Fast forward to 2016 and the thumb has been replaced with much more subtle indicators of a decision. Now, a hand shake, a smile, even a request for more detailed information about your solution from a buyer can indicate the choice has gone your way.

Winning or losing in business, although exciting or disappointing, is a recognised risk or reward for simply operating. But what about those situations where winning or losing has a profound impact on overall business viability and in turn employees livelihoods and well-being. It is those so called “must win” opportunities that require your best minds, your most expensive resource with the skills and experience so highly prized. But...