Many companies have a tiny percentage of staff working on business development.
Many of our clients adopt the ‘seller-doer’ model but work winning often relies on the same few people. Many people say, “I can’t do business development, I’m a technical expert, I don’t do sales.” Don’t worry, we’re not going to turn you into a sales person. We’re going to equip you with some skills and build your confidence so that you can interact with clients and use your technical expertise to solve their problems.
Anyone can do this. And the business will get better results if everybody plays a part.
As a technical person taking on the BD or sales role may feel unnatural. This will help you structure conversations to make them more comfortable and effective.
Try our Espresso Shot Learning – Our 30 min live webinar to give your team the key points and latest thinking in Business Development and Client Relationship Management.
“There’s a fear of being seen as a sales person. That’s where our training, particularly in the role playing that we do – it’s really important to practice in a simulation of a real life situation – is so important to demonstrate that you don’t have to be a sales person. Just be you, but be the trained you.”
The challenge
Turning conversations into instructions
Our approach
Does this quote sound familiar: “We talk to plenty of people, but we struggle to move the conversation into a business development discussion.” If so, you’re not alone. It might happen at a networking event or even with an existing client, but it’s common to feel there is a barrier between having a chat and making a sale.
We remove the barrier altogether and we encourage fluid conversations going from the personal through to work. The problem a lot of our clients face is that they think they have to switch into selling mode. But through training, roleplay and feedback we show them that it is a natural flow and that the business questions are quite acceptable and quite normal.
“The types of questions you ask, the way in which you ask those questions and the listening you do in those situations are all going to uncover work opportunities.”
‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.
Bids & tenders
Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close. See Courses
RETAIN
Client management
Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Raising up leaders
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
