Summary On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep...
Summary 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...
Summary 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...
Summary 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...
Summary In this episode of Work Winning Ways, Gary Williams, (founder and CEO of Questas) reveals why client services are the key to success. He shares insights on what Questas does for companies, how the podcast name came about, and why it is so important for client...
Summary In this episode of Work Winning Ways, Gary is joined by Mike Reader. Mike is the Head of Work Winning at Mace, leading opportunity management, capturing and bidding across Mace's Consult business. Join the discussion on building a team that can work with...
Summary In this episode of Work Winning Ways, Gary is joined by Claire Gott MBE, Head of Industry and Corporate Social Responsibility at WSP in the UK. Join the discussion on how to encourage your technical staff to engage better with clients and how to win and keep...
Summary In this episode Gary is joined by professional services expert Sarah Butters to discuss how to drive business by driving people. Sarah tells us how encouraging people’s passions and helping them grow as individuals is beneficial for your business. Gary also...
Summary In this episode, Gary speaks with Nigel Clark. Nigel leads Marketing globally for SLR Consulting - an international leader of environmental and advisory solutions. They help clients of all shapes and size achieve their sustainability goals. He is an...
Summary In conversation with Amanda Geyman - Director of Strategic Growth for WSP UK - what it takes to make a good salesperson. An insightful episode that explores client management and the positive and negative impact of the pandemic. It covers how differentiating...
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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