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...
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'...
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...
In a world where securing strong commercial agreements is essential, negotiation is not merely a skill; it's a crucial component to winning the right kind of work, for the right fee, and on favourable terms! From securing bids to finalising contracts, negotiation...
In my two decades of training lawyers in the art of selling, I've witnessed both triumphs and pitfalls. Let’s dissect why traditional Business Development (BD) training often falls short and uncover what truly propels success in law firms. Barriers to Effective BD...
In the competitive world of law firm business development, the adage "you win some, you lose some" rings truer than ever. It's a landscape where victories and setbacks often go hand in hand. But what separates the successful firms from the rest? It's not just luck,...
The legal profession is undergoing a transformative shift, and as law firms navigate the complexities of reduced client loyalty, greater pressure on fees and a fight for talent, the need to bridge the gap between traditional legal education and practical business...
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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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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