The purpose of this article is to share some high level findings of a continuous program of research designed to identify critical success factors for important corporate activities such as bidding, building relationships, purchasing and pricing.
Survey participants are ranked in terms of outcomes attained and the activities and approaches of high and low achievers are compared to isolate factors that account for the differences in results secured.
The investigation reveals that critical success factors can be determined and built into processes and support tools. Most of the identified critical success factors are attitudinal and behavioral.
The implications of the research are that average performers can be enabled to emulate and adopt the approaches of high performers. However, many training and development professionals oppose rather than support related developments. Future research might usefully examine their reservations and inhibitions and consider ways in which these might be overcome.
Many practitioners may need to devote greater attention to putting additional critical success factors in place and encouraging the adoption of winning ways.
The paper highlights a significant opportunity to improve individual and corporate performance and deliver both higher commercial returns and greater personal fulfillment.
