Are you tasked with managing important client relationships whilst working remotely? We ran a live webinar on 24th April attended by over 70 people, which aimed at help professionals who have the new challenge of nurturing client relationships during lockdown and...
‘Cross-Selling’ is the key to smart business growth but why is it so difficult? Questas CEO & Founder, Gary Williams reveals how to overcome the barriers and generate significant opportunities from existing clients.What is cross selling? Cross-selling is best...
Questas' Gary Williams writes in the RICS Recruit Blog about how to develop confidence in technical staff who are required to "sell". Gary is an expert Business Development Consultant and Executive Coach and works with leading professional firms in the built and...
In this RICS article, Gary Williams of Questas, discusses EQ, or Emotional Intelligence, and how it can help you get the edge over your competitors. Embrace the human side of business relationships and you will be more confident with clients, more effective with sales...
Whether your industry is engineering, law, property or the public sector, here are some ways you can prepare and optimise the opportunity at your first business development meeting with new clients. The Dos and Don'ts if you will, of creating the right first...
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...
Attending a ‘World Leading’ Event can be very daunting. Don’t let being a little fish in a big pond overwhelm you – Gary Williams shares how he addressed his concerns and went prepared to optimise the opportunity. I recently attended #MIPIM2018. It was my first time...
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...
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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