Questas insights

When I started Questas 15 years ago, professional services felt different. For many technically minded professionals, decent work often landed at their feet. Reputation carried significant weight, relationships were long established, the notion of ‘the family...

Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we explored articulating value and why the strongest professionals focus not on describing their expertise, but on helping clients...

Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we looked at helping clients achieve their goals, or what has traditionally been called ‘cross-selling’, and why the strongest client...

Over the coming months, we're exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we looked at structuring business development conversations and how a thoughtful approach to opening, investigating, inspiring confidence...

Few moments in professional services create discomfort quite like fee pushback. You have invested time understanding the issue, applied professional judgement, built a proposal and outlined what you believe is a fair fee for the work involved. Then comes the...

Why the best technical experts ask more, not tell more For many technically minded professionals, there is a natural instinct to demonstrate value by providing answers. After all, clients come to you because of your expertise. They want insight, direction and...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on listening, because the professionals who ask better questions, and genuinely listen to the answers, are often the ones who...

Why experience can sometimes get in the way of winning work For any technical expert, experience is one of your greatest assets. It allows you to recognise patterns quickly, diagnose issues with confidence, and provide direction when clients need it most. Over time,...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on personal impact in meetings, because once you’re in the room, how you show up determines what happens next. This month, we...

Over the coming months, we’re exploring the commercial behaviours that win and grow work amongst technical experts. Last month, we focused on getting in front of target clients…because if you are not in the room (virtual or physical), well, nothing else matters. This...

Over the coming months we'll be exploring the commercial behaviours that win and grow work amongst technical experts. From getting in the room, to pitching, negotiating and handling difficult client conversations, success in your sector is rarely accidental. It...

Here’s an uncomfortable truth in professional services: Technical excellence is rarely a differentiator. The best technical team doesn’t always win The most qualified bidder doesn’t always get appointed, and The most experienced professional doesn’t always become the...