To read the full version of this content please select one of the options below:

Individuals and enterprise: winning business in the new millennium

Colin Coulson‐Thomas (Colin Coulson‐Thomas is Director of the Business Development Forum, leader of the ongoing Winning Business research project, chairman of ASK Europe plc, cotoco Ltd, Adaptation Ltd, and Visiting Professor at the Centre for Competitiveness and Luton Business School)

Industrial and Commercial Training

ISSN: 0019-7858

Article publication date: 1 February 2000

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.

Keywords

Citation

Coulson‐Thomas, C. (2000), "Individuals and enterprise: winning business in the new millennium", Industrial and Commercial Training, Vol. 32 No. 1, pp. 4-8. https://doi.org/10.1108/00197850010311202

Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited