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...
CREATE CONVERT RETAIN WITH GARY WILLIAMS. THE QUESTAS PODCAST: EPISODE THREE In conversation with Alison J Coates, founder member of Re\vo. ABOUT THE GUEST In this episode, Gary is joined by Alison J Coates, founder member of Re\vo. She is a GENOS certified Emotional...
Create Convert Retain with Gary Williams. The Questas Podcast: Episode Two In conversation with Ed McCann. Nothing wins like success, making more meaningful client relationships and surviving the pandemic. ABOUT THE GUEST In this episode, Gary speaks to Ed...
Create, Convert Retain Podcast Episode One 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 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...
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,...
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 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...
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...
Storytelling connects people and builds trust in business, which means the best way to make your pitch memorable is to turn it into a story. This isn’t a new method - the blueprint for successful storytelling has been around for a long time. You only have to look at...
Virtual business development meetings have become a way of life for many of us. Ensuring they are successful requires a well thought out plan of action. If you are a business developer, client relationship manager, or a technical expert who is required to win...
One thing we already knew – you can’t just take a classroom course and deliver it online. With over 20 years experience in corporate training we took the principles and tested on ourselves and friendly clients how best to adapt to get it right online. And those rehearsals were the best investment we could have made! Here’s what we learnt delivering Virtual Classroom Training.
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.
One thing we already knew – you can’t just take a classroom course and deliver it online. With over 20 years experience in corporate training we took the principles and tested on ourselves and friendly clients how best to adapt to get it right online. And those rehearsals were the best investment we could have made! Here’s what we learnt delivering Virtual Classroom Training.
Like many businesses, we’ve had to adapt to new ways of working since the pandemic began. Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!
‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.
Bids & tenders
Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close. See Courses
RETAIN
Client management
Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Raising up leaders
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
