In Write Like This: Teaching Real World Writing Through Modeling and Mentor Texts, author and teacher Kelly Gallagher recognizes that writing well starts with teaching students WHY they should write. He believes we need to move beyond the state standards by introducing young writers to real-world discourses and provide them with authentic texts to influence and develop life-long skills. Each chapter focuses on a specific writing purpose: Express and Reflect: View life experiences in reverse to move forward Inform and Explain: State a point and purpose with information to support it Evaluate and Judge: Focus' on the worth of an object, idea, or person and present' it as 'bad or 'good Inquire and Explore: Propose' a problem or question Analyze and Interpret: Examine phenomena that are difficult to understand or explain Take a Stand/Propose a Solution: Persuade audience to particular position and provide' justification' ' In teaching these lessons, Gallagher provides mentor texts (professional samples as well as models he has written in front of his students), student writing samples, and numerous assignments and strategies proven to elevate student writing. By helping teachers bring effective modeling practices into their classrooms, Write Like This enables students to become better adolescent writers. More important, the practices found in this book will help our students develop the writing skills they will need to become adult writers in the real world.
Personal Branding for Entrepreneurial Journalists and Creative Professionals outlines and describes the complete process of building and growing a successful personal brand. Focused on the independent journalist or creative professional in the new digital marketplace, Sara Kelly gives readers the ability to create the sort of personal brand that not only stands out, but remains relevant for years to come. Features such as exercises and worksheets will guide readers in creating the various components of their personal brand, and case studies of real-world branding scenarios will allow readers to analyze the practical aspects of implementing a personal brand. Covering theory and practice, this text is a powerful resource for modern journalists, multimedia storytellers, and content creators hoping to ply their talents online and beyond.
Computer: A History of the Information Machine traces the history of the computer and shows how business and government were the first to explore its unlimited, information-processing potential. Old-fashioned entrepreneurship combined with scientific know-how inspired now famous computer engineers to create the technology that became IBM. Wartime needs drove the giant ENIAC, the first fully electronic computer. Later, the PC enabled modes of computing that liberated people from room-sized, mainframe computers. This third edition provides updated analysis on software and computer networking, including new material on the programming profession, social networking, and mobile computing. It expands its focus on the IT industry with fresh discussion on the rise of Google and Facebook as well as how powerful applications are changing the way we work, consume, learn, and socialize. Computer is an insightful look at the pace of technological advancement and the seamless way computers are integrated into the modern world. Through comprehensive history and accessible writing, Computer is perfect for courses on computer history, technology history, and information and society, as well as a range of courses in the fields of computer science, communications, sociology, and management.
As Mommies, we can do almost everything that our children need. We nurture them, feed them, bathe them, play with them and love them. We can do almost anything-until it comes to baby-proofing. As soon as we see the words "drill a 1/16" pilot hole" most Mommies run screaming for Daddy. The idea of using a drill or screwdriver sometimes seems as foreign and daunting as overhauling an engine or building a house from the ground up. Would you like to find out the three steps to choosing a baby safety gate? Do you know how to protect your child from drowning in your own home? This book answers these questions and more. Mommy Can Do It: A Do It Herself Guide to Baby-Proofing helps take away the frustration often associated with creating a child-safe home by empowering Mom to "do it herself." No more does Mom need to wait for Dad to install the baby safety gate or to hire a baby-proofer. This is the only child safety book available that touches on important child safety risks in the home while focusing on helping Mom create a "TotSafe" home.
A page-turning narrative, Heaven's Ditch offers an excitingly fresh look at a heady, foundational moment in American history. The technological marvel of its age, the Erie Canal grew out of a sudden fit of inspiration. Proponents didn't just dream; they built a 360-mile waterway entirely by hand and largely through wilderness. As excitement crackled down its length, the canal became the scene of the most striking outburst of imagination in American history. Zealots invented new religions and new modes of living. The Erie Canal made New York the financial capital of America and brought the modern world crashing into the frontier. Men and women saw God face to face, gained and lost fortunes, and reveled in a period of intense spiritual creativity. Heaven's Ditch by Jack Kelly illuminates the spiritual and political upheavals along this "psychic highway" from its opening in 1825 through 1844. "Wage slave" Sam Patch became America's first celebrity daredevil. William Miller envisioned the apocalypse. Farm boy Joseph Smith gave birth to Mormonism, a new and distinctly American religion. Along the way, the reader encounters America's very first "crime of the century," a treasure hunt, searing acts of violence, a visionary cross-dresser, and a panoply of fanatics, mystics, and hoaxers.
