Summary On this episode of Work Winning Ways, host Gary Williams of Questas discusses the evolution of the work winning employee and what your client wants from them. Also hear all about what it takes to become a trusted advisor, and just as importantly, how to keep...
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,...
Summary In this episode of WORK WINNING WAYS we have a fascinating interview with Pat Sweet of the Engineering and Leadership podcast. Pat talks to Questas founder and CEO Gary Williams, as he gives some great insights on what it takes to successfully lead...
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...
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
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.
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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.
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.
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.
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‘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.
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.
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