Overview

From first contact to winning the contract: maximize your win probability. Winning RFPs requires more than great proposal management-and winning big demands inspired enterprise-wide leadership at the executive, capture, and proposal levels. The EXA Way is a process and a philosophy that goes beyond winning individual RFPs. In writing this essential guide to succeeding as a contractor, Alex McPhail draws upon four decades of experience to show you how to create a strategic advantage that continuously outperforms your competitors and consistently elevates your win probability across your organization. In Win Big The EXA Way, McPhail weaves together the many disparate threads of a complex pursuit, and backs up his approach with real case studies in aerospace, transportation, infrastructure, health, IT, finance, and in all branches of defence. He examines every aspect of RFP pursuits-costing, subcontracting, teaming, offsets, win themes, gates, reviews, proposal writing-and shows you how to transform a good capture and proposal group into a championship team. Win Big the EXA Way delivers so much more than just a proposal development methodology. McPhail's deep insights into leadership, process, strategy, and human dynamics illuminates the path that lies between goals and results. Beyond winning RFP pursuits in detail, Win Big The EXA Way also examines the idiosyncrasies inherent in Canadian procurement and how to navigate them. Through the development and application of The EXA Way, McPhail has grown EXA into Canada's foremost capture and proposal firm. EXA now supports more than one-third of Canada's top thirty defence contractors. EXA's many procurement blogs and podcasts underscore McPhail's deep understanding and leadership role in pursuing complex contracts.

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9781774583906

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Alex McPhail has over thirty-five years of RFP experience from industry, government, and academia-earning him respect as one of Canada's leading bid managers. As CEO of The EXA Consulting Group and the founder of The EXA Way, McPhail has led successful pursuits ranging from small quarter-million to huge billion-dollar programs. He is a recognized public speaker, lecturer, and podcaster in business leadership, Canadian procurement, and government contracting processes. McPhail holds a bachelor of science from the University of Waterloo and has taught strategic management in both the Master of Public Administration program at Carleton University and at the Sloan School of Business.

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