Title: Business models competition based on knowledge assets

Authors: Leandro Pereira; Carlos H. Jerónimo; Álvaro Dias; Renato Lopes Da Costa; Rui Gonçalves; Natália Teixeira

Addresses: BRU – Business Research Unit, ISCTE – Instituto Universitário de Lisboa, Lisbon, Portugal; WINNING LAB, Lisbon, Portugal ' WINNING LAB, Lisbon, Portugal ' Universidade Lusófona de Humanidades e Tecnologias, Lisbon, Portugal; ISCTE – Instituto Universitário de Lisboa, Lisbon, Portugal ' Business Research Unit – BRU-IUL, ISCTE – Instituto Universitário de Lisboa, Lisbon, Portugal ' PIAGET Almada, Almada, Portugal ' ISG – Business & Economics School, Lisbon, Portugal

Abstract: All organisations have trouble pointing out exactly what makes their customers choose their services. During great uncertainty, knowing all the details count as to be successful and to gain a new business. This research was designed to understand the main causes to close a deal in B2B, in the management consulting around Europe. The aim was to determine if it is possible to isolate the relevant features responsible for the acceptance of service proposals in management consulting context based on historical data. The objectives were to highlight these variables, use them to construct a predictive model, and suggest performance improvements, to allow organisations to manage their time more effectively and efficiently. The sample was used to train a logistic regression model which achieved excellent classifications. The findings of the research rank the most critical success factors in B2B consulting which determines customer conversion and shows that variables' technical credibility at the proposal stage and budget availability are the ones more influential to close a deal.

Keywords: consulting; competitiveness; predictive model; sales management; customer relationship management; CRM; B2B services.

DOI: 10.1504/IJBE.2021.10042397

International Journal of Business Environment, 2022 Vol.13 No.2, pp.175 - 187

Received: 18 Jun 2021
Accepted: 09 Aug 2021

Published online: 27 Jan 2022 *

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