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The Pursuit of High-Stakes Business
The Competitive Discipline Behind Proposals That Win
Brief Description
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 defence,...
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Format: Hardback
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September 2026
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The Pursuit of High-Stakes Business
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Description
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 defence, aerospace, and B2B sectors – deliver a detailed strategy guide for organisations 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 schedule strategies with integrated program architecture. You’ll learn to avoid common pitfalls that torpedo promising initiatives and embrace techniques that are consistently successful in the face of ferocious competition.
Inside the book:
- A deeply informed, step-by-step manual based on SMA’s Program Lifecycle Body of Knowledge
- A collection of real-world case studies and the practical lessons you can draw from each of them
- Specific strategies to prepare for the next RFP before you receive it
Perfect for executives, capture leaders, and proposal professionals, The Pursuit of High-Stakes Business is a must-have walkthrough for everyone involved in pursuing high-value, competitive contracts in an increasingly crowded market.
Book Details
INFORMATION
ISBN: 9781394402496
Publisher: John Wiley & Sons Inc
Format: Hardback
Date Published: 03 November 2026
Country: United States
Imprint: John Wiley & Sons Inc
Audience: Professional and scholarly
DIMENSIONS
Weight: 0g
Pages: 240
About the Author
AJAY PATEL is President and CEO of SMA, Inc. A strategic advisor to industry leaders and national governments, he has shaped win strategies for many of the world’s most competitive defense and national security programs.
JACQUE KEATS is Chief Operating Officer of SMA, Inc. A seasoned leader in program performance, capture operations, and client delivery, he has led hundreds of pursuit teams and large proposal efforts.
DICK EASSOM is Vice President of SMA, Inc. A global authority on evaluator-friendly proposal writing and design, he is the architect of The SMA Way and a renowned speaker and mentor.
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