Questas insights

Over the 15+ years I’ve been working with lawyers, engineers, accountants, consultants and other technical specialists, one of the most common themes I've encountered is the discomfort many feel around business development. It often surfaces in slightly different...

Over the past months, we've been exploring the commercial behaviours that help technical professionals win and grow work. Last month, we looked at pitching and why the strongest pitches are often won long before the proposal is submitted or the presentation begins....

One of the assumptions many professional firms make is that their best clients are secure…uh-oh! After all, you've worked together for years. You've delivered good outcomes, developed strong relationships and built a level of trust that feels difficult to replicate....

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...

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 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...