Why experience can sometimes get in the way of winning work For any technical expert, experience is one of your greatest assets. It allows you to recognise patterns quickly, diagnose issues with confidence, and provide direction when clients need it most. Over time,...
Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on getting in front of target clients…because if you are not in the room (virtual or physical), well, nothing else matters. This...
Over the coming months we'll be exploring the commercial behaviours that win and grow work amongst technical experts. From getting in the room, to pitching, negotiating and handling difficult client conversations, success in your sector is rarely accidental. It...
Here’s an uncomfortable truth in professional services: Technical excellence is rarely a differentiator. The best technical team doesn’t always win The most qualified bidder doesn’t always get appointed, and The most experienced professional doesn’t always become the...
Hi, and welcome to the first edition of Work Winning Ways for 2026. January can often feel…mixed. There’s optimism about the year ahead. There’s pressure to hit the ground running. And there’s often a long to-do list staring back at you before the first proper coffee...
In professional services, growth is often discussed in terms of tactics. More networking More content More CRM activity More 'doing' But after many years of working with technically minded professionals and leadership teams, one thing has become clear: Sustainable...
Hi, and welcome to the final edition of Work Winning Ways for 2025. As the year draws to a close, December feels like the right moment to pause, not to rush into planning, but to reflect. Over the past year, through LinkedIn newsletters, training sessions, workshops,...
Hi, and welcome back to the sixth and final newsletter in our Client Management Series. Over the past few months, we’ve explored some of the core skills that help technical experts build stronger, more profitable client relationships: • Managing expectations •...
So far, we’ve looked at managing expectations, building stronger relationships, handling difficult conversations and leading teams effectively. This month, we’re focusing on something that often feels a little trickier: spotting opportunities. Many professionals see...
In my LinkedIn Client Management series, we've so far explored: Managing expectations (the foundation of strong relationships) Building trust to become a true partner Handling difficult conversations with confidence This time, we’re shifting focus to something that...
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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