On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep being...
Managing the client experience is vital, because we all know that a happy client is your best advocate. That is why it’s so important to understand the tools needed to successfully optimise the client experience, and maximise the positive encounters that clients have...
In this episode of Working Winning Ways Gary Williams talks to Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people. These relationships can last over an entire career and span different...
Did you know that understanding the psychology of selling can help you to win more work? Are you responsible for winning work but not a salesperson? On the Questas Academy’s Professional Selling programme, we work with candidates to equip them with the tools and...
Do you want to win more work in 2022? Here are 7 steps that will help you to win more of the right kind of work from the right kind of clients. These are based on our years of helping consultancy, engineering and professional services firms create opportunities,...
In this episode of WORK WINNING WAYS we have a fascinating interview with Pat Sweet of the Engineering and Leadership podcast. Pat talks to Questas founder and CEO Gary Williams, as he gives some great insights on what it takes to successfully lead professional...
How To Building Customer Experience Around Trust, Care and Value Building customer experience around trust, care and value is the main theme of this episode of Work Winning Ways. Questas founder and CEO Gary Williams is joined by Paul Adams of The Project Centre, a...
WORK WINNING WAYS with Gary Williams In this episode of Work Winning Ways, Gary Williams, (founder and CEO of Questas) reveals why client services are the key to success. He shares insights on what Questas does for companies, how the podcast name came about, and why...
WORK WINNING WAYS with Gary Williams. The Questas Podcast: Episode Eight. In this episode of Work Winning Ways, Gary is joined by Mike Reader. Mike is the Head of Work Winning at Mace, leading opportunity management, capturing and bidding across Mace's Consult...
WORK WINNING WAYS with Gary Williams. The Questas Podcast: Episode Seven The Questas podcast with Gary Williams is for engineering and professional services organisations. It has the aim of providing strategies and tactics to unlock your people’s hidden ‘selling’...
WORK WINNING WAYS with Gary Williams. The Questas Podcast: Episode Six The new Questas podcast with Gary Williams and guests, is for engineering and professional services organisations, with the aim of providing strategies and tactics to unlock your people's hidden...
WORK WINNING WAYS WITH GARY WILLIAMS. THE QUESTAS PODCAST: EPISODE FIVE In conversation with Nigel Clark, Professional Services Marketing Leader and Author. ABOUT THE GUEST In this episode, Gary speaks with Nigel Clark. Nigel leads Marketing globally for SLR...
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.
‘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
