Winning The Big Ones How Teams Capture Large Contracts

Author : Michael O'Guin,Kim Kelly
Publisher : Lulu.com
Page : 337 pages
File Size : 53,7 Mb
Release : 2012-11-24
Category : Electronic
ISBN : 9781300413349

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Winning the Big Ones: How Teams Capture Large Contracts by Michael O'Guin,Kim Kelly Pdf

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
Page : 311 pages
File Size : 47,5 Mb
Release : 2021-08-06
Category : Sports & Recreation
ISBN : 9781496209863

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Wins, Losses, and Empty Seats by David George Surdam Pdf

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 : Travis Sawchik
Publisher : Macmillan + ORM
Page : 235 pages
File Size : 52,7 Mb
Release : 2015-05-19
Category : Sports & Recreation
ISBN : 9781250063519

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Big Data Baseball by Travis Sawchik Pdf

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 : Unknown
Page : 486 pages
File Size : 46,6 Mb
Release : 1886
Category : Military art and science
ISBN : PRNC:32101049986126

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Journal of the Military Service Institution of the United States by Military Service Institution of the United States Pdf

Author : Military Service Institution of the United States
Publisher : Unknown
Page : 500 pages
File Size : 47,8 Mb
Release : 1886
Category : Military art and science
ISBN : STANFORD:36105117787486

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Journal by Military Service Institution of the United States Pdf

Author : Pamela Grundy,Benjamin G Rader
Publisher : Routledge
Page : 305 pages
File Size : 42,8 Mb
Release : 2016-06-16
Category : History
ISBN : 9781315509242

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American Sports by Pamela Grundy,Benjamin G Rader Pdf

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 : Neil Irwin
Publisher : St. Martin's Press
Page : 304 pages
File Size : 54,5 Mb
Release : 2019-06-18
Category : Business & Economics
ISBN : 9781250176288

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How to Win in a Winner-Take-All World by Neil Irwin Pdf

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.

Author : S. Söderman,H. Dolles
Publisher : Edward Elgar Publishing
Page : 597 pages
File Size : 54,9 Mb
Release : 2013-01-01
Category : Sports & Recreation
ISBN : 9781781005866

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Handbook of Research on Sport and Business by S. Söderman,H. Dolles Pdf

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.

Author : Anonim
Publisher : Unknown
Page : 2012 pages
File Size : 45,9 Mb
Release : 2006
Category : Indexes
ISBN : UCD:31175033036420

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The New York Times Index by Anonim Pdf

Author : William M. Anderson
Publisher : Wayne State University Press
Page : 360 pages
File Size : 55,8 Mb
Release : 2016-04-15
Category : Sports & Recreation
ISBN : 9780814341582

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The Detroit Tigers by William M. Anderson Pdf

With over 500 carefully selected photographs, the fifth edition of The Detroit Tigers vividly illustrates the history of major league baseball in Detroit from 1881 through the 2014 season. Author William M. Anderson presents highlights and lowlights of each Tigers season and gives a context for appreciating the careers of the many players whose images grace the pages of the book. In thirteen chapters, The Detroit Tigers covers the team’s history decade by decade. Anderson surveys the Tigers’ earliest days, formidable championship teams, and legendary players, and updates this edition with the team’s exploits since the 2008 season. He details the recent star-studded Tigers cast, including Miguel Cabrera, Justin Verlander, Max Scherzer, Victor Martinez, and David Price, and looks at the team’s four consecutive Central Division titles, 2012 pennant win, and seasons of record-breaking attendance, despite its disappointments in deeper post-season play. Anderson has searched to find the most interesting and rarely seen photos for this volume, visiting all major repositories of baseball photographs as well as private collections. Presented chronologically with ample description, the photos form the core of this impressive book. The Detroit Tigers also includes a foreword by former Tigers shortstop and later, manager, Alan Trammell. Tigers fans old and new will appreciate the exhaustive history and striking images in this volume.

Author : Bob Lohfeld
Publisher : Unknown
Page : 152 pages
File Size : 51,9 Mb
Release : 2017-04-21
Category : Electronic
ISBN : 0988755491

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10 Steps to Creating High-Scoring Proposals by Bob Lohfeld Pdf

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 : Michael J. Haupert
Publisher : Bloomsbury Publishing USA
Page : 296 pages
File Size : 53,6 Mb
Release : 2006-08-30
Category : Business & Economics
ISBN : 9781573566322

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The Entertainment Industry by Michael J. Haupert Pdf

It's hard to imagine a day passing without most Americans enjoying some form of entertainment, whether it's going to a football game, watching television at home, or listening to the radio on the way to work. At the start of the 20th century, however, the only form of entertainment was live theater. With the advent of radio, television, and ultimately the internet, entertainment could be found in our homes, quite literally at our fingertips. As American society changed and the economy grew over the 20th century, the entertainment industry evolved from vaudeville theater to big screen movies to DVDs playing in the living room. This book focuses on popular American entertainment that both appeals to and is accessible to the masses. Six forms of entertainment are covered: vaudeville, recorded sound, radio, movies, television, and spectator sports. Some forms of entertainment have changed considerably throughout the years, while others have disappeared all together as technology allowed new ones to take their place, but the desire of people to be entertained has not waned. Concepts, organizations, and individuals such as the jukebox, the Screen Actors Guild, Ted Turner, satellite television, free agents, Charlie Chaplin, made-for-TV movies, iPod, Superbowl commercials, vaudeville circuits, Columbia, FCC, Hollywood, Title IX, Amos and Andy, MTV, and the Palace Theater, among many others, are discussed. Ideal for students and general readers interested in the development and history of one of the largest and most lucrative industries today. Biographies of notable individuals in the entertainment industry and suggestions for further reading are included.

Author : Ronald J. Burke,Cary L. Cooper
Publisher : Routledge
Page : 296 pages
File Size : 43,5 Mb
Release : 2006-08-21
Category : Business & Economics
ISBN : 9781134363629

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Reinventing HRM by Ronald J. Burke,Cary L. Cooper Pdf

The human resources (HR) field is in a time of format and self-reflection. This significant text directly addresses the reasons why human resource management has not received its due. It asks: What can be done about this? Why is it critical to continued organizational performance and innovation? What are its benefits? The authors review the most current thinking on HR initiatives associated with organizational performance and investigate how the field will need to mobilize in new ways to meet the demand of this period of time. With contributions from key thinkers, this is one of the most important books on HRM available.

Author : Ronald J. Burke,Cary L. Cooper
Publisher : Psychology Press
Page : 304 pages
File Size : 46,7 Mb
Release : 2005
Category : Business & Economics
ISBN : 0415319625

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Reinventing Human Resource Management by Ronald J. Burke,Cary L. Cooper Pdf

The authors of this text review the most current thinking on HR initiatives associated with current organisational performance and investigate how the field will need to mobilise in new ways to meet the demands of the future.

Author : Oscar Robertson
Publisher : Rodale
Page : 386 pages
File Size : 45,9 Mb
Release : 2003-11-15
Category : Sports & Recreation
ISBN : 1579547648

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The Big O by Oscar Robertson Pdf

The basketball star offers an account of his life on and off the court, detailing his accomplishments in college and in professional sports, the inherent racism in sports, and his tenure as president of the NBA Players Union.