Winning Companies Winning People

Making it Easy for Average Performers to Adopt Winning Behaviours

Have you ever wondered why some individuals and groups outperform others who are undertaking equivalent activities in other organisations in a similar situation? Do the most successful operators adopt different approaches? How could their superior approaches be captured and shared?

Can average people compete and win? What is the best way of helping people in key jobs to excel? Is there a cost-effective way to competing and winning, and building a high performance organisation? How can one boost performance and achieve multiple objectives with existing people, cultures and organisations?

Discover how critical success factors for vital activities such as winning business and building customer relationships can be captured and shared. Learn how leading companies successfully manage change, compete and win. Learn key lessons from the approaches and practices of over 2,000 companies. Find out what winners do differently and how to obtain large returns on investment.

Course Overview:

 The Winning Companies: Winning People research programme examines how people operate in important areas such as building relationships, bidding, pricing, purchasing and creating and exploiting know-how. Over 4,000 organisations have participated in the investigation led by Prof. Coulson-Thomas. Because most success factors are attitudinal and behavioural, investigating teams can distinguish the approaches of high performers or winners from the practices of low achieving losers.

The course shows how ordinary people can be helped to adopt the superior approaches of their high performing peers. It will share key findings from the course leader’s book ‘Winning Companies: Winning People’ and also explain a more affordable route to high performance organisations. Mini-case studies showing how generic business challenges have been successfully addressed can be included to match the interests of attending delegates.


 To equip key players such as directors, senior managers and those responsible for business development and important work groups that deliver corporate performance with an understanding of:

  • What they need to do to adopt winning (and avoid losing) approaches in areas vital for competitive success; known areas of deficiency;
  • What ‘superstars’ and successful organisations and work groups do differently;
  • Critical success factors for competing and winning;
  • How the superior approaches of high performers can be captured and shared,
  • A more affordable route to high performance organisations,
  • ‘New Leadership’ and how it can deliver multiple objectives, and
  • How pioneering companies are making it easy for average performers to do difficult jobs in a winning way.

Key Questions to be addressed:

What do winners do differently in areas that are critical for corporate success?

Can the superior approaches of high performers be captured and shared?

Is there an affordable route to a high performance organisation?

Can one compete and win with existing people and an existing culture and structure?

Are there approaches to learning and performance support that can quickly deliver large returns on investment?

Who Should Attend?

 Ambitious boards and/or management teams who would like to transform their organisations’ prospects. The programme will benefit directors and managers who would like to learn how to identify key areas to focus upon and successfully manage change, compete and win. While aimed particularly at directors and entrepreneurs the course will also benefit those holding public body and voluntary sector appointments. It is also particularly relevant for HR directors and Vice Presidents, Senior Talent Management professionals and others concerned with improving performance.


 Individual directors, managers, entrepreneurs and those responsible for the performance of key work groups and HR professionals are welcome at public courses.

As a minimum the core boardroom team should attend courses for particular organisations. The maximum will depend upon the number of people for whom the programme is relevant. The approach adopted will reflect the number of attendees and the nature of their interests and needs.


The course will cover the following topics…

  • Setting the Scene – Learning from best practice
  • Critical success factors for competing and winning
  • Providing Strategic Direction -Understanding the Business Environment, Visioning and Differentiation
  • Winning Business
  • Pricing for profit
  • Building Customer Relationships
  • Collaboration and Partnering
  • Corporate Communications
  • Ways of increasing work group and corporate performance
  • Corporate Learning
  • Knowledge Management and Exploitation
  • Using job support tools to transform key work group performance
  • Change Management
  • Capturing and sharing what high performers do differently
  • ‘New Leadership’
  • Next Steps – Formulating and implementing an action programme.

Course Materials:

 All delegates will receive a copy of ‘Winning Companies; Winning People, Making it easy for average performers to adopt winning behaviours’ which summarises differences in the behaviours of winners and losers in a number of areas .


Struggling organisations often devote great effort and perform well in areas that are not critical to competitive success. Delegates will:

  • Learn how leading companies focus upon critical success factors for vital activities such as winning business and successfully compete and win;
  • Find out why some work groups and enterprises are so much more successful than others;
  • Discover how ‘superstars’ operate and what winners do differently;
  • Learn key lessons from the approaches and practices of over 2,000 companies;
  • Assess the extent to which key groups are behaving as winners or losers;
  • Identify approaches and behaviours that need to change to if they and their colleagues are to build a more successful and profitable company;
  • Discover how winning ways can be captured and shared;
  • Receive an overview of how ‘New Management’ can simultaneously deliver multiple objectives; and
  • Share the experiences of pioneering companies that have transformed the performance of key work groups.

Course Leader:

 Prof. Colin Coulson-Thomas PhD, a member of the core ELMS Global team and author of ‘Winning Companies; Winning People, Making it easy for average performers to adopt winning behaviours’ is an experienced chairman of award winning companies and an international adviser on director, board and business development; change, talent and knowledge management; learning; and transforming performance. An experienced process vision holder of major transformation programmes and an international Change Agent and Transformation Leader Award winner, he was the world’s first Professor of Corporate Transformation and has been a Professor of Competitiveness and Direction and Leadership. He has helped over 100 organizations to improve director, board and corporate performance; reviewed the processes and practices for winning business of over 100 companies; and spoken at over 300 conferences and congresses in over 40 countries.

In addition to Winning Companies; Winning People, Colin’s 40 books and reports include Talent Management 2, Transforming Knowledge Management, Transforming Public Services and Developing Directors. Colin has held professorial appointments in Europe, North and South America, the Middle East, India and China, and a variety of private, professional and voluntary sector board roles, including as chairman and president. He has also held public board appointments at national and local level, and is a part-time member of the business school team at the University of Greenwich and an Adjunct Visiting Professor at Manipal University.

A member of ACCA’s Governance, Risk and Performance Global Forum and a Fellow of seven chartered bodies, Colin was educated at the LSE, London Business School, UNISA and the Universities of Aston, Chicago and Southern California. He obtained first place prizes in the final examinations of three professions. His latest publications can be obtained from