Marketing


Marketing

Marketing

CREATE / Reputation & relationships

Marketing training and consultancy

Who’s it for?

Any business that wants to maximise the return on their investment in marketing. We help our clients align marketing with business strategy and long term objectives. Supported by our Growth Model we help clients focus on their target markets, grow their reputation and​ generate leads.

 

Content overview

Marketing strategy formation and alignment

  • Formulation of vision, aims and objectives
  • Strategy tools and techniques
  • Opportunity assessment and prioritisation
  • Competitor analysis and competitive positioning
  • Market planning and budgeting

Brand development and relationship management

  • Identification of most valuable customers
  • Value propositions, story and messaging
  • Evaluating brand culture, values and promise
  • Analysis of customer experience and journey
  • Customer relationship management process

Lead generation and management

  • Campaign planning, budgeting and execution
  • Successful CRM implementation
  • Effective use of CRM
  • Effective channel management and use of social media
  • Effective (and compliant) use of data

Outcomes

We equip our clients with tools and techniques to strengthen how they are perceived in the market place. This will lead to a growing reputation in your chosen markets and one that will ultimately generate more interest from your target audience.

All our assignments are bespoke which means you can fine tune our services to the precise needs of your business.

Register Your Interest

Questas Quote Marks CircleGary is a creative and enthusiastic business development consultant who will add value to your marketing effort.”

Ray Black, Partner & Chief Executive at Barlow Robbins

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

CONTACT US

Our top ten tips for non-confident networkers

Our top ten tips for non-confident networkers

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 leads – all while balancing a warm glass of wine, a chicken satay kebab and a stack of business cards!

Follow these tips to help you navigate the room, spend time with the right people, and make a graceful exit having agreed a number of follow-up conversations.

1. Do your homework

Find out who will be there, what they do and who they do business with. Make a short list of people that you would ideally like to meet, and bone up on what is going on in their industry or organisation so that you can impress by talking knowledgably about their world.

2. Travel light

Check your big bags and coats in. Don’t load up a plate with nibbles on the way in. If you need a bag make sure it’s got a shoulder strap. You will need a (preferably ketchup-free) hand to give dry, firm handshakes. Keep your business cards handy – but don’t throw them out unless you’ve built up enough rapport for it to be appropriate.

3. Position yourself near the drinks area

If you don’t fancy striding into the middle of the room and breaking into groups, then standing near the bar or coffee area is a great place to start up a more low-key conversation even if it starts with: “Can I pour you a glass of water?” or “Have you tried the crabcakes?”

4. Remember your host

If you have been invited to the event make sure you find them to say hello and thank them for asking you. If you are keen to meet someone that they can introduce you to then don’t be afraid to ask – this is a networking event after all! Follow up with a thanks to them afterwards as well. Always good to be remembered positively.

Need real-life practice?

Learn techniques to feel confident in a room where you don’t know anyone

A half-day practical course

5. Introduce yourself with impact

On the way to the event think about how you will introduce yourself and what you do in a short snappy soundbite. Don’t use jargon and acronyms – chances are people won’t have a clue what you do. Make sure you remember other people’s names by using them quickly, which will seal them in your brain.

6. Be interested, don’t try to be interesting

Most people enjoy talking about themselves and respond well to anyone who finds them fascinating. Ask them questions they are unlikely to be asked: Why did they choose their job? What is the best thing that happened to them at work today? Who do they credit with having helped them most in their career? This gives you the opportunity to move your conversation from being merely transactional to being relational. It also allows busy people to tell a story they like telling to someone who is really interested. They will remember you and feel a connection.

7. Listen well

There is nothing worse than talking to someone in a noisy crowded room while they alternate between looking over your shoulder at the door and scanning around the room at other groups. Your time talking to one person may only be short, so make it matter and make them feel important.

8. Breaking in and moving on

Ideally, you should aim to start talking to people on their own or people in groups of three or more. Couples in conversation are hard to interrupt, and they may be old friends or colleagues and not want to cut short their discussion. Make sure you don’t spend all your evening talking to the same group. It’s not rude to say: “It’s been great to meet you, have a lovely night and hope to see you again.” A smooth way of moving on is to offer to introduce the person you’ve finished talking with to someone else. That way they aren’t left on their own and you come off as socially adept and well-connected.

9. Mind your manners

Put your phone away. Don’t drink too much. Don’t be the last to leave. Thank your host and any staff that have helped you.

10. Follow up

When you are at the event and have made a connection with someone, be specific about how you will follow up. Ask, “Can I give you a call next week and we’ll make a date for coffee?” so that when you do ring, they are expecting it. Just connecting with someone on LinkedIn following an event will not guarantee any development of your business relationship.

Optimise your selling opportunity

Creating a positive impact at that first client meeting.

