Winning the Big Ones: How Teams Capture Large Contracts
Michael O'Guin, Kim Kelly
Winning the Big Ones: How Teams Capture Large Contracts
Michael O'Guin, Kim Kelly
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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 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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