Winning the Big Ones: How Teams Capture Large Contracts

By Michael O'Guin and Kim Kelly

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.

• Format: Paperback
• Language: English
• ISBN: 1300413344
• ISBN13: 9781300413349
• Release Date: November 2012
• Publisher: Lulu.com
• Length: 336 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.8" x 6.0" x 9.0"