Initial meetings with potential clients or with new people at existing clients are critical opportunities. This applies to every industry whether it be engineering, law, property or commercial. A first meeting can be the difference between years of work and no work at...
Having worked with different professional services clients over the years, I’ve seen many try to transform their approach to sales (or business development, if you prefer), says Annabel Miller. Some of these organisations have put together a formal transformation...
Gary Williams looks at the impact of investing in sales ability Winning more than your fair share of the ‘pie’ A recent McKinsey article focused on the ‘Sales secrets of high-growth companies’. It wasn’t focused on any particular sector, but when thinking...
This article originally appeared in PM magazine. For further details go to http://www.pmforum.co.uk. Chris Founds and Gary Williams look at harnessing the power of collaboration to achieve successful Key Account Management. Collaboration is a word used more in...
Do you dread the thought of attending an event with the purpose of networking? Annabel Miller shares her top ten networking nuggets. It is fairly daunting: attempting to ingratiate yourself with strangers, make meaningful conversation and hopefully leave with useful...
Whether you are selling engineering, consultancy or legal services, the climate can be harshly competitive. Annabel Miller highlights one of the biggest challenges: of being able to differentiate your offer to that of your competitors. In most cases our...
Selling to the public sector The challenge Not winning enough of the framework "pie" Our approach Just being on the service procurement framework for a major organisation doesn't guarantee a flow of new business - you still need to be proactive. We'll show you...
Sales confidence The challenge Too few people involved in business development Our approach Many companies have a tiny percentage of staff working on business development. Many of our clients adopt the 'seller-doer' model but work winning often relies on the...
Differentiation from competitors The challenge Operating as independent service silos Our approach Large businesses with multiple departments and many technical disciplines need to be smart with their marketing and business development activities. We help our...
Maximising your time The challenge Balancing fee earning time with business development time Our approach Time is possibly the biggest barrier of all for many of our clients. Good time management has two essential elements – planning and teamwork. Firstly, we help...
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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