Business Development TrainingReaping success from business development is something that takes ongoing focus and commitment. Training overview Our training covers a range of topics that are important to those starting out in business development as well as the more...
SUMMARY Business development and client relation management is part of a trinity with leadership and management. That’s the glue that holds organisations together that Gary will be discussing this week on Work Winning Ways. Find out why training in business...
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...
Espresso Shot Learning Our Espresso Shot Learning sessions are punchy and effective 30 minute webinars, specifically designed to deliver your team the key points and latest thinking in Business Development and Client Relationship Management. These bite sized learning...
Cross Selling Skills There has to be added value for the client to buy additional services from you. If they already buy that second service from an alternative provider, you must clearly ’sell’ the benefit of them buying both services from you. Course overview By...
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...
Business Development Planning According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects. Course overview Most of our clients are time poor and often struggle to find the...
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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