Summary In this episode, Gary is joined by Alison J Coates, founder member of Re\vo. She is a GENOS certified Emotional Intelligence Practitioner and Life Coach. She also holds an MA in Industrial Psychology. Alison has 25 years of experience in business change...
Summary In conversation with Ed McCann. Nothing wins like success, making more meaningful client relationships and surviving the pandemic. KEY TAKEAWAYS The pandemic has created many challenges for many people and businesses alike. Ed and his company...
In this first episode, Gary is joined by Terence Ritchie, a Partner at EMW Law. Terence is a real estate lawyer who knows that relationships and delivering a great client experience are the keys to winning and keeping clients in a very busy market. Their conversation covers a number of areas including;
The impact of the pandemic on client relationships and business development
What it takes for (very) reluctant sellers to get motivated
How Terence sees the future of client selling
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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