Business Development


Cross-selling skills

Cross-selling skills

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 recognising your own company’s wider business capabilities this course allows you to explore more opportunity to offer these services into your clients.

There are many reasons why cross selling is harder than we think it should be. Our research has shown the same barriers exist in many organisations. We shine the light on each of these and offer solutions as to how to overcome them.

Who’s it for?

Anyone responsible for retaining and building upon existing client relationships, whether to uncover new opportunities or deliver existing projects. This course aligns well with ‘Client Relationship Skills’.

Course format

A one day workshop for up to 12 people.

Outcomes

Participants will be able to adopt a more strategic approach to addressing clients’ requirements. Delegates will be equipped to look for ways to help their clients grow while offering opportunities to win work for their own business.

Need this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

 

Register Your Interest

CPD Certified by the CPD Certification Service Cross-Selling e-Learning

Our free e-Learning module is an interactive introduction to best practice.
Questas Cross Selling

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Content Outline

  • Identifying the opportunity
  • Understanding the barriers to Cross Selling and overcoming them
  • Understanding your wider business capabilities
  • Building trust
  • Managing internal communication
  • Developing your selling skills

From our blog

Discover five ways to create a cross-selling culture to achieve growth

Gary Williams explains why professional services firms need to embed a cross-selling culture to achieve smart growth at low cost.

Read more

Be your clients’ trusted advisor

Doing an excellent job is a first step to winning more work, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers. Our Client Relationship Skills course provides tools and skills that will strenthen and broaden client relationships.

Do you dread negotiations?

Negotations are often seen in terms of winners and losers, but this approach is likely put us on the back foot. Actually the first step to successful negoation is always communication to help both parties feel like winners. Our Negotiation Skills course provides the tools and tips to help you find a position of mutual acceptance with your clients (and colleagues).

Free consultation

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

CONTACT US

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

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

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 right first impression.

Respect – Treat everyone you meet from the organisation as you would treat the client themselves – you never know who is influential!

Don’t be late! – Always arrive a little earlier than the start time – this way you won’t be flustered and the client won’t be distracted by you being late.

Introduce Yourself – A receptionist’s life is usually a hectic one, so go out of your way to make their life easy. Introduce yourself and say your name clearly. You might want to present your business card so there is no misunderstanding. Explain who you are there to see.

Coffee? – If you are offered coffee at this point, politely refuse – it just gets in the way and you will probably get another chance once the meeting begins when you can join your host in a drink.

Take advantage of your surroundings – Reception areas are often full of client information. If you have time, take a look at any press clippings, annual statements, or in-house magazines. There might be some interesting things in any literature from your industry (from engineering and commerical to the public sector) that you can use as a conversation opener in the meeting.

It’s now time to meet and get to know your potential new client. Creating a bond and finding common ground is vital to create a positive first impression. Here’s how to get the conversation started.

Get Our Free Business Development Meetings Training

Learn tried and tested strategies to help you excel at sales meetings tailored to the professional and engineering services sector

A free and unique sales training guide

Chat checklist for a Sales or Business Development Meeting

The most common topics of discussion at this point (in British culture at least) are weather and transport. Time to break the norm!

Be ready with one or two more interesting conversation topics – potentially things you found out while waiting in reception.

Positive comments about the environment you’re in and the greeting you received when you arrived show that you are attentive and appreciative…two good human qualities.

Make a link to how the meeting came about – perhaps you met at an industry or networking event, or someone referred you.

When you’re ready to turn the discussion to business, say,“Before we get onto the agenda, can I just check how you are for time?”

Now you are fully prepared and ready to go, it’s time for the big meeting. Read our article ‘How To Have A Highly Effective Business Development Meeting’ to ensure your business’s impact and success with new clients.

Sales Skills Training Course

Are you aiming to make an excellent first impression for a sales meeting? Are you technically minded but would also like to improve your selling skills and win-rate? Questas provides selling skills training for technical industries such as engineering consultancies as well as property firms and professional services.

Read more about our selling skills training.

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.

Start our online cross selling course free today

For a short time only we are offering our online Professional Services Cross Selling Training free, so now you can being honing your cross selling capabilities in just 30 minutes.

Questas Cross Selling

Our interactive e-learning is CPD certified and is designed to help you uncover new opportunities with existing clients.

Start here

3 Ways Virtual Training Can Help Reduce Your Carbon Footprint

Like many businesses, we’ve had to adapt to new ways of working since the pandemic began.  Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!

How To Manage & Maintain Client Relationships in a Virtual World

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...

Webinar: Managing and maintaining client relationships in a virtual world

Managing and maintaining client relationships in a virtual world. A practical and engaging free live webinar aimed at professionals that work in the natural and built environment. This is for YOU if you are tasked with maintaining client relationships during the lockdown period and beyond.

