The questas blog
Our insights into successful marketing, business development and key account management.
Work Winning Ways – Consistency: The key to long-term success
Hi and welcome back to Work Winning Ways! This is the final edition in our 5 Simple ways to achieve greater BD success series — and it’s a big one. We’re talking about consistency. Business development isn’t about big gestures or one-off wins. It’s about showing up....
Work Winning Ways: Effectively articulating your value
Hi and welcome back to Work Winning Ways! We’re now on the penultimate edition of our series on 5 Simple ways to achieve greater BD success, and this month we’re tackling a challenge that many technical experts in professional services struggle with: articulating your...
Work Winning Ways: Building Relationships – The Trust Factor
Hi and welcome back to Work Winning Ways! We’re continuing our series on ‘5 Simple ways to achieve greater BD success’, and this month, we’re focusing on a fundamental truth: Business Development is about relationships! Clients don’t just choose service providers;...
5 Ways to tell show your clients you LOVE them
February isn’t just about Valentine’s Day, it’s a great reminder that strong relationships are at the heart of business success. In professional services, we often talk about ‘client care,’ but real loyalty is built through consistent actions, not just words, as I’m...
Work Winning Ways: BD Resolutions – 5 in 2025
Taken from the January edition of Work Winning Ways! LinkedIn Newsletter - Susbcribe here. With the New Year well underway I’d love to know how’s it going for you so far? Perhaps you’re still riding the wave of optimism, ticking off personal resolutions or smashing...
Work Winning Ways! Wrapping up 2024
Taken from the December edition of Work Winning Ways! LinkedIn Newsletter - Subscribe here. As we approach the end of the year, now is the perfect time to pause, reflect, and take stock of your business development (BD) efforts in 2024. It’s easy to get caught up in...
Understanding your client: Beyond business as usual
Taken from Work Winning Ways! LinkedIn Newsletter - Subscribe here. We’re diving into a topic that lies at the heart of successful business development: truly understanding your client. In my experience working with technical professionals, I’ve seen how easy it is to...
Mindset shift: From technical expert to trusted adviser
Taken from Work Winning Ways LinkedIn Newsletter - subscribe here. Why a change of mindset matters As technical experts, you are highly valued for your knowledge and the solutions you provide. However, clients are often looking (whether they articulate it to...
5 simple ways to get greater BD success
Taken from the inaugural edition of Work Winning Ways LinkedIn Newsletter - subscribe here Why BD matters for technical experts In many professional service firms, technical expertise is the cornerstone of your value proposition. But often expertise alone isn’t enough...
The BD Mindset for Technical Experts: Shifting from technical excellence to Business Development mastery
Many technical experts, such as engineers, solicitors, and consultants, pursued their careers out of a passion for their specific field of expertise. However, today technical expertise alone is often not enough to stand out from the crowd. To thrive, professionals...
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...
Getting to the ‘table’ of target clients
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.
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Latest insights
Enabling Your Technical Experts to Win More Work
In many professional services companies (legal, accounting, engineering, and management...
BD Training: Why It Fails and What Really Works
Having spent many years training professionals on how to sell, we’ve learned what really...
Negotiation Mastery: A Guide for Technical Experts
In a world where securing strong commercial agreements is essential, negotiation is not...
