Michael O'Guin: Winning the Big Ones

Cover: 9781300413349 | Winning the Big Ones | How Teams Capture Large Contracts | Taschenbuch

Rückseite: 9781300413349 | Winning the Big Ones | How Teams Capture Large Contracts | Taschenbuch

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Sprache: Englisch

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Beschreibung

The authors, using the techniques in Winning the Big Ones, have helped their clients win over [...] 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.

Details

Erscheinungsjahr:	2012
Fachbereich:	Allgemeines
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9781300413349
ISBN-10:	1300413344
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	O'Guin, Michael Kelly, Kim
Hersteller:	Lulu.com
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	229 x 152 x 20 mm
Von/Mit:	Michael O'Guin (u. a.)
Erscheinungsdatum:	24.11.2012
Gewicht:	0,547 kg