In my two decades of training lawyers in the art of selling, I've witnessed both triumphs and pitfalls. Let’s dissect why traditional Business Development (BD) training often falls short and uncover what truly propels success in law firms. Barriers to Effective BD...
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,...
The legal profession is undergoing a transformative shift, and as law firms navigate the complexities of reduced client loyalty, greater pressure on fees and a fight for talent, the need to bridge the gap between traditional legal education and practical business...
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...
Managing the client experience is vital, because we all know that a happy client is your best advocate. That is why it’s so important to understand the tools needed to successfully optimise the client experience, and maximise the positive encounters that clients have...
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...
Do you want to win more work this year? Here are 7 steps that will help you to win more of the right kind of work from the right kind of clients. These are based on our years of helping consultancy, engineering and professional services firms create opportunities,...
How to turn workplace learning into sustainable, positive habits. Commissioned by The Training Journal March 2021 An organisation’s ability to learn – and translate that learning into action rapidly – is the ultimate competitive advantage. This is according to Jack...
How can professional services firms best transition from survival to growth mode?The past 18 months has seen many professional and engineering services firms batten down the hatches as the pandemic took a grip on our lives and the economy. Thankfully, many of these...
Your hidden salesforce are the unnatural salespeople! It's time to unleash their potentialUncovering business opportunities and winning new clients is a crucial aspect of doing business especially in professional services and engineering firms. So, not surprisingly,...
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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