The questas blog

Few moments in professional services create discomfort quite like fee pushback. You have invested time understanding the issue, applied professional judgement, built a proposal and outlined what you believe is a fair fee for the work involved. Then comes the...

Why the best technical experts ask more, not tell more For many technically minded professionals, there is a natural instinct to demonstrate value by providing answers. After all, clients come to you because of your expertise. They want insight, direction and...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on listening, because the professionals who ask better questions, and genuinely listen to the answers, are often the ones who...

Why experience can sometimes get in the way of winning work For any technical expert, experience is one of your greatest assets. It allows you to recognise patterns quickly, diagnose issues with confidence, and provide direction when clients need it most. Over time,...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on personal impact in meetings, because once you’re in the room, how you show up determines what happens next. This month, we...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on getting in front of target clients…because if you are not in the room (virtual or physical), well, nothing else matters. This...

Over the coming months we'll be exploring the commercial behaviours that win and grow work amongst technical experts. From getting in the room, to pitching, negotiating and handling difficult client conversations, success in your sector is rarely accidental. It...

Here’s an uncomfortable truth in professional services: Technical excellence is rarely a differentiator. The best technical team doesn’t always win The most qualified bidder doesn’t always get appointed, and The most experienced professional doesn’t always become the...

Hi, and welcome to the first edition of Work Winning Ways for 2026. January can often feel…mixed. There’s optimism about the year ahead. There’s pressure to hit the ground running. And there’s often a long to-do list staring back at you before the first proper coffee...

In professional services, growth is often discussed in terms of tactics. More networking More content More CRM activity More 'doing' But after many years of working with technically minded professionals and leadership teams, one thing has become clear: Sustainable...

Hi, and welcome to the final edition of Work Winning Ways for 2025. As the year draws to a close, December feels like the right moment to pause, not to rush into planning, but to reflect. Over the past year, through LinkedIn newsletters, training sessions, workshops,...

Hi, and welcome back to the sixth and final newsletter in our Client Management Series. Over the past few months, we’ve explored some of the core skills that help technical experts build stronger, more profitable client relationships: • Managing expectations •...