{"product_id":"winning-the-big-ones-how-teams-capture-large-contracts-9781300413349","title":"Winning the Big Ones: How Teams Capture Large Contracts","description":"\u003cp\u003e • Author(s): Michael O'Guin | Kim Kelly\u003cbr\u003e • Publisher: Lulu.com\u003cbr\u003e • Publisher Imprint: Lulu.com\u003cbr\u003e • BISAC: General\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","brand":"Lulu.com","offers":[{"title":"Paperback","offer_id":46862298382487,"sku":"9781300413349","price":1851.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9781300413349.webp?v=1769965522","url":"https:\/\/atlanticbooks.com\/products\/winning-the-big-ones-how-teams-capture-large-contracts-9781300413349","provider":"Atlantic Books","version":"1.0","type":"link"}