Have you ever wondered why some workgroups are more successful than
others in similar situations? Why do some businesses expand, while
others that appear to be in equivalent circumstances plateau and
contract? Why do some people achieve while others fail? Are there
certain behaviours and practices that lead on the one hand to
success, growth and development, and on the other hand to
frustration, stagnation and decline? Do the top performers know
things that others are not aware of? Do they adopt different
approaches? In many sectors of the economy competing companies
appear to be offering similar products and services, and using the
same or equivalent technologies, processes and systems. They
recruit similar people, often from the same universities and
business schools, employ the services of the same or similar
consultants, and they invariably fall for the same management
fashions and fads. Yet delve down to the level of particular
workgroups such as bid and account teams and some are found to do
much better than others, while over time some businesses prosper
while others wither. Why is this? What do the leaders of successful
companies - or winners - do differently from losers who struggle
and fail? The author's continuing research programme has been
considering the questions just posed for over 20 years. It examines
areas that are critical to competing and winning such as improving
performance, managing change, competitive bidding, building
customer relationships and creating and exploiting know-how. The
purpose of this research is to determine what boards and management
teams need to do - and also what they should not do - to lead,
innovate, pioneer, discover, compete and win. This book provides an
overview of the major findings to date in areas critical to
business success. It presents a compendium of concise summaries of
research findings into the differing approaches of successful and
unsuccessful companies for students, directors, managers and
entrepreneurs with ambitions to build successful businesses and
realize their full potential. It also shows how a new generation of
support tools can be used to enable average performers to emulate
the approaches of high achievers. The author's intention is to
provide an authoritative, positive, realistic and inspiring 'go for
it' book for ambitious directors, managers, business school
students, entrepreneurs, and all those who want to achieve both
commercial success and the personal fulfillment that comes from
competing and winning.
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