Insight

Enabling Your Technical Experts to Win More Work

Enabling Your Technical Experts to Win More Work

In many professional services companies (legal, accounting, engineering, and management consulting) your technical experts are the backbone of your organisation. They possess the skills, knowledge, and experience to deliver high-quality work that meets your clients'...

BD Training: Why It Fails and What Really Works

BD Training: Why It Fails and What Really Works

Having spent many years training professionals on how to sell, we’ve learned what really works and what doesn’t. Here are some common barriers to successful business development (BD) training and strategies that truly make a difference.   Barriers to Effective BD...

Negotiation Mastery: A Guide for Technical Experts

Negotiation Mastery: A Guide for Technical Experts

In a world where securing strong commercial agreements is essential, negotiation is not merely a skill; it's a crucial component to winning the right kind of work, for the right fee, and on favourable terms! From securing bids to finalising contracts, negotiation...

You win some, You lose some, You decide!

You win some, You lose some, You decide!

In the competitive world of law firm business development, the adage "you win some, you lose some" rings truer than ever. It's a landscape where victories and setbacks often go hand in hand. But what separates the successful firms from the rest? It's not just luck,...

Effective BD Meetings

Effective BD Meetings

In the competitive landscape of business development, your initial meetings with potential clients or new contacts at existing clients are pivotal moments. These interactions can either pave the way for years of collaboration or leave your firm with no work at all. At...

The Psychology of Selling

The Psychology of Selling

Did you know that understanding the psychology of selling can help you to win more work? Are you responsible for winning work but not a salesperson?  On the Questas Academy’s Professional Selling programme, we work with candidates to equip them with the tools and...

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