Questas insights
Our insights into successful marketing, business development and key account management.
Bridging the Gap: Legal Education vs Practical Business Development Skills
The legal profession is undergoing a transformative shift, and as law firms navigate the complexities of reduced client loyalty, greater pressure on fees and a fight for talent, the need to bridge the gap between traditional legal education and practical business...
Effective BD Meetings
In the competitive landscape of business development, your initial meetings with potential clients or new contacts at existing clients are pivotal moments. These interactions can either pave the way for years of collaboration or leave your firm with no work at all. At...
Managing the Client Experience
Managing the client experience is vital, because we all know that a happy client is your best advocate. That is why it’s so important to understand the tools needed to successfully optimise the client experience, and maximise the positive encounters that clients have...
The Psychology of Selling
Did you know that understanding the psychology of selling can help you to win more work? Are you responsible for winning work but not a salesperson? On the Questas Academy’s Professional Selling programme, we work with candidates to equip them with the tools and...
7 Steps to win more work this year
Do you want to win more work this year? Here are 7 steps that will help you to win more of the right kind of work from the right kind of clients. These are based on our years of helping consultancy, engineering and professional services firms create opportunities,...
Practise, practise, practise to build new habits!
How to turn workplace learning into sustainable, positive habits. Commissioned by The Training Journal March 2021 An organisation’s ability to learn – and translate that learning into action rapidly – is the ultimate competitive advantage. This is according to Jack...
3 Essential business development tips for professional & engineering firms post-pandemic
How can professional services firms best transition from survival to growth mode?The past 18 months has seen many professional and engineering services firms batten down the hatches as the pandemic took a grip on our lives and the economy. Thankfully, many of these...
Unnatural salespeople are your secret weapon when it comes to winning work
Your hidden salesforce are the unnatural salespeople! It's time to unleash their potentialUncovering business opportunities and winning new clients is a crucial aspect of doing business especially in professional services and engineering firms. So, not surprisingly,...
The Future of training: Online? In-the-room? Or both?
What is the future of training? At Questas, the past 12 months have taught us a lot about how to successfully deliver virtual training. We know that you can’t simply take a classroom designed training session and simply put it online. It doesn’t work! We know that...
The most effective attributes of a Key Client Manager
The argument as to whether Key Client Management is something most professional services firms should or should not do came to the conclusion of a resounding YES many years ago. The success of those programmes has varied with many organisations reporting huge...
6 Things to do in 2021 to win a bigger slice of a smaller pie
After an extraordinary 2020, most economic forecasts are predicting a tough year in 2021 for most sectors. Many suggesting we will not reach pre-pandemic levels again until the end of 2022. It’s a gloomy thought and one where the Ostrich strategy of sticking your head...
Pitch Perfect – How to use story telling to structure the perfect business pitch
Storytelling connects people and builds trust in business, which means the best way to make your pitch memorable is to turn it into a story. This isn’t a new method - the blueprint for successful storytelling has been around for a long time. You only have to look at...
Latest podcasts
Check out our Work Winning Ways podcasts where Gary speaks to experts in the world of business development about their key insights and strategies.

Building Customer Experience Around Trust, Care and Value
Summary Building customer experience around trust, care and value is the main theme of...

Why Client Services are the Key to Success
Summary In this episode of Work Winning Ways, Gary Williams, (founder and CEO of...

Approaches to Winning Work
Summary In this episode of Work Winning Ways, Gary is joined by Mike Reader. Mike is the...