolo OTV.1300413344.VG
- Titolo
- Winning the Big Ones: How Teams Capture Large Contracts
- Autore
- O'Guin, Michael; Kelly, Kim
- Editore
- Lulu.com
- Anno di pubblicazione
- 2012
- Condizione
- very_good
- Rilegatura
- Brossura
- Lingua
- inglese
- 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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