Winning The Big Ones How Teams Capture Large Contracts

Author : Michael O'Guin
Publisher : Lulu.com
ISBN 13 : 1300413344
Total Pages : 337 pages
Book Rating : 4.49/5 ( download)

DOWNLOAD NOW!

Download or read book Winning the Big Ones: How Teams Capture Large Contracts written by Michael O'Guin and published by Lulu.com. This book was released on 2012 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : David George Surdam
Publisher : U of Nebraska Press
ISBN 13 : 1496209869
Total Pages : 311 pages
Book Rating : 4.63/5 ( download)

DOWNLOAD NOW!

Download or read book Wins, Losses, and Empty Seats written by David George Surdam and published by U of Nebraska Press. This book was released on 2021-08-06 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Organized baseball has survived its share of difficult times, and never was the state of the game more imperiled than during the Great Depression. Or was it? Remarkably, during the economic upheavals of the Depression none of the sixteen Major League Baseball teams folded or moved. In this economist's look at the sport as a business between 1929 and 1941, David George Surdam argues that although it was a very tough decade for baseball, the downturn didn't happen immediately. The 1930 season, after the stock market crash, had record attendance. But by 1931 attendance began to fall rapidly, plummeting 40 percent by 1933. To adjust, teams reduced expenses by cutting coaches and hiring player-managers. While even the best players, such as Babe Ruth, were forced to take pay cuts, most players continued to earn the same pay in terms of purchasing power. Baseball remained a great way to make a living. Revenue sharing helped the teams in small markets but not necessarily at the expense of big-city teams. Off the field, owners devised innovative solutions to keep the game afloat, including the development of the Minor League farm system, night baseball, and the first radio broadcasts to diversify teams' income sources. Using research from primary documents, Surdam analyzes how the economic structure and operations side of Major League Baseball during the Depression took a beating but managed to endure, albeit changed by the societal forces of its time.

Author : Gregory A. Garrett
Publisher : Wolters Kluwer
ISBN 13 : 0808009338
Total Pages : 344 pages
Book Rating : 4.37/5 ( download)

DOWNLOAD NOW!

Download or read book Capture Management written by Gregory A. Garrett and published by Wolters Kluwer. This book was released on 2005-03-01 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Capture Management Life-Cycle provides a comprehensive step-by-step approach to help individuals and companies win more business. The philosophy behind the Capture Management Life-Cycle is that business is won with mutually beneficial offers that meet a customer's objectives as well as the seller's requirements for profitability. The three-phase Capture Management Life-Cycle model is presented with inputs, tools and techniques, outputs, case studies and forms/templates to assist business professionals in selling products, services or solutions. The Capture Management Life-Cycle consists of three phases, ten stages and more than 35 key actions for winning more business.

Author : Travis Sawchik
Publisher : Macmillan + ORM
ISBN 13 : 1250063515
Total Pages : 235 pages
Book Rating : 4.19/5 ( download)

DOWNLOAD NOW!

Download or read book Big Data Baseball written by Travis Sawchik and published by Macmillan + ORM. This book was released on 2015-05-19 with total page 235 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Military Service Institution of the United States
Publisher :
ISBN 13 :
Total Pages : 486 pages
Book Rating : 4.26/5 ( download)

DOWNLOAD NOW!

Download or read book Journal of the Military Service Institution of the United States written by Military Service Institution of the United States and published by . This book was released on 1886 with total page 486 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Bob Lohfeld
Publisher :
ISBN 13 : 9780988755499
Total Pages : 152 pages
Book Rating : 4.91/5 ( download)

DOWNLOAD NOW!

Download or read book 10 Steps to Creating High-Scoring Proposals written by Bob Lohfeld and published by . This book was released on 2017-04-21 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Military Service Institution of the United States
Publisher :
ISBN 13 :
Total Pages : 500 pages
Book Rating : 4.86/5 ( download)

DOWNLOAD NOW!

Download or read book Journal written by Military Service Institution of the United States and published by . This book was released on 1886 with total page 500 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Pamela Grundy
Publisher : Routledge
ISBN 13 : 1315509245
Total Pages : 305 pages
Book Rating : 4.42/5 ( download)

DOWNLOAD NOW!

Download or read book American Sports written by Pamela Grundy and published by Routledge. This book was released on 2016-06-16 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: American Sports offers a reflective, analytical history of American sports from the colonial era to the present. Readers will focus on the diverse relationships between sports and class, gender, race, ethnicity, religion and region, and understand how these interactions can bind diverse groups together. By considering the economic, social and cultural factors that have surrounded competitive sports, readers will understand how sports have reinforced or challenged the values and behaviors of society.

Author : Jack Welch
Publisher : Harper Collins
ISBN 13 : 0062274015
Total Pages : 384 pages
Book Rating : 4.14/5 ( download)

DOWNLOAD NOW!

Download or read book Winning (Enhanced Edition) written by Jack Welch and published by Harper Collins. This book was released on 2013-03-26 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: A champion manager of people, Jack Welch shares the hard-earned wisdom of a storied career in what will become the ultimate business bible With Winning, Jack Welch delivers a wide-ranging, in-depth, no-holds-barred management guidebook about the tough strategic, organizational, and personal challenges that face people at every stage of their careers. Loaded with candid personal anecdotes, hard-hitting advice, and invaluable dos and don’ts, Jack explains his theory of business, by laying out the four most important principles that form the foundation of his success. Chapters include: How to Get Promoted, How to Think about Strategy, How to Write a Budget that Works, How to Work for a Jerk, How Find Work-Life Balance and How Start Something New. Enlivened by quotes from business leaders that Welch interviewed especially for the book, it’s a tour de force that reflects Welch’s mastery of execution, excellence and leadership.

Author : Chris Fussell
Publisher : Penguin
ISBN 13 : 0735211361
Total Pages : 304 pages
Book Rating : 4.60/5 ( download)

DOWNLOAD NOW!

Download or read book One Mission written by Chris Fussell and published by Penguin. This book was released on 2017-06-13 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the co-author of the New York Times bestseller Team of Teams, a practical guide for leaders looking to make their organizations more interconnected and unified in the midst of sudden change. Too often, companies end up with teams stuck in their own silos, pursuing goals and metrics in isolation. Their traditional autocratic structures create stability, scalability, and predictability -- but in a world that demands rapid adaptation to a new reality, this traditional model simply doesn’t work. In Team of Teams, retired four-star General Stanley McChrystal and former Navy SEAL Chris Fussell made the case for a new organizational model combining the agility, adaptability, and cohesion of a small team with the power and resources of a giant organization. Now, in One Mission, Fussell channels all his experiences, both military and corporate, into powerful strategies for unifying isolated and distrustful teams. This practical guide will help leaders in any field implement the Team of Teams approach to tear down their silos improve collaboration, and avoid turf wars. By committing to one higher mission, organizations develop an overall capability that far exceeds the sum of their parts. From Silicon Valley software giant Intuit to a government agency on the plains of Oklahoma, organizations have used Fussell’s methods to unite their people around a single compelling vision, resulting in superior performance. One Mission will help you follow their example to a more agile and resilient future.