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Individuals and enterprise: winning business in the new millennium

Individuals and enterprise: winning business in the new millennium As the emphasis switches from cost‐cutting and restructuring to revenue generation and value creation, the winning of business assumes greater importance. Although the skills required to submit successful proposals and win bids, and the critical success factors for winning business in a growing number of sectors have now been identified, and relevant tools and techniques are available, the overwhelming majority of training and development professionals are failing to contribute to the winning of competitive business. An unprecedented opportunity exists for the training and development community to make a strategic contribution. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Industrial and Commercial Training Emerald Publishing

Individuals and enterprise: winning business in the new millennium

Colin Coulson‐Thomas
Industrial and Commercial Training , Volume 32 (1): 5 – Feb 1, 2000
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Publisher
Emerald Publishing
Copyright
Copyright © 2000 MCB UP Ltd. All rights reserved.
ISSN
0019-7858
DOI
10.1108/00197850010311202
Publisher site
See Article on Publisher Site

Abstract

As the emphasis switches from cost‐cutting and restructuring to revenue generation and value creation, the winning of business assumes greater importance. Although the skills required to submit successful proposals and win bids, and the critical success factors for winning business in a growing number of sectors have now been identified, and relevant tools and techniques are available, the overwhelming majority of training and development professionals are failing to contribute to the winning of competitive business. An unprecedented opportunity exists for the training and development community to make a strategic contribution.

Journal

Industrial and Commercial Training – Emerald Publishing

Published: Feb 1, 2000

Keywords: Entrepreneurship; Management; Tendering

References

  • Bidding for Business: the Skills Agenda
    Bartram, P.
  • The Future of the Organisation: Achieving Excellence Through Business Transformation
    Coulson‐Thomas, C.
  • Developing a Corporate Learning Strategy
    Coulson‐Thomas, C.
  • Individuals and Enterprise: Creating Entrepreneurs for the New Millennium Through Personal Transformation
    Coulson‐Thomas, C.
  • Winning Business: Business Development Issues and Priorities
    Coulson‐Thomas, C.
  • Developing Strategic Customers & Key Accounts: the Critical Success Factors
    Hurcomb, J.
  • Winning New Business in Management Consultancy: the Critical Success Factors
    James, M.
  • The Contract Bid Manager’s Toolkit
    Kennedy, C.
  • Winning New Business in Construction: the Critical Success Factors
    Kennedy, C.
  • Winning Major Bids: the Critical Success Factors
    O’Connor, M.; Kennedy, C.