This book covers the way computing was handled before the arrival of electronic computers. It discusses manual information processing and early technologies. The book describes the development of software technology, the professionalization of programming, and the emergence of a software industry.
Living Through History" is a complete Key Stage 3 course which brings out the exciting events in history. The course is available in two different editions, Core and Foundation. Every Core title in the series has a parallel Foundation edition, and both are supported by teachers' packs.
The focus of this Handbook is on science education in Arab states and the scholarship that most closely supports this program. The reviews of the research situate what has been accomplished within a given field in an Arab rather than an international context.
A revised and updated edition of the leading introductory text on the geography of economic life, from the local to the global Economic Geography is an engaging and accessible introduction to the different ways modern economic geographers understand, analyze, and interpret economic processes. This comprehensive text addresses significant questions relevant to contemporary economic life, from the activities of transnational corporations to issues surrounding workplaces and consumption. It encourages readers to explore how spatial patterns, places, networks, and territories shape large-scale economic processes. Accessible, highly-illustrated material presents fresh insights from the field—complemented by relatable, real-world examples that help students understand the social, cultural, and political contexts underpinning global economic processes. Now in its third edition, this extensively revised and updated textbook retains the features and thematic structure that have proved popular with students and instructors alike, while adding exciting new content. New chapters explore how the global economy and global development are institutionalized and governed, the economic geographies of global climate change, economic practices outside the capitalist mainstream, the role of migrants in labour markets, global production networks, and more. Introduces economic geography with a thematic approach including major concepts, current debates, and case studies Revised and updated to enhance international coverage, including three entirely new chapters on international development, alternative economies, and global climate change Substantial new content on labour migration, global production networks, and recent intellectual trends such as evolutionary economic geography Highly illustrated with diagrams and photographs closely integrated into the text Pedagogical aids including key case studies, learning objectives, text boxes, chapter essay questions, summaries, and further reading Core geographical concepts – such as place, networks and territory – are closely integrated into all chapters. Economic Geography: A Contemporary Introduction is an invaluable source of up-to-date knowledge for students new to the field, for those requiring a solid foundation, as well as for a broader academic and public readership with interest in this area of study.
Slavery, Surveillance, and Genre in Antebellum United States Literature argues for the existence of deep, often unexamined, interconnections between genre and race by tracing how surveillance migrates from the literature of slavery to crime, gothic, and detective fiction. Attending to the long history of surveillance and policing of African Americans, the book challenges the traditional conception of surveillance as a top-down enterprise, equally addressing the tactics of sousveillance (watching from below) that enslaved people and their allies used to resist, escape, or merely survive racial subjugation. Examining the dialectic of racialized surveillance and sousveillance from fugitive slave narratives to fictional genres focused on crime and detection, the book shows how these genres share a thematic concern with the surveillance of racialized bodies and formal experimentation with ways of telling a story in which certain information is either rendered visible or kept hidden. Through close readings of understudied fugitive slave narratives published in the 1820s and 1830s, as well as texts by Edgar Allan Poe, Herman Melville, Frederick Douglass, Hannah Crafts, and Harriet Jacobs, Ross analyzes the different ways white and black authors take up these issues in their writing--from calming white fears of enslaved rebellion to abolishing slavery--and demonstrates how literary representations ultimately destabilize any clear-cut opposition between watching from above and below. In so doing, the book demonstrates the importance of race to surveillance studies and claims a greater role for the impact of surveillance on literary expression in the US during the era of slavery.
Collects 114 stories showing the twists and turns of fate that occured in the time surrounding the Civil War, including the question of who fired the first shot and the tale of Union color-bearer Kady Brownell.
