This article describes Mercury's response to growing market competition especially for corporate client business by developing the whole range of skills needed to win major new clients from selling skills to proposal writing and negotiating skills. Steve Thurlow of Huthwaite comments on the impact of the proposal writing programme in re-shaping the bid team's approach to writing major bids.

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The Dutch national telecommunications provider PTT decided to establish a Strategic Sales Development Programme as part of the strategy to meet the challenge of the deregulation of the telecommunications market in the Netherlands. This programme focused on the Corporate Account team where the threat of new competition was predicted to have a significant impact. The article covers the range of training initiatives undertaken and comments from participants about the impact of the training.

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