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Winning the Big Ones: How Teams Capture Large Contracts

2012 Business & Economics
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Release : 2012
Genre : Business & Economics
Kind : eBook
Book Rating : 344/5 ( reviews)

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Book Synopsis Winning the Big Ones: How Teams Capture Large Contracts by : Michael O'Guin

Download or read book Winning the Big Ones: How Teams Capture Large Contracts written by Michael O'Guin. This book was released on 2012. 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.

Wins, Losses, and Empty Seats

2021-08-06 Sports & Recreation
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Release : 2021-08-06
Genre : Sports & Recreation
Kind : eBook
Book Rating : 869/5 ( reviews)

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Book Synopsis Wins, Losses, and Empty Seats by : David George Surdam

Download or read book Wins, Losses, and Empty Seats written by David George Surdam. This book was released on 2021-08-06. 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.

Big Data Baseball

2015-05-19 Sports & Recreation
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Release : 2015-05-19
Genre : Sports & Recreation
Kind : eBook
Book Rating : 515/5 ( reviews)

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Book Synopsis Big Data Baseball by : Travis Sawchik

Download or read book Big Data Baseball written by Travis Sawchik. This book was released on 2015-05-19. 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.

10 Steps to Creating High-Scoring Proposals

2017-04-21
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Release : 2017-04-21
Genre :
Kind : eBook
Book Rating : 499/5 ( reviews)

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Book Synopsis 10 Steps to Creating High-Scoring Proposals by : Bob Lohfeld

Download or read book 10 Steps to Creating High-Scoring Proposals written by Bob Lohfeld. This book was released on 2017-04-21. 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.

An Indian Summer

2015-02-18 Sports & Recreation
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Release : 2015-02-18
Genre : Sports & Recreation
Kind : eBook
Book Rating : 788/5 ( reviews)

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Book Synopsis An Indian Summer by : Thad Mumau

Download or read book An Indian Summer written by Thad Mumau. This book was released on 2015-02-18. Available in PDF, EPUB and Kindle. Book excerpt: This is the story of one of the all-time great teams of major league baseball, the 1957 Milwaukee Braves. The Braves boasted a lineup packed with power and a pitching staff anchored by three aces. Four future Hall of Famers led the team to the National League pennant, and a fidgety right-hander pitched the Braves past the mighty Yankees in the World Series. Covering the Braves' magical season in remarkable detail, the author chronicles the winning streaks and the tough stretches, comments on the key transactions and costly injuries, and recalls the unforgettable players (such as Bob "Hurricane" Hazle) and the events (the Shoe Polish Incident) that have since become part of baseball lore.

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