Name: Winning the Big Ones: How Teams Capture Large Contracts (en Inglés)
Price: 43290.00 CLP
Availability: InStock
Author: O'Guin, Michael ; Kelly, Kim
ISBN: 9781300413349

portada Winning the Big Ones: How Teams Capture Large Contracts (en Inglés)

Formato

Libro Físico

Autor

Kim Kelly

Michael O'Guin

Editorial

Lulu.com

Idioma

Inglés

N° páginas

336

Encuadernación

Tapa Blanda

Dimensiones

22.9 x 15.2 x 1.9 cm

Peso

0.49 kg.

ISBN13

9781300413349

Categorías

Gestión empresarial

Winning the Big Ones: How Teams Capture Large Contracts (en Inglés)

Kim Kelly (Autor) · Michael O'Guin (Autor) · Lulu.com · Tapa Blanda

Libro Físico

$ 43.290

$ 60.130

Ahorras: $ 16.840

28% descuento

Envío normal

Origen: Estados Unidos (Costos de importación incluídos en el precio)

Se enviará desde nuestra bodega entre el Lunes 10 de Junio y el Jueves 20 de Junio.

Lo recibirás en cualquier lugar de Chile entre 1 y 3 días hábiles luego del envío.

Reseña del libro "Winning the Big Ones: How Teams Capture Large Contracts (en Inglés)"

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.