The wild and suspenseful story of one of the most crucial and least known campaigns of the Revolutionary War "Vividly written... In novelistic prose, Kelly conveys the starkness of close-quarter naval warfare." —The Wall Street Journal "Few know of the valor and courage of Benedict Arnold... With such a dramatic main character, the story of the Battle of Valcour is finally seen as one of the most exciting and important of the American Revolution." —Tom Clavin author of Dodge City During the summer of 1776, a British incursion from Canada loomed. In response, citizen soldiers of the newly independent nation mounted a heroic defense. Patriots constructed a small fleet of gunboats on Lake Champlain in northern New York and confronted the Royal Navy in a desperate three-day battle near Valcour Island. Their effort surprised the arrogant British and forced the enemy to call off their invasion. Jack Kelly's Valcour is a story of people. The northern campaign of 1776 was led by the underrated general Philip Schuyler (Hamilton's father-in-law), the ambitious former British officer Horatio Gates, and the notorious Benedict Arnold. An experienced sea captain, Arnold devised a brilliant strategy that confounded his slow-witted opponents. America’s independence hung in the balance during 1776. Patriots endured one defeat after another. But two events turned the tide: Washington’s bold attack on Trenton and the equally audacious fight at Valcour Island. Together, they stunned the enemy and helped preserve the cause of liberty.
A dazzling addition to the history of the American Revolution." ―Kirkus Review (starred) "Finally... a full and fascinating portrait of a true hero of the American Revolution, until he was visited by villainy. A riveting read." ―Tom Clavin, New York Times bestselling author of Follow Me to Hell Benedict Arnold committed treason— for more than two centuries, that’s all that most Americans have known about him. Yet Arnold was much more than a turncoat—his achievements during the early years of the Revolutionary War defined him as the most successful soldier of the era. GOD SAVE BENEDICT ARNOLD tells the gripping story of Arnold’s rush of audacious feats—his capture of Fort Ticonderoga, his Maine mountain expedition to attack Quebec, the famous artillery brawl at Valcour Island, the turning-point battle at Saratoga—that laid the groundwork for our independence. Arnold was a superb leader, a brilliant tactician, a supremely courageous military officer. He was also imperfect, disloyal, villainous. One of the most paradoxical characters in American history, and one of the most interesting. GOD SAVE BENEDICT ARNOLD does not exonerate him for his treason—the stain on his character is permanent. But Kelly’s insightful exploration of Arnold’s career as a warrior shines a new light on this gutsy, fearless, and enigmatic figure. In the process, the book offers a fresh perspective on the reasons for Arnold’s momentous change of heart.
Challenging the fundamental tenet of the multicultural movement-that social struggles turning upon race, gender, and sexuality are struggles for recognition-this work offers a powerful critique of current conceptions of identity and subjectivity based on Hegelian notions of recognition. The author’s critical engagement with major texts of contemporary philosophy prepares the way for a highly original conception of ethics based on witnessing.Central to this project is Oliver’s contention that the demand for recognition is a symptom of the pathology of oppression that perpetuates subject-object and same-different hierarchies. While theorists across the disciplines of the humanities and social sciences focus their research on multiculturalism around the struggle for recognition, Oliver argues that the actual texts and survivors’ accounts from the aftermath of the Holocaust and slavery are testimonials to a pathos that is “beyond recognition.” Oliver traces many of the problems with the recognition model of subjective identity to a particular notion of vision presupposed in theories of recognition and misrecognition. Contesting the idea of an objectifying gaze, she reformulates vision as a loving look that facilitates connection rather than necessitates alienation. As an alternative, Oliver develops a theory of witnessing subjectivity. She suggests that the notion of witnessing, with its double meaning as either eyewitness or bearing witness to the unseen, is more promising than recognition for describing the onset and sustenance of subjectivity. Subjectivity is born out of and sustained by the process of witnessing-the possibility of address and response-which puts ethical obligations at its heart.
For readers of Nathaniel Philbrick's Mayflower, a groundbreaking history that makes the case for replacing Plymouth Rock with Jamestown as America's founding myth. We all know the great American origin story: It begins with an exodus. Fleeing religious persecution, the hardworking, pious Pilgrims thrived in the wilds of New England, where they built their fabled “shining city on a hill.” Legend goes that the colony in Jamestown was a false start, offering a cautionary tale of lazy louts who hunted gold till they starved and shiftless settlers who had to be rescued by English food and the hard discipline of martial law. Neither story is true. In Marooned, Joseph Kelly re-examines the history of Jamestown and comes to a radically different and decidedly American interpretation of these first Virginians. In this gripping account of shipwrecks and mutiny in America's earliest settlements, Kelly argues that the colonists at Jamestown were literally and figuratively marooned, cut loose from civilization, and cast into the wilderness. The British caste system meant little on this frontier: those who wanted to survive had to learn to work and fight and intermingle with the nearby native populations. Ten years before the Mayflower Compact and decades before Hobbes and Locke, they invented the idea of government by the people. 150 years before Jefferson, the colonists discovered the truth that all men were equal. The epic origin of America was not an exodus and a fledgling theocracy. It is a tale of shipwrecked castaways of all classes marooned in the wilderness fending for themselves in any way they could-a story that illuminates who we are as a nation today.
