Podcast


Building Strong Relationships

Building Strong Relationships

In this episode of Working Winning Ways Gary Williams talks to Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people. These relationships can last over an entire career and span different companies.

KEY TAKEAWAYS

  • Relationships in business development are very important and should be nurtured over long periods of time. Many of their clients didn’t predict that they would need work with The Technology Partnership again. Because those connections it made the choice of who to go with easy.
  • It’s the people who are trying to solve the problems within organisations who are the ones who will come to us to help them solve it. No matter which business they’re working for.
  • You shouldn’t assume you know what is best for a client at a particular time. Firstly, you need to really listen to their needs and understand the nature of the problem in front of you. To do that you need to recruit great communicators who can make sure you’re on the same page.
  • Hard technical things are very rarely a solo endeavour. Therefore they require lots of people from different backgrounds to work together.

BEST MOMENTS

‘Cambridge is a low-risk place to do risky things’

‘At the end of the day it’s got to hinge on commercial viability’

“That curiosity is an aspect of being a great business developer’

ABOUT THE GUEST

“Cell and gene therapies have shown the ability to cure some of the most terrible diseases. I am passionate about finding ways to get these treatments to more patients and revolutionizing how we manufacture them.

For over 15 years, I have been fortunate to work with some of the world’s most innovative companies to help bring new life science products to market. The last 7 years I have dedicated to cell and gene therapy manufacturing. Spanning from commercial strategy through technology development and onto production.

I have worked with clients to develop new technologies. I have enjoyed the challenges of finding technical solutions and undertaking risk analysis. This includes performing due diligence, creating new IP and meeting with regulators.

The Technology Partnership is an independent technology company where scientists and engineers collaborate to invent, design and develop new products and technologies.”

LinkedIn

https://www.linkedin.com/in/edwin-stone-98560212/

Website

https://www.ttpgroup.com

 

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become more skilled. They will become more  confident in selling themselves and their services.

Engineering and Leadership

Engineering and Leadership

In this episode of WORK WINNING WAYS we have a fascinating interview with Pat Sweet of the Engineering and Leadership podcast. Pat talks to Questas founder and CEO Gary Williams, as he gives some great insights on what it takes to successfully lead professional services firms and his thoughts are likely to remind, reassure and reveal in equal measures! If you are in a leadership position or aspire to be, this is a great listen.

KEY TAKEAWAYS

  • Engineers can do pretty much anything if you give them enough time and money. But you’re not going to do that so there has to be a defined mission, and that clarity has to come from a leadership role.
  • People in engineering often get moved into a management role as a ‘next step in career progression’ instead of actually possessing people leading and management skills.
  • A diversity in a team isn’t’ just about who we are, it’s about creating diversity of thought.
  • Addressing recently bias is something you need to be aware of, especially when it comes to remote working and those people who are remote missing out on opportunity.
  • One of the best things a leader can do is demonstrate that’s it’s okay to be vulnerable. That allows teams to open up and pitch those ideas that could be kept quiet by a bad leader.
  • A leader ought to be excited about leading, not just for leadings sake, but because they recognise the value they can provide the team and that they can enable the team to do what it does best.

BEST MOMENTS

‘As leaders we’re so risk averse that clouds us from perusing interesting opportunities’

‘Good leaders leave their ego at the door’

‘If you’re the hero and everyone relies on you, then what’s the organisation for?’

‘Decision making improves when you have diversity of thought, and diversity of thought comes when you have a diversity of backgrounds.’

LISTEN TO THE FULL EPISODE

You can listen to this episode by clicking on the links below, or subscribe on your favourite Podcast platform!

LISTEN NOW: https://omny.fm/shows/working-winning-ways/engineering-and-leadership-with-pat-sweet

Apple Podcasts: https://podcasts.apple.com/ca/podcast/working-winning-ways/id1577348140

Spotify: https://open.spotify.com/show/7yC9qDegVTcRSzlNJaaECq

ABOUT THE GUEST

Pat Sweet, P.Eng., MBA, CSEP, PMP is an experienced engineering leader, project manager, product manager, writer, speaker, and coach. His mission is to help technical organizations thrive. You can find a link to his podcast ‘Engineering and Leadership’ below.

twitter.com/engileader

engineeringandleadership.com

tandemconsultingco.lpages.co/el-leadership-101-for-engineers

Building Customer Experience Around Trust, Care and Value.

Building Customer Experience Around Trust, Care and Value.

How To Building Customer Experience Around Trust, Care and Value

Building customer experience around trust, care and value is the main theme of this episode of Work Winning Ways. Questas founder and CEO Gary Williams is joined by Paul Adams of The Project Centre, a professional design consultancy, focused on civil engineering, transport planning, and landscape design for the public sector. Join the conversation about what sales skills you need in professional services and how they differ from other sales-based roles. Also, find out the difference between the tangible and intangible services.

KEY TAKEAWAYS

  • Professional services is all about getting repeat business. Customer care and trust are so important. It’s not just a sell them as much as you can and get out of there scenario.
  • The customer experience is becoming more and more important for winning repeat business. What is the journey of your client? Are you helping them move through the process smoothly with good results?
  • It’s seven times easier to get business from an existing customer than a new one and a lot cheaper too. Not just in terms of cost but in terms of time.
  • Take into account social value and meaningful social value. For example, are you giving work experience? These things can work their way back up the chain.

BEST MOMENTS 

‘Clients are buying into you, you need to build trust with them’

VALUABLE RESOURCES

Paul Adams on LinkedIn

ABOUT THE HOST 

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.  

ABOUT THE GUEST

“Project Centre are a professional design consultancy, transport planning, civil engineering and landscape design consultancy. Most of their clients are public sector, mainly local authorities. In this interview Paul has some great insights into what works in terms of selling to public sector clients and what is vital to keep hold of them and turn them into long-term profitable relationships.”

 

CONTACT METHOD
http://linkedin.com/in/garyquestas
https://www.questas.co.uk