Winning the Big Ones
How Teams Capture Large Contracts
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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 intellig...
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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