The questas blog
Our insights into successful marketing, business development and key account management.
Being Honest & Being Human in Business
Summary In this episode Gary is joined by professional services expert Sarah Butters to discuss how to drive business by driving people. Sarah tells us how encouraging people’s passions and helping them grow as individuals is beneficial for your business. Gary also...
Cross-selling in the Professional Services Sector
Summary In this episode, Gary speaks with Nigel Clark. Nigel leads Marketing globally for SLR Consulting - an international leader of environmental and advisory solutions. They help clients of all shapes and size achieve their sustainability goals. He is an...
What it Really Takes to be a Good Salesperson and Why You Have to Differentiate Yourself
Summary In conversation with Amanda Geyman - Director of Strategic Growth for WSP UK - what it takes to make a good salesperson. An insightful episode that explores client management and the positive and negative impact of the pandemic. It covers how differentiating...
Practise, practise, practise to build new habits!
How to turn workplace learning into sustainable, positive habits. Commissioned by The Training Journal March 2021 An organisation’s ability to learn – and translate that learning into action rapidly – is the ultimate competitive advantage. This is according to Jack...
Emotional Intelligence is the Key to Selling
Summary In this episode, Gary is joined by Alison J Coates, founder member of Re\vo. She is a GENOS certified Emotional Intelligence Practitioner and Life Coach. She also holds an MA in Industrial Psychology. Alison has 25 years of experience in business change...
Nothing wins like success: Making meaningful client relationships.
Summary In conversation with Ed McCann. Nothing wins like success, making more meaningful client relationships and surviving the pandemic. KEY TAKEAWAYS The pandemic has created many challenges for many people and businesses alike. Ed and his company...
Being Human, the Art of Client Relationship Management
In this first episode, Gary is joined by Terence Ritchie, a Partner at EMW Law. Terence is a real estate lawyer who knows that relationships and delivering a great client experience are the keys to winning and keeping clients in a very busy market. Their conversation covers a number of areas including;
The impact of the pandemic on client relationships and business development
What it takes for (very) reluctant sellers to get motivated
How Terence sees the future of client selling
3 Essential business development tips for professional & engineering firms post-pandemic
How can professional services firms best transition from survival to growth mode?The past 18 months has seen many professional and engineering services firms batten down the hatches as the pandemic took a grip on our lives and the economy. Thankfully, many of these...
Unnatural salespeople are your secret weapon when it comes to winning work
Your hidden salesforce are the unnatural salespeople! It's time to unleash their potentialUncovering business opportunities and winning new clients is a crucial aspect of doing business especially in professional services and engineering firms. So, not surprisingly,...
The Future of training: Online? In-the-room? Or both?
What is the future of training? At Questas, the past 12 months have taught us a lot about how to successfully deliver virtual training. We know that you can’t simply take a classroom designed training session and simply put it online. It doesn’t work! We know that...
The most effective attributes of a Key Client Manager
The argument as to whether Key Client Management is something most professional services firms should or should not do came to the conclusion of a resounding YES many years ago. The success of those programmes has varied with many organisations reporting huge...
6 Things to do in 2021 to win a bigger slice of a smaller pie
After an extraordinary 2020, most economic forecasts are predicting a tough year in 2021 for most sectors. Many suggesting we will not reach pre-pandemic levels again until the end of 2022. It’s a gloomy thought and one where the Ostrich strategy of sticking your head...
Getting to the ‘table’ of target clients
Are you targeting the right clients and speaking to them regularly? Don’t lose out to your competitors, develop your own action driven BD Plan.
Try our Espresso Shot Learning – Our 30 min live webinar to give your team the key points and latest thinking in Business Development and Client Relationship Management.
How to Cross-Sell without Selling!
Our e-Learning Cross Selling Module is an interactive introduction to best practice.
Latest insights
Building Strong Relationships
Summary In this episode of Working Winning Ways Gary Williams talks to Edd Stone of The...
The Psychology of Selling
Did you know that understanding the psychology of selling can help you to win more work?...
7 Steps to win more work this year
Do you want to win more work this year? Here are 7 steps that will help you to win more...