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Winning New Business in Management Consultancy...the Critical Success Factors

Winning New Business in Management Consultancy...the Critical Success Factors


  • Provides detailed framework for winning new business.
  • Describes how to develop your consultancy proactively.
  • Shows how to make your consultancy more attractive to potential clients.
  • Identifies issues which make the big difference for the most successful consultancies.
  • Shows how to respond to new business enquiries more effectively.
  • Stimulates debate about how to improve competitiveness.
  • Focuses on the role staff can play in winning new business.
  • Provides insights into winning strategies and practices in other sectors.

Learn from the experience of other management consultants...

Winning New Business in Management Consultancy...the Critical Success Factors is rich in case study material. The case studies are all chosen to illustrate key aspects of best practice in winning new business.

  • W S Atkins uses its multi-disciplinary practice to establish footholds in new markets and then create business opportunities for other units in the firm.
  • French Thornton won a public service contract by consistently producing a quality response at every stage of a lengthy tendering process and by treating every interaction with the client as a sales opportunity.
  • Boardwish Change Management targets clients on the basis of extensive research and market knowledge and offers immediate value with each interaction.
  • FBI Consulting used its membership of consultancy network, the Richmond Group, to field a multi-disciplinary team and win a major piece of public sector market-testing work.
  • Tony Scott, a sole practitioner, took on a major insolvency practice, in order to win an important consultancy and training contract, demonstrating how differentiation can pay dividends.
  • Metra Martech overcame national barriers in opening up international markets and moved to establish itself in the US market.

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