Everything is negotiable. Whether or not the negotiation is easy is another matter, but the first step is always communication.
Course overview
This course is designed to take you through the theory and practice of ‘Principled Negotiation’. It provides the tools and tips to allow you to separate people from the problem, evaluate options and find a position of mutual acceptance to achieve the win/win with your clients (and colleagues!)
Who’s it for?
Anyone who is involved in internal or external negotiations, particularly in final stages of securing bids and contracts. It is also very useful for those situations where clients are trying to push the boundaries of the contract – commonly known as ‘scope creep’.
Course format
Face to face: A one-day workshop for up to 12 people. This course includes hands-on techniques, working through theory and practical exercises.
Live Virtual Classroom: A 2 hour workshop designed to teach participants the fundamentals of negotiating, The difference between Positions & Interests, where the ZOPA (zone of potential agreement) is and how to ensure a win/win outcome.
Outcomes
This course will leave the participant equipped with:
a variety of negotiation styles and the know-how of when to use them
the methodology to frame your negotiation
the skill to identify your acceptance zone
the ability to manage conflict through to resolution.
Couple with this the ability to think creatively to provide options that focus on the interests of all parties. Finally, delegates will be able to find a mutually satisfactory outcome that helps the client relationship remain strong.
Content Outline
Defining negotiation – what is ‘Principled Negotiation’
Negotiation styles – qualities of a great negotiator
Know your BATNA (best alternative to a negotiated agreement) and understand your ‘walk-away’ before you start
How do you handle the ‘bad news’ conversations with your clients? Could you do better? We all have to deal with tricky topics such as ‘scope creep’, project delays or unexpected costs. The course ‘Difficult Client Conversations‘ is designed to equip project managers, directors and other staff who need to handle awkard situations with valued clients.
Take what you’ve learnt and use it!
Research suggests that 80% of sales training is lost within 180 days. We also know that it takes at least six weeks to start embedding new behaviours as habits. So how do you maximise your training investment? One great way is one-to-one coaching.
“One-to-one coaching helped me overcome some of the barriers I faced as a technically minded person. I am now much more confident with clients.” Technical Director, RPS.
Free consultation
Have questions for us? Get your team started today and gain a new competitive advantage.
Presenting, especially a pitch, can be a very pressured situation and it is normal to feel anxious. Learning visualisation skills to cope with ‘what if’ scenarios leaves headspace to generate a successful outcome.
Course overview
The focus of this professional development is learning practical skills to deliver excellent presentations and pitches.We look at preparation, both in terms of structure and approach to a pitch, and the practice and visualisation activities to mentally prepare for it.
In this course we challenge our participants at times to operate outside of their comfort zones. This allows us to provide the strategies and tools to alleviate the symptoms of anxiety that so many of us come up against when we are asked to speak publicly.
Who’s it for?
This course is for anyone with a remit to present internally and/or externally. Clients are encouraged to bring along real life scenarios to work through.
Course format
Face to face: a highly practical one-day workshop. Participants will present to a group at least twice in the day and be filmed.
Live Virtual Classroom: A 2-hour workshop. Using the medium we develop online presentation skills. This will include how to prepare and set up the environment, how to create impact, engage the audience and make it memorable!
Outcomes
Present with greater confidence and professionalism.
Learn to plan and structure presentations.
Be clear when pitching, ensuring emphasis on key messages.
Keep an audience engaged.
Content Outline
Who is your audience, what are their expectations?
How to engage your audience
Making it memorable – key messages, unique elements, clear calls to action
Presentation format and structure
Speaking with confidence, controlling your nerves
Body language, gestures, vocal tone and pitch
“It was great to see everyone engaged all the way through and I noted the calibration to our needs during the day.”
Director, RPS
“Great day! Really fun and innovative way to beat the fear of presenting to an audience.”
We are a business development consultancy which is passionate about helping our clients develop processes, skills and behaviours that will result in increased sales and improved margins.
Upskill your team in how to win more work with our series of live webinars aimed at delivering the key points and latest thinking in Business Development and Client Relationship Management.
‘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.
Bids & tenders
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. See Courses
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.
Client development
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.
Raising up leaders
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. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
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. See Courses
