WORK WINNING WAYS with Gary Williams.
The Questas Podcast: Episode Seven
The Questas podcast with Gary Williams is for engineering and professional services organisations. It has the aim of providing strategies and tactics to unlock your people’s hidden ‘selling’ potential. The podcast focuses on professional selling and client relationship management skills, helping you to win more of the right work from the right clients.
In this episode of Work Winning Ways, Gary is joined by Claire Gott MBE, Head of Industry and Corporate Social Responsibility at WSP in the UK. Join the discussion on how to encourage your technical staff to engage better with clients and how to win and keep business. Also hear about how Claire helped found the engineering charity, Cameroon Catalyst.
When working with very technically adept staff it can be a challenge to get them to connect with clients in the way you need. Strong relationship building skills aren’t often found in highly skilled workers. So how do you encourage them to connect with clients. Claire is an advocator of nudge theory. Encouraging and developing very small tweaks that will make your staff more confident when talking with clients.
Another way Claire tackles this is to pair up tech experts with a more sales focused team member. Then in each meeting between you and your clients you have a tag team ready to deal with any issue that comes up. Having a diversity of skills looks after both the client needs and tech solutions.
The importance of repeat business is often overlooked in favour of chasing clients and new leads. If you’re getting more business from your existing client base who you have already worked with and built a relationship with, then there is no need to spend time on bids that may not come off.
‘We strive to be a trusted advisor to our clients’
‘The client often knows what you can do technically, but in order for you to differentiate, they need to know that you know them’
‘Take the time to follow up on opportunities’
‘Diversity of thought when working in a team can lead to new ideas’
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.
ABOUT THE GUEST
As UK Head of Industry, Claire leads a 100 strong team. They work across the pharmaceuticals, life sciences, biotech, gas networks, hydrogen and CCUS, chemicals, food and beverage sectors.
In previous roles she specialised in managing multi-disciplinary design teams on major infrastructure projects. Claire has worked on a number of high-profile projects including the High Speed 2 stations at Birmingham Curzon Street and Euston. She also worked on the £790m London Bridge Station redevelopment project and the Paddington Cube. Claire feels strongly about building diversity in the engineering and construction industries. She represents the next generation as a board member of the Major Projects Association. She is also passionate about making positive sustainable change through her role as UK Head of Corporate Social Responsibility at WSP.
In 2009 Claire played a founding role in independent charity Cameroon Catalyst – which aims to facilitate sustainable development in rural Cameroon. In 2015, she was awarded an MBE in recognition for her “Services to civil engineering and international charity work”.
Not everyone is a natural salesperson or have trouble connecting with clients? Find out more on how to improve your skills HERE: https://www.thequestasacademy.com/