Winning the Big Ones: How Teams Capture Large Contracts

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.