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Books-- Capture, Strategic
Planning, and Customer Marketing
For more information or to purchase a book, click on the book image to be directed to Amazon or an affiliate site.
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Shipley Capture Guide Winning Strategic Business
Mary Ann Anelli Over 200 pages of guidelines, best practices, and tips for improving this critical phase of business development: capture management. The Capture Guide is organized around key process areas. Several relevant topics provide guidance on each area. The guide also provides a valuable roadmap that serves as a framework for ensuring effective capture planning. Business development professionals will find value in referring to these best practices that include an annotated Capture Plan template that provides a model for capture teams responsible for producing this critical document. |
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Winning Government Business: Gaining the
Competitive Advantage
Steven R. Osborne Winning Government Business is a handbook for elevating your company above other offerors at every step of the way. In tutorial fashion, Osborne takes us through the pre-proposal stages, the development of the proposal itself, and the negotiation and closeout stages, systematically incorporating multiple examples and techniques |
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How to Talk to Customers: Create a Great
Impression Every Time with MAGIC
Diane Berenbaum and Tom Larkin A common-sense manual for Making A Great Impression on the Customer (MAGIC), this book provides lucid and pragmatic approaches to companies and employees for their everyday interactions with clients. It shows how to exceed customer expectations by responding daily to setbacks and inquiries as they develop throughout the course of a project. This is important for program performance, which then translates into those customers' willingness to award more programs to your company. |
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The Art of Connecting: How to Overcome
Differences, Build Rapport, and Communicate Effectively with Anyone
Claire Raines and Lara Ewing Raines and Ewing highlight the ways that we can pick up on what other people want, be they customers or co-workers. Once we are tuned in to the many helpful cues that others exhibit, we can communicate and interact with them more agreeably, making collaboration on projects and proposals easier and more efficient. |
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Great Customer Connections: Simple Psychological
Techniques that Guarantee Exceptional Service
Richard S. Gallagher Gallagher presents a formula for keeping clients happy even when you can't give them exactly what they want. Rather than focus on what you can't do for a customer or government agency, you should make a habit of acknowledging and speaking to what they need. |
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Little Black Book of Connections: 6.5 Assets for
Networking your Way to Rich Relationships
Jeffrey Gitomer This book is an impressive and straightforward manual from the nation's #1 sales trainer for forming all kinds of connections. It will teach you how to establish a good rapport with clients whose repeat business is extremely profitable as well as co-workers and bosses whose influence could be key to a successful project or career. |
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Naked Conversations: How Blogs are Changing the
Way Businesses Talk with Customers
Robert Scoble and Shel Israel Naked Conversations outlines six critical elements of web log culture to argue that the efficiency and wildfire-like spread of information in the blogosphere has changed the face of the business world. The implication for contractors and subcontractors? Manage a blog effectively, and it will speak volumes about your company's commitment to transparency, accountability, and good business. |
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How to Persuade People who Don't Want to be
Persuaded: Get what you Want- Every Time!
Joel Bauer and Mark Levy Bauer and Levy present some basic secrets and tactics of persuasion and then show us how to apply them in everyday contexts. This book will help you to get your employees to think the way you do and to eliminate the naysayers, know-it-alls, idlers, and nonconformists on your proposal team. |
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Winning Behavior: What the Smartest, Most
Successful Companies Do Differently
Terry R. Bacon and David G. Pugh Winning Behavior identifies four specific ways to set your company up to systematically exceed expectations and earn repeat business from valuable clients. By building key "operational," "interpersonal," "exceptional," and "symbolic" acts into the framework of your services, you will substantively outshine the competition every time. |
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The Giants of Sales: What Dale Carnegie, John
Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales
Success
Tom Sant By breaking down the techniques of four of the most famous salesmen of all time, Tom Sant's book convinces us that the best businessmen are always selling more than just their product or service; in many cases, they are also selling a relationship or even an entire network of friends, recommendations, and referrals. Obviously, the most successful contractors and subcontractors recognize that they have a vested interest in establishing rapport and relationships beyond a single winning bid. This book illuminates the techniques for doing so that have been historically validated as timeless. |
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Copyright 2007 - 2010 OST Global Solutions, Inc.
Call 301-384-3350 for Your Proposal Needs
Copyright 2007 - 2010 OST Global Solutions, Inc.
Call 301-384-3350 for Your Proposal Needs
Privacy Policy