Cross Selling: how to achieve growth by cross selling in professional services

‘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...

Four ways to get out of your comfort zone and be the catalyst to growth

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...

Cross-selling skills

Cross Selling SkillsThere 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...

Negotiation Skills

Negotiation Skills 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...

Presentation and Pitching Skills

Presentation and Pitching Skills 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...

Sales Conversations For Non-Sales People

Sales Conversation Skills We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients. Course overview Our...

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...
Be Brilliant! How to prepare for that effective first meeting

Be Brilliant! How to prepare for that effective first meeting

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 all.

So how can you ensure your all-important meeting goes swimmingly (or some other kind of wow statement? How do you maximise the effectiveness you have when face to face with a client? Like many things it is 70% in the preparation and 30% in the execution/delivery on the day. Follow our proven steps to success, and you’ll find yourself having more impact when it comes to the crunch.

Get Our Free Business Development Meetings Training

Learn tried and tested strategies to help you excel at sales meetings tailored to the professional and engineering services sector

A free and unique sales training guide

DO YOUR RESEARCH

Knowledge is power, and never more so than when you’re walking into a room full of strangers. That means research is vital.

  • What do you know about the client organisation and the person or people you are going to meet? Do some background research using their website, LinkedIn, and search engines. What can you learn about the individuals you’re trying to connect with?
  • Ensure you are up to speed with news in their world. Find out what the hot topics and key issues are in their industry at the moment. This applies to all industries including engineering, law and all professional services. What are the lastest technological innovations in the engineering industries? Are you up to date on the latest legal developments? What’s current in the commercial property sector? Keeping your knowledge current will be key in portraying yourself as an industry expert they’ll want to do business with.

PREPARE A POSITIONING STATEMENT

It’s now time to plan a short and snappy positioning statement for your meeting . This should be an extended introduction to you and your organisation – not a ‘pitch’, but more to ensure the client really understands what your business does. Ensure your Positioning Statement has the 3 following elements:

An overview of your business – where you operate, numbers of people, industry sectors
Your Department – Specific details about your area of the business, for example, the types of clients and projects your department has worked on

Your Areas of Interest – what have YOU been involved in? How have YOU helped clients?

MAKE CONTACT PRE MEETING

It’s always a good idea to send a short note in advance of the meeting to cover off things like:

  • Where and when the meeting is taking place
  • Ask who will be there from their side ( ideally find out their job roles/remit and why) – this is useful to ensure you match up the attendees from your side..
  • Outline the areas for discussion
  • Ask them if there are any specific areas they would like to cover – and make sure you include those in your meeting plan
  • Send relevant content in advance (ie slide deck, research paper) and explain why you think it might be useful. This demonstrates to the client that you are tuned in to their business and the potential challenges they may be facing.

Think about attendees

It’s important to give some thought to who will be going to the meeting so you are prepared in how to engage with them and create that all important great first impression. Here are some tips:

  • Broadly match numbers. For example, if you are meeting two people, send two or three people, not five.
  • Meetings are much easier with a colleague. It is difficult to conduct a business development meeting on your own, given that you will need to ask questions, actively listen and also take notes.
  • Consider the type of people you are meeting, and try to reflect the dynamic when it comes to age, seniority and gender.
Questas – Business development training

Running effective meetings is just one strategy to help develop a business. Questas provide business development training for industries such as engineering, law and property to help professionals from a technical mindset create significant results and sales performance.

Read more about our business development training.

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.

Start our online cross selling course free today

For a short time only we are offering our online Professional Services Cross Selling Training free, so now you can being honing your cross selling capabilities in just 30 minutes.

Questas Cross Selling

Our interactive e-learning is CPD certified and is designed to help you uncover new opportunities with existing clients.

Start here

3 Ways Virtual Training Can Help Reduce Your Carbon Footprint

Like many businesses, we’ve had to adapt to new ways of working since the pandemic began.  Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!

How To Manage & Maintain Client Relationships in a Virtual World

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...

Webinar: Managing and maintaining client relationships in a virtual world

Managing and maintaining client relationships in a virtual world. A practical and engaging free live webinar aimed at professionals that work in the natural and built environment. This is for YOU if you are tasked with maintaining client relationships during the lockdown period and beyond.

Cross Selling: how to achieve growth by cross selling in professional services

‘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...

Four ways to get out of your comfort zone and be the catalyst to growth

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...

Cross-selling skills

Cross Selling SkillsThere 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...

Negotiation Skills

Negotiation Skills 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...

Presentation and Pitching Skills

Presentation and Pitching Skills 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...

