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