Download PDF Winning the Big Ones: How Teams Capture Large Contracts, by Michael o'guin
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Winning the Big Ones: How Teams Capture Large Contracts, by Michael o'guin
Download PDF Winning the Big Ones: How Teams Capture Large Contracts, by Michael o'guin
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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: _x000d__x000d_
- Sales Rank: #1501903 in Books
- Published on: 2012-12-22
- Released on: 2012-12-22
- Original language: English
- Dimensions: 9.00" h x .84" w x 6.00" l,
- Binding: Paperback
- 336 pages
Most helpful customer reviews
0 of 0 people found the following review helpful.
Highly Recommended...
By Kirk A Deutrich
While Kim Kelly and Michael O'Guin's focus is on "The Big Ones", anyone involved in business development, market expansion, new market entry, and just good 'ole sales, can learn and take something from this dynamic team's experience and knowledge. It is my opinion that "Big" is a relative term, thus this book transcends the size spectrum of contract negotiations and sales. Aside from the tactics and techniques used to land large government contracts, the book also provides an interesting look into the culture of a world unknown to most, but financed by our tax dollars! A great read for anyone involved in complex contract negotiations, but applicable to small to medium businesses, such as construction, industrial service contracts, etc. Also a great topic/source for a undergraduate/masters student project for business, political science, or finance.
0 of 0 people found the following review helpful.
“Winning the Big Ones” is a must read
By Harley
“Winning the Big Ones” is a must read for anybody who wants to win business with the Federal government. O’Guin and Kelly detail what it takes to win, why these are the right steps to take, and the common mistakes companies make when pursuing Federal contracts. What makes this book a must read are two elements: the comprehensive description of the key steps to winning; and the real-world examples and vignettes that bring the steps to life. If you and your company aren’t winning as much new business as you expect, you need to read this book. If you think, “There must be a better way to win,” you need to read this book. If you want to know how high-performing companies win, you need to read this book. “Winning the Big Ones” provides a process and the tools to make winning a habit.
0 of 0 people found the following review helpful.
Excellent Guide on how to win business in the Defense Industry
By BWC
Highights the importance of understanding your customer and your competition and provides an excellerent reference for all aspects of a complex capture.
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