Thursday, April 3, 2014

News: Huthwaite International celebrates 40 years at the top


Rotherham's Huthwaite International, the world's leading company in behaviour change for salespeople and negotiators, celebrates its 40th anniversary this week.

Perhaps better known around the world than in the borough, the Wentworth company is a market leading behaviour change consultancy and specialises in consulting and training on all aspects of sales. It works with major blue chip companies across the world including Rezidor, Dell, Motorola, UPS and Zurich Insurance. One client, IBM, has been on Huthwaite's books continuously for 34 years, and many others are not far behind.

The company was founded by a group of researchers at Sheffield University who met in the late 1960s, led by founder Neil Rackham. They sought to discover what verbal behaviours were most commonly used by people with the greatest degree of success when selling and negotiating – compared with people who were only average performers. And in the early 1970s, companies such as BOAC (now part of BA), Kodak and Xerox asked them to come and share the learning with their sales teams. Hence the foundation of the company – originally at Huthwaite Hall in Thurgoland, in 1974.

At a luncheon for the 70 staff based at Hoober House, the company's home since 1989, Huthwaite unveiled a timeline charting the firm's successful journey and a map superimposed with the faces of the Huthwaite staff. A growing number of trainers (currently 280) deliver across six continents and in 33 languages and the company has won two prestigious Queen's Awards for International Trade. Huthwaite International's revenue from non-UK business grew from £3.8m in 2010/11 to £5.7m in 2012/13 and exports are now 76.6% of turnover.

Tony Hughes, CEO at Huthwaite (pictured), said: "Our continued success is a result of the talents and skills of our people, whatever their role, and of the continued faith that our clients across the globe place in our ability to deliver the results they are looking for. Here's to the next 40 years."

In a message sent from America where he now lives, founder Neil Rackham, added: "Less than one company in 100 makes it to 40 years. It's testimony to the hard work and dedication of many people and it makes me proud that the organization I started all those years ago should be so successful today and still making such an important and useful contribution. My thanks to all of you."

Huthwaite International website

Images: Huthwaite International


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