In Russia, legislation on the separation of church and state in early 1918 marginalized religious faith and raised pressing questions about what was to be done with church buildings. While associated with suspect beliefs, they were also regarded as structures with potential practical uses, and some were considered works of art. This engaging study draws on religious anthropology, sociology, cultural studies, and history to explore the fate of these "socialist churches," showing how attitudes and practices related to them were shaped both by laws on the preservation of monuments and anti-religious measures. Advocates of preservation, while sincere in their desire to save the buildings, were indifferent, if not hostile, to their religious purpose. Believers, on the other hand, regarded preservation laws as irritants, except when they provided leverage for use of the buildings by church communities. The situation was eased by the growing rapprochement of the Orthodox Church and Soviet state organizations after 1943, but not fully resolved until the Soviet Union fell apart. Based on abundant archival documentation, Catriona Kelly's powerful narrative portrays the human tragedies and compromises, but also the remarkable achievements, of those who fought to preserve these important buildings over the course of seven decades of state atheism. Socialist Churches will appeal to specialists, students, and general readers interested in church history, the history of architecture, and Russian art, history, and cultural studies.
I began to write this book over twenty years ago. My purpose was to tell the true story about how IBM made too many companies successful by standing down rather than competing. As a Senior IBM Systems Engineer, I saw it all happen. The $ Trillion dollar PC marketplace is the biggest example of IBM's major losses. Yet, the PC was just one of many industry sub-segments over the years in which IBM failed miserably. We need more than ten fingers to count them all. This book tells all the great stories about how industries came into being and entrepreneurs often in their early twenties became billionaires. This book tells you which companies did the best; which regular guys became industry moguls; and who has the money today. Among other things, it tells us all who owes IBM the biggest thank you’s. This book in many ways is about Big Blue’s misgivings about being too successful in too many IT product areas. IBM Executives over the years from the CEO on down were all paid very well to manage all aspects of the company’s business. Unfortunately each and every CEO after the Watsons and T. Vincent Learson, focused on just one aspect of IBM – its mainframe business. So the IBM Chieftains lost just about every other opportunity including the PC. They simply handed very crafty “entrepreneurs,” the whole game. IBM created many industry billionaires simply by not watching its assets. Microsoft alone has four documented billionaires on its list which is topped by Bill Gates, the richest man in the world at $102 billion. Additionally, there are over 12,000 other Microsoft employees on the millionaire’s list. IBM paid for all of the zillionaires. In Chapter 1, I show each and every billionaire and a number of millionaires. I then go on in sixty-nine chapters to tell you the essence of the full Microsoft / IBM story along with many other stories of IBM squandering many other real business opportunities. These are enjoyable to read but hard to believe. You are going to love this book, designed by an IBM insider and told with respect for IBM and with the truth that all of these great stories deserve. You will not want to put this book down. Kelly not only gives the facts about the new billionaires; he also provides a history lesson about the entire industry that will capture your imagination. You’ll learn how all these billionaires got their money. The book begins with the introduction of the first computer and it takes you on a ride through all of the major events that occurred during each IBM CEO’s tenure. The story thus begins with Thomas Watson Sr, as CEO and continues chapter by chapter to the state of the computer industry today. Kelly does it all in 69 easy-to-read enjoyable chapters. Few books are must-read but Thank You IBM! will quickly be at the top of your list and America’s most read list.
