For construction firms, GCs, and project teams, winning major pursuits is a positioning problem. Capability gets you to the shortlist. Narrative wins the work. Three productized engagements built around how pursuit cycles actually run.
Capability isn't the differentiator anymore. By the time you're on the shortlist, every team in the room can do the work. What separates the winning team is owner-facing positioning. The story of why this team, this project, this moment.
In competitive pursuits, capability is assumed. Narrative wins the work.
Where pursuits typically break down:
Each engagement is scoped through a consult. No fixed pricing because every pursuit has a different stake. The shape of the work below is what most pursuits need.
A focused engagement around one specific upcoming pursuit. We build positioning, narrative arc, the owner-facing story, and the proposal and presentation framework. Six to eight weeks, designed to land before the deadline.
What you get: Pursuit positioning thesis, narrative architecture for proposal and presentation, owner-facing story and rebuttal points, kickoff to the team that executes.
A fixed-scope diagnostic. We score the last three to five pursuits, identify the positioning and narrative gap, and deliver a rebuild brief with recommendations. Built for teams that keep losing work they should be winning.
What you get: Pursuit-by-pursuit scoring, positioning gap analysis, narrative rebuild brief, recommendations for the next two pursuits in the pipeline.
The full pursuit function, audited end to end. How pursuits get selected, how teams get staffed, how technical capability gets translated into owner-facing narrative. Twelve-month roadmap with measurable milestones.
What you get: Function-level audit, pursuit selection framework, pursuit team operating model, narrative library and reuse system, twelve-month roadmap with KPIs.
The pursuit framework was developed across years of work in two specific contexts. The methodology travels, but most engagements have lived in one of these two lanes.
Construction & GC pursuits. Major project pursuits where ownership is selecting between qualified GCs, and the technical proposal alone won't separate teams. Pursuit strategy, owner-facing narrative, and the framework that translates capability into commercial argument.
Sports facility pursuits. Stadium, arena, and entertainment district pursuits where the team competing for the work needs to demonstrate vision for the asset, not just construction capability. Particularly for adjacent and integrated facilities where the GC's narrative shapes the ownership team's story to the public.
Capability is the floor. Narrative is the win condition.
Positioning is what separates teams that compete from teams that win.
A consult is the right place to start. Pursuit work is scoped to the deadline, the stake, and the gap. Send a note about what's coming up and we'll talk through which engagement makes sense.