9781300413349 - winning the big ones: how teams capture large contracts di o'guin, michael; kelly, kim (20 risultati)
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Paperback. Condizione: new. Paperback. 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: *S…tructure 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. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.
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Da: THE SAINT BOOKSTORE, Southport, Regno UnitoTHE SAINT BOOKSTORE
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Da: AussieBookSeller, Truganina, VIC, AustraliaAussieBookSeller
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Paperback. Condizione: new. Paperback. 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: *S…tructure 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. This item is printed on demand. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability.
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Paperback. Condizione: new. Paperback. 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: *S…tructure 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. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.
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Da: moluna, Greven, Germaniamoluna
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Condizione: New. Dieser Artikel ist ein Print on Demand Artikel und wird nach Ihrer Bestellung fuer Sie gedruckt. KlappentextThe 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 lar…ge contracts. Learn.
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Da: AHA-BUCH GmbH, Einbeck, GermaniaAHA-BUCH GmbH
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Taschenbuch. Condizione: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - 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 per…forming 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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Taschenbuch. Condizione: Neu. Winning the Big Ones | How Teams Capture Large Contracts | Michael O'Guin (u. a.) | Taschenbuch | Englisch | 2012 | [.] | EAN 9781300413349 | Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, 36244 Bad Hersfeld, gpsr[at]libri[dot]de | Anbieter: preigu Print on Demand.