Effective Business Development Meetings - free training guide from Questas Consulting

Effective Business Development Meetings

Download this guide to maximise your time and effort to win more sales.

Get it now

Six ways to use EQ – or Emotional Intelligence – to win more work

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...

First Impressions Count: Creating a positive impact at a first client meeting.

First impressions 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...

Be Brilliant! How to prepare for that effective first meeting

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...

Quash imposter syndrome and optimise the business opportunity

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...

Marketing

CREATE / Reputation & relationships Marketing training and consultancy Who's it for? Any business that wants to maximise the return on their investment in marketing. We help our clients align marketing with business strategy and long term objectives. Supported by...

Make your business development planning more successful

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...

Sales secrets of high growth companies

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...

Working together for better KAM

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...

How To Be Brilliant At Winning Bids & Tenders

Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Sarah Amery shares an effective model that will boost your ability to create successful bids. Sometimes its difficult to know where to start or how to organise content,...

Transforming your sales programme

  This article originally appeared in the October 2017 edition of Pi magazine, published by Howden Insurance Brokers Is it time your team changed its approach to sales? Read on to discover some practical advice about transforming your sales programme and making...
The best networker I have ever met

The best networker I have ever met

If you dread networking events, learn from the best. Here’s our insider tips on how to excel at networking…

Working for many years in professional services I have attended more networking events than I would care to count. Conferences, client events, forums; I’ve endured more than my fair share of terrible handshakes, lukewarm prawn blinis and stilted conversations.

Most of us don’t relish the thought of exchanging pleasantries with strangers in the interests of business development, and many people really don’t manage to work the room with any purpose or tangible outcomes.

The best networker I ever met was someone I used to bump into at industry get togethers. We hadn’t directly worked together (he was a training consultant too) but we had a few contacts in common. He made such an impact at these events that I analysed what it was that he did so that I could pass it on to others in my training. Here’s what I noticed about him.

The best networker got over himself…

He didn’t let his awkwardness get in the way of saying hello to people. He wasn’t the most confident person in the room but he knew that most people there had come to meet others so he introduced himself to anyone on their own and would confide in them that events like this didn’t come easy to him either but there was strength in numbers!

He found strength in numbers

His generosity of spirit was endearing and he would encourage his newly found contacts to step into the breach with him and meet new people together.

He asked about me!

The best networker seemed to really enjoy finding out about people. Whether it was a tactic or not his curiosity about my job and career history was compelling, and I felt, genuine.

A lot of the questions people ask at these events are the same such as “where do you work?” and “what do you do?” He asked thought-provoking, interesting questions, more like “why do you do the job you do?” and “tell me something about yourself that will surprise me”.

Become a confident networker

Learn  techniques to make meaningful contact with the people you really want to meet.

A practical session for up to 30 people

He talked positively about his work

He was passionate about his own work. If the conversation turned to what he did, his enthusiasm was infectious and made me want to experience whatever it was he was doing at work!

The best networker didn’t try to sell anything. Ever.

He did not ever try to sell anything. He may have talked about his job but he at no point tried to steer conversations around to what he might be able to do for me. He understood that his purpose was making connections, not selling.

He was a connector

He was altruistic. He was more than happy to introduce people to each other if it was of benefit to them. He would put people in contact with others he had met in the same industry. He didn’t differentiate between those people that might be useful to him one day and others that were unlikely clients.

He was memorable

In summary he put the effort in with other people without putting his own needs first. He was authentic and memorable for all the right reasons. Ultimately, he is someone I would be very happy to introduce to others and, if I ever meet someone who is looking for his specific expertise, I have no hesitation in recommending him.

Optimise your selling opportunity

Creating a positive impact at that first client meeting.

Effective Business Development Meetings - free training guide from Questas Consulting

Effective Business Development Meetings

Download this guide to maximise your time and effort to win more sales.

Get it now

Six ways to use EQ – or Emotional Intelligence – to win more work

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...

First Impressions Count: Creating a positive impact at a first client meeting.

First impressions 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...

Be Brilliant! How to prepare for that effective first meeting

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...

Quash imposter syndrome and optimise the business opportunity

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...

Marketing

CREATE / Reputation & relationships Marketing training and consultancy Who's it for? Any business that wants to maximise the return on their investment in marketing. We help our clients align marketing with business strategy and long term objectives. Supported by...

Make your business development planning more successful

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...

Sales secrets of high growth companies

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...

Working together for better KAM

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...

How To Be Brilliant At Winning Bids & Tenders

Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Sarah Amery shares an effective model that will boost your ability to create successful bids. Sometimes its difficult to know where to start or how to organise content,...

Transforming your sales programme

  This article originally appeared in the October 2017 edition of Pi magazine, published by Howden Insurance Brokers Is it time your team changed its approach to sales? Read on to discover some practical advice about transforming your sales programme and making...

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