Police officer Megan Luz and her K-9 partner in crime, Brigit, are on all fours as they try to solve their latest Lone Star mystery. AT THE ZOO The weather is beautiful, work is slow, and her canine colleague could use a walk. What better day for Megan to take Brigit to the Fort Worth Zoo, where they can let loose and witness the law and order of nature unfold? But what begins as a fun field trip turns serious when a pair of rare hyacinth macaws named Fabiana and Fernando goes missing. Is the new custodian, a gentle soul who happens to be an ex-convict, to blame? Or is something far more sinister afoot? AND ON THE HUNT The birds are worth thousands of dollars, and the list of people on the premises who might have stolen them is long. Soon other animals start disappearing. . .and Megan and Brigit have their hands and paws full of suspects. But when a rare black rhino is taken from the zoo, presumably for its black-market-friendly horn, time is of the essence. Can Megan and Brigit find out who’s behind the mystery—before they too become prey? “Funny and acerbic... perfect for lovers of Janet Evanovich.” —Librarian and Reviewer
Band of Giants brings to life the founders who fought for our independence in the Revolutionary War. Jefferson, Adams, and Franklin are known to all; men like Morgan, Greene, and Wayne are less familiar. Yet the dreams of the politicians and theorists only became real because fighting men were willing to take on the grim, risky, brutal work of war. We know Fort Knox, but what about Henry Knox, the burly Boston bookseller who took over the American artillery at the age of 25? Eighteen counties in the United States commemorate Richard Montgomery, but do we know that this revered martyr launched a full-scale invasion of Canada? The soldiers of the American Revolution were a diverse lot: merchants and mechanics, farmers and fishermen, paragons and drunkards. Most were ardent amateurs. Even George Washington, assigned to take over the army around Boston in 1775, consulted books on military tactics. Here, Jack Kelly vividly captures the fraught condition of the war—the bitterly divided populace, the lack of supplies, the repeated setbacks on the battlefield, and the appalling physical hardships. That these inexperienced warriors could take on and defeat the superpower of the day was one of the remarkable feats in world history.
A marvelous introduction to the American Revolution..told with wit, compassion, and insight. Brian Kelly not only understands the history, he appreciates the people who made it." - Thomas Fleming, author of The Intimate Lives of the Founding Fathers The Revolution You Never Knew ... Beyond the deadly skirmishes, determined generals, and carefully penned words of a powerful declaration lie countless forgotten stories that tell the tale of our nation'~ birth. Read intimate accounts of the fight for independence as colonial families recall their tense encounters with brutal British soldiers, women participate in military initiatives and become powerful social advocates, and leaders reveal the intricacies of their motivations and personal lives. Join the ranks of America's first Patriots as they unite to declare their independence: **** Old Man Wyman of Woburn, nothing more than a mysterious and deadly figure atop a white horse, mounted a solitary pursuit against the British as they retreated from Concord back to Boston, effectively striking fear deep into the hearts of the redcoats as he diminished their numbers one-by-one. **** Inventor David Bushnell, desperate to aid the outnumbered American naval forces, both befuddled and alarmed British forces when he devised a working prototype for the world's first underwater torpedo and-most impressively - a submersible boat dubbed the "Turtle," America's first submarine. **** South Carolina sisters-in-law Grace and Rachel Martin, carrying rifles and dressed in their husbands' clothing, intercepted important dispatches bound for a nearby British fort when they ambushed the courier and two armed escorts by brandishing their weapons and speaking with deep voices.
Following a thorough examination of every biblical text on tithing, Dr. Kelly concludes that the church would be best served spiritually by believing and applying better New Testament principles of giving. After discussing sound biblical reasons for Christians to replace tithing, he presents God's better principles of grace. Doctrines such as the New Testament concept of law and covenant and the priesthood of believers are presented as they affect tithing. Following several chapters which discuss disputed texts relating to pastoral support, this book traces the early development of church support as found in the Church Fathers before Nicea. This book leaves no question or objection about tithing unanswered. It is a "must read" for any serious Bible student. There is a wealth of other doctrinal insights to be gained as one goes through the Bible in search of the truth about tithing.
The once peaceful land of Azard is being torn apart by a vicious and cruel insurrection led by the evil Prince Cian whose only aspiration is to be King. Those who stand in his way are ruthlessly destroyed, for he is a man with no pity or feelings. Only the slain King’s son, Prince Aedan stands in his way, but he is slowly but surely being forced back and can see nothing but defeat looming for him and his country. A hero is needed to save the country. A young mother from the Forest of Dean suddenly fi nds herself resurrected as the hero that is desperately needed, but as she battles the forces of evil, she discovers that all is not as it seems… Does she possess the powers to outwit her sworn enemy Cian and bring the bloody conflict to a close?
