{"product_id":"winning-the-big-ones-how-teams-capture-large-contracts-paperback","title":"Winning the Big Ones: How Teams Capture Large Contracts - Paperback","description":"\u003cp\u003eby \u003cb\u003eMichael O'Guin\u003c\/b\u003e (Author), \u003cb\u003eKim Kelly\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 336\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.75 x 9 x 6 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e November 24, 2012\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":42171647033479,"sku":"9781300413349","price":35.93,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0601\/2623\/2711\/files\/b1e1166145f6c0f6efd71aea86e9e9d0.webp?v=1733357275","url":"https:\/\/booksby.splitshops.com\/products\/winning-the-big-ones-how-teams-capture-large-contracts-paperback","provider":"Books by splitShops","version":"1.0","type":"link"}