Strategy & Positioning to Win is a practical guide to the early stages of the competitive tendering process, covering the contractor's strategy and positioning activities in advance of the customer's request for proposal (RFP). This is a critical period for contractors to develop and implement winning strategies that will maximize their chances of success. This Second Edition has been significantly extended with additional material including key insights and further details of strategy development to build a winning competitive position. Background information and explanatory text are combined with practical examples, timelines and templates that enable readers to select and apply relevant principles and models within their own organizations. ABC SmartGuides are written for business professionals engaged in strategic, sales and commercial roles connected with company direction and business development. They are aimed primarily at projects and services organizations where competitive tendering is key to growth and survival. The principles will also apply to manufacturing companies competing for new business in B2B sectors.