PRESIDENT & CEO
EXA CONSULTING LIMITED
ALEX MCPHAIL
For the interview, see page 42
I
N
T
O
L
B
L
A
Z
E
R
S
HOW IS YOUR ORGANIZATION CHANGING
THE GAME WITHIN YOUR INDUSTRY
SECTOR?
Although EXA does not work exclusively with "un-
derdog" clients, I have worked with bidders that
were on nobody's radar to win. The bidder itself
is usually a well-known company, it is just not rec-
ognized in that field. For example, I led the CC130
maintenance proposal for Cascade Aerospace,
Proposal leadership is not for
the fainthearted. As I say to my
clients, we're not here to make
friends. But watching proposal
writers change from confused
to inspired is a rewarding
experience. Knowing that
I helped shape the winning
solution is deeply
gratifying.
who until then had never held a major defence
contract. I have successfully led major propos-
als with other "long-shot" companies on several
programs, not all of which can be disclosed.
In short, EXA has helped shape the industry
through its role in leveling the competitive playing
field between well-known, respected companies
and new entrants that present equally qualified
solutions.
WHAT IS THE ONE THING
THAT HAS YOU MOST
FIRED UP TODAY?
