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Winning New Business by Richard Denny

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9

Present to Win

In Postive Management: How to Build a Winning Team, a book published in 1994 which was based upon a study of 62 companies, it was discovered that making a winning presentation was the number one most important factor in securing business. This may seem blatantly obvious. But as is the case with many consultancy contracts, the clients know the answers and all the consultant does is draw out the information and tell them what they already know. The consultant then charges a whacking great fee, especially if the organization is in the public sector. This now gives the executives the moral courage to make a decision, with their arse nicely covered, and for which they will not be held accountable.

This is in no way a criticism of ...

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