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Winner Takes All by Scott Keyser

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PRINCIPLE

TWO

CHOOSETHE BEST TEAM

CHAPTER SUMMARY

1. Why your team selection is vital.

2. What a winning team looks like.

3. how to match your team with the client’s by role and personality.

You’ve decided to go for the bid.

Not only must you select the team, it must be the best possible team. If you merely field the people who are available and not the best, or wheel out the same old team, you’re immediately at a disadvantage. Ernst & Young research showed clearly that clients buy the team first, then the firm. People buy from people.

You could argue that Ernst & Young’s global reputation would be enough to reassure any buyer, so the firm was never going to be an issue. But in my experience, whatever the size of the bidding organization, ...

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