Over the 15+ years I’ve been working with lawyers, engineers, accountants, consultants and other technical specialists, one of the most common themes I've encountered is the discomfort many feel around business development. It often surfaces in slightly different...
Over the past months, we've been exploring the commercial behaviours that help technical professionals win and grow work. Last month, we looked at pitching and why the strongest pitches are often won long before the proposal is submitted or the presentation begins....
One of the assumptions many professional firms make is that their best clients are secure…uh-oh! After all, you've worked together for years. You've delivered good outcomes, developed strong relationships and built a level of trust that feels difficult to replicate....
Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we explored articulating value and why the strongest professionals focus not on describing their expertise, but on helping clients...
When I started Questas 15 years ago, professional services felt different. For many technically minded professionals, decent work often landed at their feet. Reputation carried significant weight, relationships were long established, the notion of ‘the family...
Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we looked at helping clients achieve their goals, or what has traditionally been called ‘cross-selling’, and why the strongest client...
Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we looked at structuring business development conversations and how a thoughtful approach to opening, investigating, inspiring confidence...
Few moments in professional services create discomfort quite like fee pushback. You have invested time understanding the issue, applied professional judgement, built a proposal and outlined what you believe is a fair fee for the work involved. Then comes the...
Why the best technical experts ask more, not tell more For many technically minded professionals, there is a natural instinct to demonstrate value by providing answers. After all, clients come to you because of your expertise. They want insight, direction and...
Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on listening, because the professionals who ask better questions, and genuinely listen to the answers, are often the ones who...
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.
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‘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.
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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.
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