The questas blog
Our insights into successful marketing, business development and key account management.
Enabling Your Technical Experts to Win More Work
In many professional services companies (legal, accounting, engineering, and management consulting) your technical experts are the backbone of your organisation. They possess the skills, knowledge, and experience to deliver high-quality work that meets your clients'...
BD Training: Why It Fails and What Really Works
Having spent many years training professionals on how to sell, we’ve learned what really works and what doesn’t. Here are some common barriers to successful business development (BD) training and strategies that truly make a difference. Barriers to Effective BD...
Negotiation Mastery: A Guide for Technical Experts
In a world where securing strong commercial agreements is essential, negotiation is not merely a skill; it's a crucial component to winning the right kind of work, for the right fee, and on favourable terms! From securing bids to finalising contracts, negotiation...
BD Training in Law Firms: Overcoming Barriers and Driving Effectiveness
In my two decades of training lawyers in the art of selling, I've witnessed both triumphs and pitfalls. Let’s dissect why traditional Business Development (BD) training often falls short and uncover what truly propels success in law firms. Barriers to Effective BD...
You win some, You lose some, You decide!
In the competitive world of law firm business development, the adage "you win some, you lose some" rings truer than ever. It's a landscape where victories and setbacks often go hand in hand. But what separates the successful firms from the rest? It's not just luck,...
Bridging the Gap: Legal Education vs Practical Business Development Skills
The legal profession is undergoing a transformative shift, and as law firms navigate the complexities of reduced client loyalty, greater pressure on fees and a fight for talent, the need to bridge the gap between traditional legal education and practical business...
Effective BD Meetings
In the competitive landscape of business development, your initial meetings with potential clients or new contacts at existing clients are pivotal moments. These interactions can either pave the way for years of collaboration or leave your firm with no work at all. At...
Tools for Difficult Client Conversations
SUMMARY This episode looks at the inevitability of difficult conversations happening with clients and how we manage them so as not to damage (and even improve) relationships. In this episode, Gary has an EASY chat with his Questas colleague Paul Brady about what to do...
The Importance of Well Trained Leaders
SUMMARY Business development and client relation management is part of a trinity with leadership and management. That’s the glue that holds organisations together that Gary will be discussing this week on Work Winning Ways. Find out why training in business...
The Right Way To Win And Maintain Clients with Frank Lippert
Summary On this episode Gary speaks to Frank Lippert - one half of the PSM (Professional Services Marketing) Podcast. Frank is based in Sacramento California and in this discussion they look at the differences in marketing and business development between the UK and...
Winning More Than Your Share Of The Pie
Summary On this episode Gary speaks to Mark Anders, who is an Operations and Framework Director at Mace. Mark tells a great story about how he came to be doing what he does today (you would never guess!). He shares his many years experience in managing Client...
An Interview with Gurminder Sagoo, Client Director WSP Middle East
Summary This is a fascinating interview with someone who has worked in the Middle East for more than 10 years. Gurminder shares some insights about winning work in the region as well as busting some myths about how the building industry works. If you work in the built...
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
Winning More Than Your Share Of The Pie
Summary On this episode Gary speaks to Mark Anders, who is an Operations and Framework...
An Interview with Gurminder Sagoo, Client Director WSP Middle East
Summary This is a fascinating interview with someone who has worked in the Middle East...
Mastering The Client Experience
Summary How do we win the right kind of work from the right kinds of clients? This week...
