Winning The Big Ones How Teams Capture Large Contracts
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Winning The Big Ones How Teams Capture Large Contracts
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Author : Michael O'Guin
language : en
Publisher: Lulu.com
Release Date : 2012
Winning The Big Ones How Teams Capture Large Contracts written by Michael O'Guin and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business & Economics categories.
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.
Capture Management
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Author : Gregory A. Garrett
language : en
Publisher: Wolters Kluwer
Release Date : 2005-03-01
Capture Management written by Gregory A. Garrett and has been published by Wolters Kluwer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-03-01 with Business & Economics categories.
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.
Wins Losses And Empty Seats
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Author : David George Surdam
language : en
Publisher: U of Nebraska Press
Release Date : 2021-08-06
Wins Losses And Empty Seats written by David George Surdam and has been published by U of Nebraska Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-06 with Sports & Recreation categories.
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.
Winner Takes All
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Author : Scott Keyser
language : en
Publisher: Lid Publishing
Release Date : 2018
Winner Takes All written by Scott Keyser and has been published by Lid Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Letting of contracts categories.
These days, most companies find themselves having to tender or bid for new contracts and clients. It's now part of the business landscape -- companies simply have to be good at tendering and pitching if they are going to have any chance of getting new business and clients. This book, written by one of the leading consultants and trainers in competitive business tendering, provides the key principles for winning bids, tenders and proposals. Savvy and practical, the principles are based on the author's extensive consulting experience with large and small companies, helping them to win big-ticket, "must-win" contracts (with a success rate of 86%). These essential principles apply to any company, in all sectors, which are seeking to improve their new business win rate.
Big Data Baseball
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Author : Travis Sawchik
language : en
Publisher: Macmillan + ORM
Release Date : 2015-05-19
Big Data Baseball written by Travis Sawchik and has been published by Macmillan + ORM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-05-19 with Sports & Recreation categories.
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.
Journal Of The Military Service Institution Of The United States
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Author : Military Service Institution of the United States
language : en
Publisher:
Release Date : 1886
Journal Of The Military Service Institution Of The United States written by Military Service Institution of the United States and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1886 with Military art and science categories.
Journal
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Author : Military Service Institution of the United States
language : en
Publisher:
Release Date : 1886
Journal written by Military Service Institution of the United States and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1886 with Military art and science categories.
American Sports
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Author : Pamela Grundy
language : en
Publisher: Routledge
Release Date : 2016-06-16
American Sports written by Pamela Grundy and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-16 with History categories.
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.
How To Win In A Winner Take All World
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Author : Neil Irwin
language : en
Publisher: St. Martin's Press
Release Date : 2019-06-18
How To Win In A Winner Take All World written by Neil Irwin and has been published by St. Martin's Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-18 with Business & Economics categories.
From New York Times bestselling author and senior economic correspondent at The New York Times, how to survive—and thrive—in this increasingly challenging economy. Every ambitious professional is trying to navigate a perilous global economy to do work that is lucrative and satisfying, but some find success while others struggle to get by. In an era of remarkable economic change, how should you navigate your career to increase your chances of landing not only on your feet, but ahead of those around you? In How to Win in a Winner-Take-All World, Neil Irwin, senior economic correspondent at the New York Times, delivers the essential guide to being successful in today’s economy when the very notion of the “job” is shifting and the corporate landscape has become dominated by global firms. He shows that the route to success lies in cultivating the ability to bring multiple specialties together—to become a “glue person” who can ensure people with radically different technical skills work together effectively—and how a winding career path makes you better prepared for today's fast-changing world. Through original data, close analysis, and case studies, Irwin deftly explains the 21st century economic landscape and its implications for ambitious people seeking a lifetime of professional success. Using insights from global giants like Microsoft, Walmart, and Goldman Sachs, and from smaller lesser known organizations like those that make cutting-edge digital effects in Planet of the Apes movies or Jim Beam bourbon, How to Win in a Winner-Take-All World illuminates what it really takes to be on top in this world of technological complexity and global competition.
Handbook Of Research On Sport And Business
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Author : S. Söderman
language : en
Publisher: Edward Elgar Publishing
Release Date : 2013-01-01
Handbook Of Research On Sport And Business written by S. Söderman and has been published by Edward Elgar Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-01 with Sports & Recreation categories.
ÔSšderman and Dolles have assembled an impressive array of researchers to address the nexus between sport and business. In their rich collection of research on sport business theory and practice Sšderman and Dolles identify research themes from governance to branding, from sport events to sport systems, and from social media to fan identity, and they specifically reflect on the application of major theoretical concepts and key research methods. The authorsÕ aim is to advance sport business research through critical reflection on topic selection, research design, data analysis and interpretation. Their unique approach encourages researchers, from novice to experienced, to embrace diverse theories and methods. The Handbook is recommended reading for those interested in advancing sport business research.Õ Ð Graham Cuskelly, Griffith University, Australia ÔThis insight-laden volume encompasses today's and tomorrow's research across the multifaceted landscape of the business side of sport -- from branding and sponsorship to media and technology, from club management to governance. It effectively encompasses both theory and practice. Scholars, students, and practitioners will find this cogent collection of international consumer and business research knowledge and perspectives both informative and useful.Õ Ð Stephen A. Greyser, Harvard Business School, US ÔThis Handbook directly responds to the rapid professional, commercial and international development of sport. With its thoughtful structure, comprehensive coverage of topics and renowned contributors it offers a thorough analysis on the management challenges in the field. It also offers very valuable insights and guidance how the business of sport can be researched by students, academics and practitioners around the world. The book is simply a must-read for anyone interested in the management aspects of sports.Õ Ð Yoshiaki Takahashi, Chuo University, Tokyo, Japan This Handbook draws together top international researchers and discusses the state of the art and the future direction of research at the nexus between sport and business. It is heavily built upon choosing, applying and evaluating appropriate quantitative as well as qualitative research methods for practical advice in sport and business research. Topics covered for analysis include sports governance, regulation and performance; media and technology; club management and team structure; place, time and spectators of sporting events; and sport branding and sponsoring. The Handbook covers research examples from elite sport to the amateur level, and from different sports, from cycling to cricket, from ice hockey to motorsports, and from football to skiing. It will be read and used by academics and PhD students as well as sports practitioners looking for useful ways of expanding knowledge, conducting research or searching for insights into the challenges of managing sport.