Selling in the winning boat - parallels to the 2011 Oxford vs Cambridge boat race

"I see that Oxford and Cambridge were in the final of the University Boat race again this year!" -Old Joke

Often in a sale it seems to come down to a contest in which only two contenders have a realistic chance of winning - a two horse race. - between the incumbent supplier and the best challenger to the trophy.

So it was with the event which acts a harbinger of springtime for London's Thames - the University Boat race. - Between last year's winner Cambridge and the challenger Oxford. The Boat Race has now become a major international sporting occasion drawing millions of viewers from around the world.

Up to 250,000 spectators crowd the banks of the Thames from Putney to Mortlake to witness the action. Cambridge currently lead the series since 1829 by 80-75.

Cambridge won the 2010 Race. The 157th Boat Race took place on Saturday, 26 March 2011 at 17:00.


This is the 7th consecutive year that Xchanging (Outsourcing Procurement Specialists) has sponsored the Boat Race.
From its humble beginnings as an amateur event 182 years ago, the Boat Race is today one of the most internationally recognised British sporting events with a growing TV audience around the world.

The BBC transmitted The Boat Race live on BBC America, taking this event to more than 68 million American viewers.

The margin between the winning and losing crew is constantly narrowing; these ‘margins’ are not always reflected in the finish line verdict on race day.

They are largely decided by the months of training and preparation put in during the build up to race day.

Both clubs are constantly finding innovative ways to get their boats faster, whether this is down to their physical preparation, their mental training in the build up, or through investment in the latest equipment and highest quality coaching staff - it all counts when finding the vital inches that make the difference between winning and losing.

Training for success is their business. In selling the margin between winning and losing is just as tight. Competing suppliers with similar capabilities are also constantly looking for that elusive element that makes them the winner.

A winning business will plan and prepare as a team. They train and rehearse to ensure they execute with a common objective.










So what are the differences between winners and losers?


WINNERS aim to achieve succes
Losers aim to avoid failure

WINNERS aim for business results Losers aim for personal kudos



WINNERS develop themselves by helping others to succeed Losers criticise others to make themselves feel better




WINNERS talk solutions and take action
Losers talk problems and do nothing




WINNERS work to priorities

Losers never take time for the things they don’t want to do


WINNERS know that failure is deferred success
Losers think success is only deferred failure

WINNERS conquer fear
Losers quit when the going gets tough

Being a WINNER requires a lot of hard work
Losing requires no effort at all.

This kind of positive mental attitude is vital as competitive pressures in selling increase year-on-year, just as it does for the Boat Race crews. This year Oxford won by 4 lengths.

A 'four' out on the Thames practicing . Rowing under Putney Bridge on the morning of the Big Race.