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...
In the competitive landscape of business development, your initial meetings with potential clients or new contacts at existing clients are pivotal moments. These interactions can either pave the way for years of collaboration or leave your firm with no work at all. At...
SUMMARY This episode looks at the inevitability of difficult conversations happening with clients and how we manage them so as not to damage (and even improve) relationships. In this episode, Gary has an EASY chat with his Questas colleague Paul Brady about what to do...
SUMMARY Business development and client relation management is part of a trinity with leadership and management. That’s the glue that holds organisations together that Gary will be discussing this week on Work Winning Ways. Find out why training in business...
Summary On this episode Gary speaks to Frank Lippert - one half of the PSM (Professional Services Marketing) Podcast. Frank is based in Sacramento California and in this discussion they look at the differences in marketing and business development between the UK and...
Summary On this episode Gary speaks to Mark Anders, who is an Operations and Framework Director at Mace. Mark tells a great story about how he came to be doing what he does today (you would never guess!). He shares his many years experience in managing Client...
Summary This is a fascinating interview with someone who has worked in the Middle East for more than 10 years. Gurminder shares some insights about winning work in the region as well as busting some myths about how the building industry works. If you work in the built...
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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