Hi, and welcome to the first edition of Work Winning Ways for 2026. January can often feel…mixed. There’s optimism about the year ahead. There’s pressure to hit the ground running. And there’s often a long to-do list staring back at you before the first proper coffee...
In professional services, growth is often discussed in terms of tactics. More networking More content More CRM activity More 'doing' But after many years of working with technically minded professionals and leadership teams, one thing has become clear: Sustainable...
Hi, and welcome to the final edition of Work Winning Ways for 2025. As the year draws to a close, December feels like the right moment to pause, not to rush into planning, but to reflect. Over the past year, through LinkedIn newsletters, training sessions, workshops,...
Hi, and welcome back to the sixth and final newsletter in our Client Management Series. Over the past few months, we’ve explored some of the core skills that help technical experts build stronger, more profitable client relationships: • Managing expectations •...
So far, we’ve looked at managing expectations, building stronger relationships, handling difficult conversations and leading teams effectively. This month, we’re focusing on something that often feels a little trickier: spotting opportunities. Many professionals see...
In my LinkedIn Client Management series, we've so far explored: Managing expectations (the foundation of strong relationships) Building trust to become a true partner Handling difficult conversations with confidence This time, we’re shifting focus to something that...
So far in my LinkedIn Client Management series we’ve looked at managing expectations (the foundation of strong relationships) and building trust to become a true partner. This time, we’re diving into one of the trickier – but unavoidable – aspects of client...
Last time, in my LinkedIn Client Management Series we looked at managing expectations – a vital foundation for every strong client relationship. This time, we’re digging into something just as essential: building genuine relationships with your clients. Shifting the...
Hi, and welcome to the first edition in our Client Management series. Let’s begin with one of the most common (and costly) reasons client relationships go awry: Unclear expectations. At the start of a project (or relationship), it’s easy to assume that everyone’s on...
In my upcoming LinkedIn newsletter series we’re doing a deep-dive into Client Management. If you’re a technical expert in a professional services firm, chances are you weren’t taught how to manage clients. You were trained to deliver excellent work. But the real...
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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