Why should you work with Steve?

You need to work with someone who inspires confidence and has the credibility to deliver the change you seek. That stems from experience, here’s mine.

Career history

January 2016 – Date: Principal, Steve Thurlow Consulting Ltd.

Realising your business potential

Providing business advisory, coaching and strategic support to enable companies, organisations and individuals to unlock their business development potential. Steve works with his clients to develop the strategies and tactics to improve and enhance their sales, negotiation and communication skills across commercial B2B environments.

Steve is particularly interested in working with companies with strong technical leadership who have historically relied on product/service innovation and excellence for their success but who are finding the new, more commercially focussed landscape a challenge. Utilising his talent and experience of technical and industrial markets he can add the commercial dimension that many such companies find hard to achieve.

Steve works with Board level executives, sales, sales management, sales engineers, service and technical support to ensure his clients deliver maximum value, for themselves and their customers, at every touchpoint.

Steve sees his role as an agent of change, not a permanent fixture within his clients’ organisations, so his philosophy is to deliver sustainable, permanent performance improvement that will continue long after his involvement has ceased.

Steve has vast experience of responding to Tenders and Requests for Proposals for commercial skills training projects and has a keen eye for what makes an effective tender document. As ‘poacher turned gamekeeper’ he knows what traps to avoid and how to structure the selection process to ensure clients find the right training partner quickly and effectively. He is available to advise and support clients in their training partner selection process.

Steve is happy to work as a consultant, interim manager or non-executive director as each project dictates.

January 1991 – January 2016: Business Director, Huthwaite International


Steve joined Huthwaite as a consultant then progressed to Business Group Manager.  He was part of the team that launched a successful MBO in 1998 which led to senior roles as Director for Technology Enabled Solutions, Sales Development Director and his most recent role as Business Director for Manufacturing and Logistics. His role involved creating, identifying and realising opportunities to deliver the performance improvements and business outcomes Huthwaite’s clients were seeking, across many market sectors.

He has sold, designed and delivered the full range of Huthwaite commercial skills solutions to a number of the world’s leading sales forces including APV, Ciba Specialty Chemicals, General Electric, IBM, ICI, Unipart Group and UPS. Steve has helped with the globalisation of many sales forces by aligning internal processes throughout the world, working with top level management within each company. His cultural knowledge and experience extends to many parts of the globe.

Steve devised the Huthwaite service/sales continuum concept and has a particular interest in widening the sales culture across organisations and maximising the sales value that can be created and captured by service and technical personnel. He also wrote the business simulation for Huthwaite’s popular Account Strategy for Major Sales course.

1978 – December 1990: Various sales & sales management roles

Steve’s early career was in sales and sales management in the, then newly emerging, personal computing market.  His career led him to the role of Sales Training Manager for a small niche PC manufacturer where his appetite for training and development and a wider consulting role was kindled, leading to his move to Huthwaite.

Other information

Steve is a member of the Institute of Directors and a Fellow of the Institute of Sales & Marketing Management.  He has acted as a category judge and presenter at the National Sales Awards.

He is a regular writer and his relaxed, high energy and creative style makes him a popular speaker.  He speaks regularly on sales, value creation, negotiation and related sales/service topics.

Away from work Steve is a keen cook.  He offsets the effects by birdwatching, exploring the north Norfolk coast and going to the gym.  Steve is married to Sue and they enjoy indulging their four grandchildren.