Summary People don't go to work to feel impotent, they thrive when they are doing what energises them! Gary speaks with Nathan Ott, co-creator of the GC Index - an organimetric tool that identifies people's preferences and allows them and the organisations for whom...
Summary Cross selling in the world of Professional Services is the Holy Grail. Organisations think it’s easy, but in this episode of Work Winning Ways, you’ll find out why it’s very difficult. Join Gary Williams as he discusses why cross selling is important, how...
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...
‘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...
Difficult Client Conversations Productive communication is built upon rapport, not necessarily upon agreement. By looking at the psychology behind difficult client conversations, we take a practical approach to helping you manage ‘disagreement without being...
Cross Selling Skills There has to be added value for the client to buy additional services from you. If they already buy that second service from an alternative provider, you must clearly ’sell’ the benefit of them buying both services from you. Course overview By...
Client Relationship Skills Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted...
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...
Whether you are selling engineering, consultancy or legal services, the climate can be harshly competitive. Annabel Miller highlights one of the biggest challenges: of being able to differentiate your offer to that of your competitors. In most cases our...
Working as a key client manager in a professional services firm is no easy task. Questas's Annabel Miller looks at the variety of skills needed to succeed. The most effective managers juggle a multitude of skills and wear a number of different hats, not least...
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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