Sales Conversations For Non-Sales People

Sales Conversation Skills We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients. Course overview Our...

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...
Quash imposter syndrome and optimise the business opportunity

Quash imposter syndrome and optimise the business opportunity

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 and I thought I would share some experiences and pass on some tips to anyone venturing to something similar and next year’s newbies.

Held at the Palais des Festivals in Cannes with over 24,000 visitors and more than 3000 exhibitors, Mipim (which I learnt stands for Le marché international des professionnels de l’immobilier) is the international property event of the year.

It is safe to say I felt some trepidation which only grew after booking…

‘Would it be worth it? (it’s expensive), a week away from work, would I meet the right people, how does a small business like mine find a ‘voice’?’ People were already teaming up – there was a whole contingency cycling down!!

Time to focus, follow my own Questas BD philosophy and prepare to address my concerns.

Preparation

Would I meet the right people? Well to meet them I had to tell them I was going. Using the database made available to registered visitors I created a realistic target list of people (around 50) I wanted to see and contacted them. I received several replies, some of which were “great, lets catch up when your there” plus a few who were happy to book a specific time.

Once I had a few meetings booked in advance, I looked at the list of speaker events and chose a couple that looked interesting leaving space in my diary to be flexible.  I was starting to feel better.

The Reality

The first meeting went very well which boosted my confidence and lead to an invite to an event later in the week!  I was off and running…. The realisation that everyone is there with similar objectives – to develop existing and to make new relationships was reassuring. Add to that the fact that most people I spoke to seemed to be interested in my ‘story’ it meant that my Imposter Syndrome was quickly quashed.

People were happy to introduce me to others and I was able to do the same for them.

Three days and a lot of coffee and croissants (plus the odd beer!) later I am very glad I made the decision to go.

My Event Takeaways

  • Reach out to people you want to see before the event. It settles nerves, gives you focus and even if they don’t connect beforehand there is a good chance they will have seen the request come in and will be primed if you do bump into them.
  • Don’t expect to stand still. The way I described it to someone was that you tend to ‘bounce’ from one event to the next and you have to be open to allowing things to develop that way.
  • Spend time with existing clients as well as looking for new. I was able to really develop relationships with some existing clients as I was getting to know them in a completely different environment.

Some practical tips for an event in Cannes

  • Stay within a 20min walk of the Palais if you can
  • Taking the train from Nice airport to Cannes saved about €100 each way!
  • The old town is lovely but restaurants are very busy and very expensive, better to try restaurants on the Quay-side.

What next?

You have returned from the event with a stash of business cards, it is time to follow up the good ones and managed to get a few meetings in the diary with some really interesting people from companies you’d like as clients… Make the most of these golden opportunities!

Download our free GUIDE TO EFFECTIVE BUSINESS DEVELOPMENT MEETINGS

Optimise your selling Opportunity

Creating a possitive impact at that first client meeting.
Effective Business Development Meetings - free training guide from Questas Consulting

Get it now

3 Ways Virtual Training Can Help Reduce Your Carbon Footprint

Like many businesses, we’ve had to adapt to new ways of working since the pandemic began.  Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!

How To Manage & Maintain Client Relationships in a Virtual World

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...

Webinar: Managing and maintaining client relationships in a virtual world

Managing and maintaining client relationships in a virtual world. A practical and engaging free live webinar aimed at professionals that work in the natural and built environment. This is for YOU if you are tasked with maintaining client relationships during the lockdown period and beyond.

Cross Selling: how to achieve growth by cross selling in professional services

‘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...

Four ways to get out of your comfort zone and be the catalyst to growth

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...

Difficult Client Conversations

Difficult Client Conversations Productive communication is built upon rapport, not necessarily upon agreement.  By looking at the psychology behind difficult client conversations, we take a practical approach to helping you manage ‘disagreement without being...

Cross-selling skills

Cross Selling SkillsThere 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...

Client Relationship Skills

Client Relationship Skills Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted...

Negotiation Skills

Negotiation Skills 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...

Presentation and Pitching Skills

Presentation and Pitching Skills 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...
Make your business development planning more successful

Make your business development planning more successful

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 programme, whilst others have simply sought to make a positive shift in their sales efforts.

Whether you are considering a major change or a few tweaks to your approach, I’ve come up with the following key points that you should consider as part of your plans.

1. First, answer the question “Why are we doing this?” There must be a compelling reason for change, with a clearly articulated “what will happen if we do not make these changes” and why the current status is unacceptable.

2. Design your programme. Have a clear vision about what the newly transformed organisation will look like. For example, “In 3 years time we will be working in these sectors, we will have these key clients, we will be known for….”

