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...
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...
Summary In this episode of Working Winning Ways Gary Williams talks to Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people. These relationships can last over an entire career and span...
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...
Summary In this episode of Work Winning Ways, Gary Williams, (founder and CEO of Questas) reveals why client services are the key to success. He shares insights on what Questas does for companies, how the podcast name came about, and why it is so important for client...
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...
Summary In conversation with Ed McCann. Nothing wins like success, making more meaningful client relationships and surviving the pandemic. KEY TAKEAWAYS The pandemic has created many challenges for many people and businesses alike. Ed and his company...
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
Like many businesses, we’ve had to adapt to new ways of working since the pandemic began. Virtual training has not only been the only way to continue to deliver our courses, we’ve also discovered another positive outcome – a huge reduction in our (and our client’s) carbon footprint!
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...
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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