The Pursuit of High-Stakes Business

The Competitive Discipline Behind Proposals That Win

An up-to-date and expert strategy guide for winning high-value competitive programs

In The Pursuit of High-Stakes Business: The Competitive Discipline Behind Proposals That Win, three members of the senior leadership team at SMA, Inc. the leading advisor for companies seeking large contracts in the defense, aerospace, and B2B sectors deliver a detailed strategy guide for organizations engaged in the unforgiving, high-stakes process of winning large-scale competitive programs. The authors provide a revolutionary new manual for succeeding in these competitions, one that eschews the usual sales narrative and relies instead on a granular application of systems engineering, agile execution, and strategy-informed storytelling.

The book is a masterclass and practical toolkit for architecting strategies that create credible advantages and align technical, cost, and