{ "item_title" : "Winning the Big Ones", "item_author" : [" Michael O'Guin", "Kim Kelly "], "item_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.", "item_img_path" : "https://covers2.booksamillion.com/covers/bam/1/30/041/334/1300413344_b.jpg", "price_data" : { "retail_price" : "24.95", "online_price" : "24.95", "our_price" : "24.95", "club_price" : "24.95", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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