This book provides a phenomenological analysis of envy. The author’s account takes a descriptive look at the whole experience of envy as it pertains to the envier’s sense of self and the envied. Philosophical work on envy has predominately focused on how the envier perceives, thinks about, or schemes against the person envied. This book proposes a phenomenological analysis of envy that articulates its essentially comparative character according to which we can further incorporate the role of the envier. This approach offers a novel contribution in three ways. First, it develops a notion of two predominant ways in which envy expresses itself: one that is bad for the envied and the other that is bad for the envier. Second, it renews the traditional defense of the view that envy is bad or vicious. Third, it provides original phenomenological descriptions of differences between envy and covetousness, indignation, emulation, ressentiment, and jealousy. By drawing on literary sources and social scientific literature, the author provides concrete examples of the lived experience of an envier. A Phenomenological Analysis of Envy will appeal to researchers and advanced students working in ethics, moral psychology, phenomenology, and philosophy of emotion.
Hiram Bookers became disenchanted with his life on the east coast and sold his merchant fleet involved in the Slave Trade and bought a large parcel south of Santa Barbara. After he built his home, he advertised for a mail order bride. While on a hunting trip, Hiram was shot and left for dead. He was found and taken to the hospital by Tommy Sanchez, the son of Sitting Bull and his wife Sarah who'd been married to Crazy Horse, the Indian hero of the Battle of the Little Big Horn. When Hiram recovered, he was suffering from amnesia. Tommy Sanchez and his wife took him in and employed him at their ranch. The county sheriff, seeking reelection sensed that Silas Smith, as Bookers was now called, may have been involved in a robbery of a special train, carrying thirty thousand in money for a new bank in Santa Barbara. The sheriff harassed Silas until he uncovered evidence pointing at him as one of the train bandits. It was Tommy Sanchez who found the clues pointing to someone else. He came up with a plan to free Smith, uncover his past and identify the actual train robber.
Over the course of ten years Chris chronicles the creation of her cool-climate garden on the edge of the Blue Mountains in Hartley NSW, from bare paddock to established garden. Through flooding rains and hailstorms, droughts, impending bushfires and heat waves she takes us through the challenges and the successes, peppering the story with detailed growing advice. She describes how with an artist’s eye, hard work, passion and perseverance she designed and cultivated a flourishing environment with a perennial border, orchard, vegie patch, woodland, wisteria arbour, lavender garden, cutting garden, native heath, ponds, deciduous and flowering trees, a fairy garden, rose arbour and a rose garden with over 450 roses. Following the story of the transformation of the garden, the reader witnesses the creation of a beautiful, peaceful garden sanctuary abounding with birds, frogs and other local wildlife.
In this witty historical fiction middle grade novel set at the turn of the century, an 11-year-old girl explores the natural world, learns about science and animals, and grows up. A Newbery Honor Book. “The most delightful historical novel for tweens in many, many years. . . . Callie's struggles to find a place in the world where she'll be encouraged in the gawky joys of intellectual curiosity are fresh, funny, and poignant today.” —The New Yorker Calpurnia Virginia Tate is eleven years old in 1899 when she wonders why the yellow grasshoppers in her Texas backyard are so much bigger than the green ones. With a little help from her notoriously cantankerous grandfather, an avid naturalist, she figures out that the green grasshoppers are easier to see against the yellow grass, so they are eaten before they can get any larger. As Callie explores the natural world around her, she develops a close relationship with her grandfather, navigates the dangers of living with six brothers, and comes up against just what it means to be a girl at the turn of the century. Author Jacqueline Kelly deftly brings Callie and her family to life, capturing a year of growing up with unique sensitivity and a wry wit. The Evolution of Calpurnia Tate by Jacqueline Kelly was a 2010 Newbery Honor Book and the winner of the 2010 Bank Street - Josette Frank Award. This title has Common Core connections. This is perfect for young readers who like historical fiction, STEM topics, animal stories, and feminist middle grade novels. Don't miss the sequel! The Curious World of Calpurnia Tate To follow Calpurnia Tate on more adventures, read the Calpurnia Tate, Girl Vet chapter book series: Skunked! Counting Sheep Who Gives a Hoot? A Prickly Problem
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.
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