Date of release: Wednesday, June 3, 2015

Professor David GrayHow small and medium-sized enterprises (SMEs) go about winning new business is the topic of a new research project jointly run by the University of Greenwich.

The university's Business School will be exploring topics such as how to identify opportunities, what level of priority SMEs give new business, when and how to enter new markets, innovating and overcoming barriers, and measuring success.

The findings will be based on data gathered from over 1,000 SME business leaders across the UK from a range of industry sectors. Greenwich will be working in partnership with the University of Surrey, in a new study commissioned by accountancy firm Kingston Smith.

Professor David Gray, Chair in Leadership & Organisational Behaviour at the university, who is co-leading the research, says: "With economic recovery under way, sustainable growth and winning new business is vital for all SMEs. One of the areas we will be focusing on is the rationale behind winning new business, which may include taking advantage of an upturn in the SME market, increased competition, risk-taking to fuel growth, innovation and technological developments requiring increased skills." 

Paul Samrah, a partner at Kingston Smith, which advises entrepreneurial businesses and not for profit organisations, says: adds: "We are delighted to be working with the universities of Surrey and Greenwich on a project which goes to the heart of entrepreneurs and small and medium-sized business owners. 

"Understanding how SMEs approach winning new business, and identifying what triggers them to search for innovation and new markets, will prove to be invaluable to entrepreneurs and future business owners." 

The research will be completed in the autumn and findings are expected to be published later in the year.
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Story by Public Relations