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....
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...
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;...
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...
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...
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...
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...
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...
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...
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...
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
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
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.
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.
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
‘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.
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