Winning with Past Performance


Book Description

Use past performance to win contracts and deliver results at the lowest risk and cost! The federal government has focused on past performance to rank bidders for almost two decades, yet both the collection and use of past performance information remain disjointed, siloed, and not fully understood in government or industry. Nonetheless, contractors' livelihoods depend on how the government collects and uses their past performance information. Winning with Past Performance: Strategies for Industry and Government aims to enhance awareness and understanding of past performance processes as well as to promote smart business practices on both the buyer and seller sides of the equation. The authors examine all aspects of past performance, including using feedback to improve performance, the government's evolving use of past performance, and the future of past performance as an evaluation tool. Winning with Past Performance brings it all together on the subject of past performance and is a ready reference for buyers, sellers, policymakers, contracting professionals, and service providers.







Winning the Big Ones: How Teams Capture Large Contracts


Book 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.




Winning Government Business


Book Description

Get the edge over the competition for government contracts! In the battle for government contracts, seize the competitive advantage with Winning Government Business: Gaining the Competitive Advantage with Effective Proposals, Second Edition. Includes complimentary access to the Winning Government Business website.




Successful Proposal Strategies for Small Businesses: : Using Knowledge Management to Win Government, Private-Sector, and International Contracts, Sixth Edition


Book Description

Here's your one-stop-shop for winning new business! The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable service or product learn how to gain and keep a customer 's attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics. CD-ROM Included: Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.




Stumbling on Wins (Bonus Content Edition)


Book Description

The next quantum leap beyond Moneyball, this book offers powerful new insights into all human decision-making, because if sports teams are getting it wrong this badly, how do you know you're not? Sometimes the decisions that teams make are simply inexplicable. Consider: sports teams have an immense amount of detailed, quantifiable information to draw upon, more than in virtually any other industry. They have powerful incentives for making good decisions. Everyone sees the results of their choices, and the consequences for failure are severe. And yet... they keep making the same mistakes over and over again... systematic mistakes you'd think they'd learn how to avoid. Now, two leading sports economists reveal those mistakes in basketball, baseball, football, and hockey, and explain why sports decision-makers never seem to learn their lessons. You'll learn which statistics are connected to wins, and which aren't, and which statistics can and can't predict the future. Along the way, David Berri and Martin Schmidt show why a quarterback's place in the draft tells you nothing about how he'll perform in the NFL... why basketball decision-makers don't focus on the factors that really correlate with NBA success... why famous coaches don't deliver better results... and much more.




Become A Winner Claiming Thoroughbred Racehorses


Book Description

Author provides thoroughbred horse racing secrets and tips on becoming a successful thoroughbred horse owner or handicapper. The author outlines the keys for success in the thoroughbred horse racing industry.




Winning Without Thinking


Book Description

How to take advantage of recurring patterns in the results of horse-race Basic principles that govern racing results and the betting market Mistakes commonly made by the general betting public - and how to exploit them Full details of betting systems used by professional gamblers that have made them millions How to predict and profit from new trends How to use computers to increase your returns from betting




Winning at Following


Book Description

Replete with engaging stories and written in a down-to-earth style, this book provides the first and only road map for finding success and happiness in life's most common yet underrated role—that of the follower. What kinds of behaviors and responses do most bosses want from those they lead? Which jobs seem desirable and exciting but present work conditions in which followers are likely to fail or be unhappy? What's the best way to communicate bad and good news to a superior? Winning at Following: Secrets to Success in Supporting Roles answers these questions and covers many more topics that are highly relevant to everyone, for those who report to others as well as for managers, directors, CEOs, or other acting leaders. Individuals who are satisfied in their roles as followers will discover information that helps them to optimize their success and fulfillment at work, while dissatisfied followers—anyone struggling as a follower and searching for directions for positive change—will find this book extremely valuable as a road map to greater meaning, success, and satisfaction at work and in life. Readers will gain the critical direction and tools for fulfillment in their roles as followers—in whatever capacity that may be—and understand what they need to do to please their superiors as well as to solve the common problems and challenges that followers face. The book also explains how individuals can identify their followership style and discover the types of organizations where they are most likely to thrive. The final chapter provides guidance on how to overcome common, serious problems that followers experience, such as micromanaging bosses, sexual harassment, unethical directives from superiors, and disrespectful colleagues.




The Smart Financial Advisor


Book Description