Summary In this episode of Work Winning Ways, Gary is joined by Claire Gott MBE, Head of Industry and Corporate Social Responsibility at WSP in the UK. Join the discussion on how to encourage your technical staff to engage better with clients and how to win and keep...
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...
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...
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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