Study finds 'Skills Gap' stops companies winning new business

February 2004
Management Services;Feb2004, Vol. 48 Issue 2, p5
Academic Journal
This article presents the study "Bidding for Business: The Skills Agenda" published by Policy Publications in Great Britain. Based on the study, many firms suffer from a skills gap that prevents them winning more new business. None of the companies thought their skills at winning business were perfect and most admitted they needed to make considerable improvements. Survey respondents worried about inadequate skills in a whole range of areas including many of the basics of winning business. The report focuses on 20 critical bidding skills. The top improvement issues for companies include finding and using competitive intelligence and learning how customer buying centres work. Other important issues are managing the prospect relationship and identifying potential customers. The top half of the table also includes issues of strategic importance such as building or redesigning a bidding process. It is also clear that many companies want to become more expert at defining their product or service in ways which appeal more to their customers. Just as fascinating as the topics that did make it into the top of the table are those that did not. These include managing a bid team, developing negotiating skills and developing and using reference sites.


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