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Winning the Big Ones: How Teams Capture Large Contracts
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.
Playing Ourselves
Across North America, hundreds of reconstructed Oliving historyO sites, which traditionally presented history from a primarily European perspective, have hired Native staff in an attempt to communicate a broader view of the past. Playing Ourselves explores this major shift in representation, using detailed observations of five historic sites in the U.S. and Canada to both discuss the theoretical aspects of Native cultural performance and advise interpreters and their managers on how to more effectively present an inclusive history. Drawing on anthropology, history, cultural performance, cross-cultural encounters, material culture theory, and public history, author Laura Peers examines Oliving historyO sites as locations of cultural performance where core beliefs about society, cross-cultural relationships, and history are performed. In the process, she emphasizes how choices made in the communication of history can both challenge these core beliefs about the past and improve cross-cultural relations in the present.
The Self Managing Organization
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Spirit Lives in the Mind
"In The Spirit Lives in the Mind the renowned storyteller and historian of the Omushkego shares teachings and stories of the Swampy Cree [Winisk Northern Ontario region] people that have been passed down from generation to generation as part of a rich oral tradition. Cree spiritual beliefs revolve around the sacred places and rich landscape of the Hudson Bay lowlands. [James Bay region also.] The beautiful narratives in The Spirit Lives in the Mind illuminate the meaning and value of spiritual maturity and power, the parallels between Omushkego morality and Roman Catholic teachings, and the importance of maintaining the traditional stories. Bird also offers explanations of shamanism and demonstrates how Catholicism affected Cree tradition. Bird collaborated with Susan Elaine Gray, who worked from many years of learning about and teaching Aboriginal culture and traditions in compiling his narratives and personal testament for The Spirit Lives in the Mind. It is a remarkable evocation of aboriginal storytelling about the Cree peoples, their landscape, and their places in the sky."--Pub. website.
Make the Night Hideous
The charivari is a loud, late-night surprise house-visiting custom from members of a community, usually to a newlywed couple, accompanied by a quête (a request for a treat or money in exchange for the noisy performance) and/or pranks. Up to the first decades of the twentieth century, charivaris were for the most part enacted to express disapproval of the relationship that was their focus, such as those between individuals of different ages, races, or religions. While later charivaris maintained the same rituals, their meaning changed to a welcoming of the marriage. Make the Night Hideous explores this mysterious transformation using four detailed case studies from different time periods and locations across English Canada, as well as first-person accounts of more recent charivari participants. Pauline Greenhill's unique and fascinating work explores the malleability of a tradition, its continuing value, and its contestation in a variety of discourses.
Spokane Hot Rodding
Spokane, located just 20 miles from the Idaho border, is the largest city in Eastern Washington, and during the 1940s, it became a center point of an evolving postwar hot rod community. Auto sports were expanding at this time from stock car and midget racing to street cars and drag racing. Local car enthusiasts joined together with an influx of military personnel and college students who were just as passionate for hot rodding, and it was during this time that the Spokane hot rodding culture started flourishing. Together, they pushed the boundaries of hot rodding and created lifelong bonds in the process. This book explores that evolution of inland northwest hot rodding from the mid-1940s to the mid-1960s, starting with the jalopy-styled hot rods that began popping up on local streets to the formation of new clubs and organized racing.
Views from Fort Battleford
The myth of the Mounties as neutral arbiters between Aboriginal peoples and incoming settlers remains a cornerstone of the western Canadian narrative of a peaceful frontier experience that differs dramatically from its American equivalent. Walter Hildebrandt eviscerates this myth, placing the NWMP and early settlement in an international framework of imperialist plunder and the imposition of colonialist ideology. Fort Battleford, as an architectural endeavour, and as a Euro-Canadian settlement, oozed British and central Canadian values. The Mounties, like the Ottawa government that paid their salaries, "were in the West to assure that a new cultural template of social behaviour would replace...
Transforming Parks and Protected Areas
** This title was originally published in 2007. The version published in 2012 is a PB reprint of the original HB** The protection of natural resources and biodiversity through protected areas is increasingly based on ecological principles. Simultaneously the concept of ecosystem-based management has become broadly accepted and implemented over the last two decades. However, this period has also seen unprecedented rapid global social and ecological change, which has weakened many protection efforts. These changes have created an awareness of opportunities for innovative approaches to managing protected areas and of the need to integrate social and economic concerns with ecological elements in...
Recollecting
Recollecting is a rich collection of essays that illuminate the lives of late eighteenth-century to the mid twentieth-century Aboriginal women, who have been overlooked in sweeping narratives of the history of the West. Some essays focus on individual women - a trader, a performer, a non-human woman - while others examine cohorts of women - wives, midwives, seamstresses, nuns. Authors look beyond the documentary record and standard representations of women, drawing also on records generated by the women themselves, including their beadwork, other material culture, and oral histories.
Oak Park
Ventura County's largest unincorporated community was born in the mid-1960s on pastoral ranchland previously owned by the radio comedy team of Fibber McGee and Molly in the 1950s and by William Randolph Hearst from the mid-1920s through the 1930s. Originally a Native American site, Oak Park was designed by its builder as a "community in the country" capturing "the scenic grandeur of early California, west of the San Fernando Valley." Today, it is still widely known for its award-winning schools, beautiful parks, creekside bike paths and nature trails, and a diverse, well-educated population. Many of its nearly 15,000 residents commute to and from Los Angeles. These historic images demonstrate why Oak Park has become one of the most desirable places to live in Southern California.
