{"product_id":"winning-the-big-ones-how-teams-capture-large-contracts","title":"Winning the Big Ones: How Teams Capture Large Contracts","description":"\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: \u003cbr\u003e\n¥ Structure your business acquisition process like the top performers\u003cbr\u003e\n¥ Select the best few opportunities\u003cbr\u003e\n¥ Develop a win strategy that differentiates your solution on those attributes most important to the customer\u003cbr\u003e\n¥ Establish the Price-to-Win to bid the highest price possible and win\u003cbr\u003e\n¥ Collect intelligence and conduct competitive analysis\u003cbr\u003e\n¥ Influence the customer to shape the acquisition to improve your position\u003cbr\u003e\n¥ Pre-sell your solution\u003cbr\u003e\n¥ Organize and staff the capture team\u003cbr\u003e\n¥ Craft persuasive win themes and proofs of benefits\u003cbr\u003e\n¥ Close the sale with effective negotiation strategies. \u003cbr\u003e\nAll of these techniques are illustrated with a hundreds of real world examples.\u003c\/p\u003e","brand":"Michael O'Guin","offers":[{"title":"Paperback","offer_id":43998071160993,"sku":"9781300413349","price":42.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0462\/1120\/3233\/files\/1k9wpkpg-front-shortedge-384_2811068d-1451-44bb-9ea0-324b1381a008.jpg?v=1748393860","url":"https:\/\/bookswholesale.myshopify.com\/products\/winning-the-big-ones-how-teams-capture-large-contracts","provider":"BooksWholesale","version":"1.0","type":"link"}