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Winning the Big Ones: How Teams Capture Large Contracts
Michael O'GuinKim Kelly
出版Lulu.com, 2012
主題Business & Economics / General
ISBN13004133449781300413349
URLhttp://books.google.com.hk/books?id=mmIDBAAAQBAJ&hl=&source=gbs_api
EBookSAMPLE
註釋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.