The vision needs to be supported by 12 month objectives, Here’s an example of key objectives.  Our objectives over the next 12 months are: 

  • To have made our first sale in the Oil & Gas sector
  • To have doubled the number of business development meetings we are having as a business,
  • To have developed a Key Client programme for our top 10 accounts.

It’s then important to clear the KPI’s for those involved, so they can focus on these new objectives.

Business Development Planning

Learn tried and tested strategies to help you unlock more opportunities and win more – and better – work.

A half-day course for up to 12 people

3. Put together the right team to drive the programme. Your team make up will be somewhat dependent on the size of the programme, but to make it work you will need senior sponsorship. One of the firms I worked with had the CEO, CFO, Head of BD/Marketing, Head of HR and the four business unit leaders on the team.

4. Develop skills, process and behaviours. You will need to include training into your programme. Don’t make the mistake that many make and think that a one-off training course will develop sustained behavioural change. It doesn’t! Training works if: a) people know why they are doing it, b) how it will help them do their job better, c) they are given support following the event, and d) there are follow ups and refreshers.

5. Give your best and potential performers access to coaching. This demonstrates a real commitment to improving people through strong, challenging and empathetic coaching. It complements training and allows the recipients to really embed new habits. Coaching should be given to both individuals and teams. High-performing teams, whether they are leadership, key client, market/sector teams, can take the business to new places and turbo-boost business development.

6. Make sure you measure and monitor progress: Track the KPI’s, celebrate successes and make sure to involve, not dictate.

7. Lastly, be very clear about the behaviour you now expect and do not tolerate poor behaviour, regardless of seniority or past performance!

If you would like to know more about how I could help with your sales training and coaching, please get in touch.  This article borrows from research (McKinsey, Hinge Marketing) as well as my own experiences.

Optimise your selling Opportunity

Creating a possitive impact at that first client meeting.
Effective Business Development Meetings - free training guide from Questas Consulting

Get it now

3 Ways Virtual Training Can Help Reduce Your Carbon Footprint

Like many businesses, we’ve had to adapt to new ways of working since the pandemic began.  Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!

How To Manage & Maintain Client Relationships in a Virtual World

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...

Webinar: Managing and maintaining client relationships in a virtual world

Managing and maintaining client relationships in a virtual world. A practical and engaging free live webinar aimed at professionals that work in the natural and built environment. This is for YOU if you are tasked with maintaining client relationships during the lockdown period and beyond.

Cross Selling: how to achieve growth by cross selling in professional services

‘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...

Four ways to get out of your comfort zone and be the catalyst to growth

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...

Cross-selling skills

Cross Selling SkillsThere 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...

Negotiation Skills

Negotiation Skills 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...

Presentation and Pitching Skills

Presentation and Pitching Skills 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...

Sales Conversations For Non-Sales People

Sales Conversation Skills We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients. Course overview Our...

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...
Business development training

Business development training

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 time to dedicate to growing their business. Exploring the fundamentals of Business Development Planning aims to give technical professionals the understanding and skills to scope out, plan and execute their strategic sales activity much more effectively.

This course focuses on creating successful business development plans and you will learn how to get to the table of target clients and take control of your business development activity.

Who’s it for?

This professional development is highly valuable to anyone who has face-to-face time with clients and those who have a remit to explore opportunities and find work from both new and existing clients.

It would also be a useful reminder for those with more experience who may not have had any formal training – or at least not for a long time!

Course format

Half-day (or full day) aimed at an ideal group size of 12.

Outcomes

  • Learn how to maximise the time and the resources you have to dedicate to business development
  • Understand the principles clients use to select chosen providers and develop a set of tools to help explore the client’s world
  • Ultimately you will develop increased confidence and will learn to apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.
Questas Quote Marks Circle

“This course really simplifies the whole approach to business development, I am now very clear what I need to do.”

Engineer, WSP

Content Outline

  • Planning business development activity – The Questas Growth Model ©
  • Learning how clients buy
  • Developing a deep understanding of client needs
  • Preparing for and structuring business development discussions
  • Differentiating your offer – elevate your business’s reputation
  • Introduction to client management

Interested in this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Register Your Interest

Optimise your selling Opportunity

Creating a possitive impact at that first client meeting.
Effective Business Development Meetings - free training guide from Questas Consulting

Get it now

Increase your bid-win rate

One of the most important business skills you can acquire is learning how to write a winning bid. The layout, language and style you use may make the difference between a successful bid and one that comes close. Bid less and win more work with our Bids and Tender Training here.

Become a natural sales person

Our Sales Conversations For Non-Sales People training course is the natural next step for engineering and technically minded professionals who are engaged in consultative selling and closing deals. In this training learners will hone their sales skills to boost their closing ratios and improve existing performance.

Free consultation

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

CONTACT US

Get in touch