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4xi Global Consulting

Major Pursuit Process - MPP

Win Before You Propose Major Pursuit Processs Most pursuits fail not on price or capability, but on a failure to prove the bidder truly understands the client’s world. That’s the gap The Major Pursuit Process is built to close. It’s an intelligence-led engagement that turns a highvalue opportunity into a winnable,defensible strategy before a single proposal page is written. Major pursuits are different. A single strategic account can define a region’s results for years. Every competitor looks credible on paper. And how you pursue the account signals how you’ll partner once you’ve won it. That demands a different process.

HIGH STAKES A single strategic account can define a region’s results for years. The true cost of losing is measured in more than one year’s revenue.

SIGNATURE INSIGHT

Win the Account Before You Write the Proposal. Most pursuits are lost in the strategy room, not the presentation room. We focus here first.

CROWDED FIELD

LONG MEMORY

Every incumbent and challenger look credible on paper. Differentiation lives in insight the other bidders simply do not have.

These decisions are relationship-defining. How you pursue the account you will partner once you have won it.

We bring independent facilitation, intelligence synthesis, and competitive simulation alongside your pursuit team. We provide the method, the outside view, and the pressure-testing. Your team brings the relationship and the delivery. You don’t have to go into the room hoping. You can go in knowing. We help you win it before you write it.

WHY THE MAJOR PURSUIT PROCESS? ∙ Evidence Over Instinct Strategy grounded in data, not the loudest voice in the room. ∙ Pressure-tested before the client sees it Weaknesses surfaced in private, not the final presentation. ∙ Genuine Differentiator A point of view competitors can’t easily replicate. ∙ Unified Team One narrative, shared conviction, coordinated delivery.

READY TO WIN YOUR NEXT MAJOR PURSUIT? Start with a conversation. We’ll map the opportunity and show you where the biggest advantages are.

hello@4xiconsulting.com

HOW WE HELP

01 Align & Frame

02 Investigate

03 Diagnose

Define what winning looks like.

Gather multi-source intelligence.

Convert insight into positioning.

∙ Facilitated kickoff with the full pursuit team

∙ Stakeholder value proposition via DiagnostiX©

∙ Define ‘what winning looks like’ in measurableterms

∙ EVP/SVP Behavioural & operational intelligence: where friction really lives

∙ Map importance vs. current performance to expose highest-value gaps

∙ Surface client’s unspoken vision and priorities ∙ Frame the questions the pursuit must answer Output: A clear map of where the workplace is working and where it’s not.

∙ Competitive landscape mapping: every alternative and its vulnerabilities

Output: A fact base no competitor walks into the room with.

Simulate

War-game the strategy, live. ∙ Multi-day, in-person facilitated war-game ∙ Competing teams build and pitch rival proposals against constraints ∙ Structured debate identifies the strongest case and its weaknesses

Output: A workplace that works from the moment someone walks in.

WHY 4XI MPP? ∙ We measure success by win rate; not strategy completion ∙ Intelligence-led: DiagnostiX© platform + direct stakeholder interviews ∙ Simulation-tested: every strategy war-gamed before the client sees it ∙ Client-anchored: every recommendation traces back to what the client measurably values ∙ A repeatable discipline you can apply to the next pursuit, and the one after

∙ Prioritise with decision matrices: fix, amplify, monitor, rationalise ∙ Isolate the single, defensible right to win

Output: A prioritised opportunity map and a one-sentence right to win.

Synthesize

Distill into a battle-ready plan. ∙ Distill the winning narrative and strategic positioning ∙ Finalise the right to win and the value proposition ∙ Define next steps, owners, and timeline; hand the team an activation roadmap Output: A board-ready pursuit strategy with clear ownership and momentum.

Simon Elliot

Managing Partner and Founder 4xi Global Consulting e: simonelliot@4xiconsulting.com Simon leads 4xi’s advisory and platform work across corporate portfolios in the United States and globally, with a focus on turning experience strategy into something a finance director will sign off on. He is the author of the TRUE NORTH methodology and the Periodic Table of Human Experience Design. Before co-founding 4xi he spent two decades on the operator’s side of the table, which is why this process speaks the language of yield, risk and return: because that is the language in which it is funded or cut.