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28 Jul 2005 12:45:25
One of the University of Luton’s business experts will be telling some of the country’s top management consultants how they can become ‘superstars’ in business this autumn.
Colin Coulson-Thomas, Professor of Competitiveness at the University of Luton, is giving the opening address at the Annual Conference of the Institute of Management Consultants on 9 September 2005.
“I’m looking forward to speaking at this high-profile event,” said Professor Coulson-Thomas. “Winning consultancy business will be top of the agenda and I will summarise some of the key findings from three of the research reports produced by the winning business research programme that I lead.”
The Professor has undertaken reviews of the processes and practices used by more than 60 companies for winning new business. He explained: “The research shows that some companies are much more successful than others at winning business.
“The findings are consistent and compelling. The approach of ‘superstars’ enables them to regularly outperform their competitors.
“A wide gulf exists between winners and losers. They appear distinct species with different personalities. ‘Losers’ are undisciplined, unimaginative and reactive. They pursue far too many opportunities, and focus primarily upon their employers’ concerns and priorities.
“Winners, on the other hand, are far more confident and proactive. They identify prospects with growth potential, using their initiative to approach those they would most like to do business with.
“Winners ruthlessly prioritise available opportunities - turning down some invitations to bid allows them to devote more time to work on retaining business.
“When winners do respond it is with commitment and clear objectives. They think through the outcomes and relationship they would like to achieve. They hit the ground running and allocate sufficient resources early on to build up an unassailable lead.”
The programme, led by Professor Coulson-Thomas, which aims to make sure more companies become winners, includes best practice reports on winning new business in various business sectors, and several professions including management consultancy, engineering consultancy and IT and telecoms consultancy.
Articles on the Professor's work have recently appeared in a number of leading business publications such as European Business, Strategic Direction, Management Services, Governance, Venture, the International Journal of Productivity and Performance Management, Better Business Focus, and Industrial and Commercial.
Professor Coulson-Thomas will be speaking at the conference at the home of the Royal Aeronautical Society, near Hyde Park, in London. To find out more about the University’s Centre or Comeptitiveness call 01582 489026 or visit www.luton.ac.uk/cfc.
For further information about other business services, contact the knowledge hub on 0800 328 5334 or visit www.luton.ac.uk/knowledgehub.
Further information
Brochures giving details of ‘Winning New Business, the critical success factors’, ‘Winning Major Bids’, ‘Bidding for Business, the Skills Agenda’,‘The Contract Bid Manager’s Toolkit’, ‘Pricing for Profit’ and the ‘Winning Business’ series of reports can be obtained from Policy Publications: Tel: 01234 328448; Fax: 01234 357231; email: policypubs@kbnet.co.uk or from www.ntwkfirm.com/bookshop.
Latest news» 2005» Jul» Professor Reveals all about Becoming a Business ‘Superstar’
