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How To Become A Trusted Advisor

May 5, 2022 | Blog, Podcast

On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep being one.

KEY TAKEAWAYS

Clients are becoming more and more demanding. You have to add good commercial acumen, understanding what the client wants to achieve. They also want you to show that you understand the world in which they work.

The differentiator in winning work can often be a grasp of the things that affect the clients environment and the ability to talk in their language with the terms they use.

Under promise and over deliver. If you’re saying what the client wants to hear and over promising, then if you don’t deliver, trust is broken. Expectation management is crucial.

Clients will also expect you to manage them. Do you make their life and their job easier?

Be proactive about meeting client’s needs. To be proactive you need to know your client and what they will need and when. You will also need to know what they need but haven’t asked for yet.

BEST MOMENTS

  • ‘You need the ability to talk in the client’s language’
  • ‘Projects happen through people’
  • ‘10 pm is not close of business, it’s Monday morning’

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

http://linkedin.com/in/garyquestas

https://www.questas.co.uk

Listen to the podcast now on Apple Podcasts and Spotify or your favourite podcast platform.

https://podcasts.apple.com/ca/podcast/how-to-become-a-trusted-advisor/id1577348140?i=1000542035162

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  • How To Become A Trusted Advisor
  • Managing the Client Experience
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  • 7 Steps to Winning More Work in 2022

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Questas Growth Model CONVERT Selling Skills and Bids & Tenders

CONVERT

Selling skills

‘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.
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Questas Growth Model RETAIN client management and client development

RETAIN

Client management

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.
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Questas Growth Model; CREATE Reputations & Relationships

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.
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