- New Arrivals
Fiction- Historical FictionCrime & ThrillersMysteryScience-FictionFantasyPoetryRomanceChildren’s BooksYoung Adult
- Biographies & MemoirsHistoryCurrent AffairsTech & ScienceBusinessSelf-DevelopmentTravelThe ArtsFood & WineReligion & SpiritualitySportsHumor
Children’s BooksListsGift CardsWhat To ReadMy ListsGames- About & Help
- About Tertulia
- Membership & Co-Ownership
- Shipping & Delivery
- Orders & Payments
- Contact Support
- Send App Feedback
- Follow us
- Download the app
The co-op bookstore for avid readers
Winning the Big Ones: How Teams Capture Large Contracts
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.
Book Details
- Publisher: Lulu.com
- Publish Date: Nov 24th, 2012
- Pages: 336
- Language: English
- Edition: undefined - undefined
- Dimensions: 9.00in - 6.00in - 0.75in - 1.09lb
- EAN: 9781300413349
- Categories: • General