Volume 6
The Pursuit Advantage System
Why you should win
The strategic decision system by which organisations choose, invest in, and position the pursuits they intend to win.
The Pursuit Advantage Gap
Winning begins before bidding.
Most organisations do not lose because they execute bids poorly. They lose because they repeatedly invest in opportunities they were never positioned to win. The gap is not between bidding and writing. It is between pursuit activity and pursuit advantage.
Pursuit Advantage is the organisational capability of consistently selecting, prioritising, and investing in opportunities where preference can realistically be created and converted into selection.
This volume builds the operating system that closes that gap, from the decision to engage with an opportunity, through the assessment of Right-to-Win and Preference Potential, to the allocation of Work-Winning Capital, the management of portfolio quality, and the discipline of improving pursuit decision quality over time.
The doctrine
Winning begins before bidding.
Volume 6 introduces Pursuit Advantage™, the organisational decision-quality and resource-allocation discipline that determines which pursuits an organisation can credibly expect to win, and what it must do beforehand to make winning possible.
What you'll find inside
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The Six Engines of Pursuit Advantage: Right-to-Win · Preference Potential · Pursuit Investment · Portfolio Advantage · Pursuit Capability Intelligence · Learning Velocity
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The Right-to-Win Assessment, with the five sources of Right-to-Win and Advantage Decay
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The Preference Potential Assessment, the Pursuit Attractiveness Matrix, and Preference Creation Economics
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The Pursuit Investment System: Work-Winning Capital, ROPI (Return on Pursuit Investment), the Investment Ladder, and the Concentration Principle
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Portfolio Advantage: the Strategic Priority Portfolio, the Hope Portfolio, Portfolio Drag, and the Portfolio Advantage Flywheel
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The Pursuit Capability Maturity Model and the Capability Intelligence dashboard
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The Learning Velocity Flywheel and the calibration discipline
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The 13 Laws of Pursuit Advantage, anchored by Law 1: Winning begins before bidding
Back Cover
The six capability engines of Pursuit Advantage.
