Questas insights
Our insights into successful marketing, business development and key account management.
How To Manage & Maintain Client Relationships in a Virtual World
Are you tasked with managing important client relationships whilst working remotely? We ran a live webinar on 24th April attended by over 70 people, which aimed at help professionals who have the new challenge of nurturing client relationships during lockdown and...
Cross Selling: how to achieve growth by cross selling in professional services
‘Cross-Selling’ is the key to smart business growth but why is it so difficult? Questas CEO & Founder, Gary Williams reveals how to overcome the barriers and generate significant opportunities from existing clients.What is cross selling? Cross-selling is best...
Four ways to get out of your comfort zone and be the catalyst to growth
Questas' Gary Williams writes in the RICS Recruit Blog about how to develop confidence in technical staff who are required to "sell". Gary is an expert Business Development Consultant and Executive Coach and works with leading professional firms in the built and...
Six ways to use EQ – or Emotional Intelligence – to win more work
In this RICS article, Gary Williams of Questas, discusses EQ, or Emotional Intelligence, and how it can help you get the edge over your competitors. Embrace the human side of business relationships and you will be more confident with clients, more effective with sales...
First Impressions Count: Creating a positive impact at a first client meeting.
Whether your industry is engineering, law, property or the public sector, here are some ways you can prepare and optimise the opportunity at your first business development meeting with new clients. The Dos and Don'ts if you will, of creating the right first...
Be Brilliant! How to prepare for that effective first meeting
Initial meetings with potential clients or with new people at existing clients are critical opportunities. This applies to every industry whether it be engineering, law, property or commercial. A first meeting can be the difference between years of work and no work at...
Quash imposter syndrome and optimise the business opportunity
Attending a ‘World Leading’ Event can be very daunting. Don’t let being a little fish in a big pond overwhelm you – Gary Williams shares how he addressed his concerns and went prepared to optimise the opportunity. I recently attended #MIPIM2018. It was my first time...
Make your business development planning more successful
Having worked with different professional services clients over the years, I’ve seen many try to transform their approach to sales (or business development, if you prefer), says Annabel Miller. Some of these organisations have put together a formal transformation...
Sales secrets of high growth companies
Gary Williams looks at the impact of investing in sales ability Winning more than your fair share of the ‘pie’ A recent McKinsey article focused on the ‘Sales secrets of high-growth companies’. It wasn’t focused on any particular sector, but when thinking...
Working together for better KAM
This article originally appeared in PM magazine. For further details go to http://www.pmforum.co.uk. Chris Founds and Gary Williams look at harnessing the power of collaboration to achieve successful Key Account Management. Collaboration is a word used more in...
How To Be Brilliant At Winning Bids & Tenders
Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Sarah Amery shares an effective model that will boost your ability to create successful bids. Sometimes its difficult to know where to start or how to organise content,...
Transforming your sales programme
This article originally appeared in the October 2017 edition of Pi magazine, published by Howden Insurance Brokers Is it time your team changed its approach to sales? Read on to discover some practical advice about transforming your sales programme and making...
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.
Being Human, the Art of Client Relationship Management
In this first episode, Gary is joined by Terence Ritchie, a Partner at EMW Law. Terence is a real estate lawyer who knows that relationships and delivering a great client experience are the keys to winning and keeping clients in a very busy market. Their conversation covers a number of areas including;
The impact of the pandemic on client relationships and business development
What it takes for (very) reluctant sellers to get motivated
How Terence sees the future of client selling
