Winning the Big Ones: How Teams Capture Large Contracts PDF Download
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Author: Michael O'Guin
Publisher: Lulu.com
ISBN: 1300413344
Category : Business & Economics
Languages : en
Pages : 337
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Book Description
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.
Author: Michael O'Guin
Publisher: Lulu.com
ISBN: 1300413344
Category : Business & Economics
Languages : en
Pages : 337
Get Book Here
Book Description
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.
Author: Ernest M Snowden
Publisher: Naval Institute Press
ISBN: 1682477185
Category : History
Languages : en
Pages : 272
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Book Description
Maritime Unmanned recounts the promising beginning, demoralizing setbacks, and ultimate success of the visionaries who championed unmanned aircraft systems (UAS) technology for the U.S. Navy. Ernest Snowden and Robert F. Wood Jr. dive deep inside the machinations of aerospace and defense industry leadership, strategy development, and execution to describe the process by which the Air Force’s Global Hawk was adapted to become the Navy’s Triton. This was the first time in the history of naval aviation that an unmanned aerial vehicle was adopted into frontline squadron inventories to become an enabling component of the maritime patrol and reconnaissance mission, a process that took more than twenty years as industry representatives and Navy counterparts developed and socialized an unfamiliar and unconventional concept of operations and senior government acquisition officials either advocated or purposely road-blocked its advancement. —Military Writers Society of America Award: Bronze Medal
Author: Travis Sawchik
Publisher: Macmillan + ORM
ISBN: 1250063515
Category : Sports & Recreation
Languages : en
Pages : 235
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Book Description
Big Data Baseball provides a behind-the-scenes look at how the Pittsburgh Pirates used big data strategies to end the longest losing streak in North American pro sports history. New York Times Bestseller After twenty consecutive losing seasons for the Pittsburgh Pirates, team morale was low, the club’s payroll ranked near the bottom of the sport, game attendance was down, and the city was becoming increasingly disenchanted with its team. Big Data Baseball is the story of how the 2013 Pirates, mired in the longest losing streak in North American pro sports history, adopted drastic big-data strategies to end the drought, make the playoffs, and turn around the franchise’s fortunes. Big Data Baseball is Moneyball for a new generation. Award-winning journalist Travis Sawchik takes you behind the scenes to expertly weave together the stories of the key figures who changed the way the Pirates played the game, revealing how a culture of collaboration and creativity flourished as whiz-kid analysts worked alongside graybeard coaches to revolutionize the sport and uncover groundbreaking insights for how to win more games without spending a dime. From pitch framing to on-field shifts, this entertaining and enlightening underdog story closely examines baseball’s burgeoning big data movement and demonstrates how the millions of data points which aren’t immediately visible to players and spectators, are the bit of magic that led the Pirates to finish the 2013 season in second place and brought an end to a twenty-year losing streak.
Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 368
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Book Description
BLACK ENTERPRISE is the ultimate source for wealth creation for African American professionals, entrepreneurs and corporate executives. Every month, BLACK ENTERPRISE delivers timely, useful information on careers, small business and personal finance.
Author: Neil Irwin
Publisher: St. Martin's Press
ISBN: 125017628X
Category : Business & Economics
Languages : en
Pages : 202
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Book Description
From New York Times bestselling author and senior economic correspondent at The New York Times, how to survive—and thrive—in this increasingly challenging economy. Every ambitious professional is trying to navigate a perilous global economy to do work that is lucrative and satisfying, but some find success while others struggle to get by. In an era of remarkable economic change, how should you navigate your career to increase your chances of landing not only on your feet, but ahead of those around you? In How to Win in a Winner-Take-All World, Neil Irwin, senior economic correspondent at the New York Times, delivers the essential guide to being successful in today’s economy when the very notion of the “job” is shifting and the corporate landscape has become dominated by global firms. He shows that the route to success lies in cultivating the ability to bring multiple specialties together—to become a “glue person” who can ensure people with radically different technical skills work together effectively—and how a winding career path makes you better prepared for today's fast-changing world. Through original data, close analysis, and case studies, Irwin deftly explains the 21st century economic landscape and its implications for ambitious people seeking a lifetime of professional success. Using insights from global giants like Microsoft, Walmart, and Goldman Sachs, and from smaller lesser known organizations like those that make cutting-edge digital effects in Planet of the Apes movies or Jim Beam bourbon, How to Win in a Winner-Take-All World illuminates what it really takes to be on top in this world of technological complexity and global competition.
Author: Bob Lohfeld
Publisher:
ISBN: 9780988755499
Category :
Languages : en
Pages : 152
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Book Description
In this book, we share our modern perspective on proposal management and what matters within the proposal process. We're using these insights to help our customers concentrate on what's truly important in proposal development and on best practices that may have fallen to the wayside in their companies. We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits--and how to really make your proposal stand out. Finally, we walk you through 10 actions your organization can take that will positively affect your proposal outputs.
Author: Tom Searcy
Publisher: John Wiley & Sons
ISBN: 0470443375
Category : Business & Economics
Languages : en
Pages : 294
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Book Description
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.
Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 88
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Book Description
The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.
Author: Military Service Institution of the United States
Publisher:
ISBN:
Category : Military art and science
Languages : en
Pages : 486
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Book Description
Author: Dale Carnegie
Publisher: Good Press
ISBN:
Category : Self-Help
Languages : en
Pages : 261
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Book Description
Dale Carnegie's seminal work, 'How To Win Friends And Influence People', is a comprehensive guide on interpersonal skills and human relations. Published in 1936, this timeless classic is renowned for its practical advice on how to effectively communicate, influence others, and cultivate meaningful relationships. Written in a clear and engaging style, Carnegie's book addresses the importance of empathy, honesty, and genuine interest in others, making it a valuable resource for individuals seeking to enhance their social intelligence. With real-life examples and actionable tips, Carnegie's book remains relevant in today's fast-paced world, where networking and communication skills are indispensable. Carnegie's astute observations and insights on human behavior continue to resonate with readers across generations. Drawing from his own experiences and studies in human psychology, Carnegie imparts valuable lessons that are as pertinent today as they were in the 1930s. 'How To Win Friends And Influence People' is a must-read for anyone looking to navigate social interactions with grace and confidence.
