Verwandte Artikel zu Winning the Big Ones: How Teams Capture Large Contracts

Winning the Big Ones: How Teams Capture Large Contracts - Softcover

O'Guin, Michael; Kelly, Kim

 
9781300413349: Winning the Big Ones: How Teams Capture Large Contracts
Softcover
ISBN 10: 1300413344 ISBN 13: 9781300413349
Verlag: Lulu.com, 2012

Inhaltsangabe

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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

Verlag
Lulu.com
Erscheinungsdatum
2012
Sprache
Englisch
ISBN 10 
1300413344
ISBN 13 
9781300413349
Einband
Taschenbuch
Anzahl der Seiten
335
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
HACHETTE LIVRE SA
https://www.hachette.fr/

1 AVENUE GUTENBERG
MAUREPAS CEDEX
78319
Frankreich