Winning the Big Ones: How Teams Capture Large Contracts

Download or read book Winning the Big Ones: How Teams Capture Large Contracts written by Michael O'Guin and published by Lulu.com. This book was released on 2012-11-24 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.