Our Espresso Shot Learning sessions are punchy and effective 30 minute webinars, specifically designed to deliver your team the key points and latest thinking in Business Development and Client Relationship Management.
These bite sized learning sessions are delivered on a virtual platform to suit you, and are good for all teams. You can also register as many participants to the session as you need.
Book now, and let’s get everyone contributing to business growth.
Cost: £500
Turning up the listening to 11!
Active listening has long been spoken about as a key skill for anyone involved in sales.
There is a case to say that now we are selling online AND that it is getting more competitive, we need to be even better at listening than ever. It is often extremely difficult to come up with strong USPs and differentiators, but those who listen best will understand more and are more likely to find that little ‘nugget’ they can use to motivate the client to choose them.
To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.
Whether the ‘table’ you’re trying to get to is real or virtual, we must generate new business with clients and potential clients. If we are not regularly speaking to these people our competitors (who are speaking to them) will increase their market share at the expense of ours. Whatever you call it, all successful firms see this activity at least as important if not more important than fee earning work.
To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.
Technical experts need to be able to sell but many people in this area would consider selling to be, at best, unnatural. At worst, something they feel they simply can’t do! In our experience, part of the challenge is knowing how to structure a BD (‘sales’ if you prefer) call. Our definition of this conversation is ‘building the client’s motivation to buy’.
To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.
Proactive client management ensures that you deliver services on time and on budget, whilst meeting expectations and nurturing a positive working relationship.
Course overview
This course provides a comprehensive overview of client planning aimed at those new to the idea. It will help your team identify potential growth and strategic solutions that benefit both you and your clients.
This professional development will also be useful to protect relationships from competitors aiming to increase their ‘share of the pie’ at your expense.
Who’s it for?
Client-facing fee earners who are responsible for managing key accounts. Participants are quite likely not to be trained sales professionals, but technical experts who have been given the responsibility for developing and protecting the most important clients in the business. We often encourage a mix of people in the workshop in terms of both seniority and discipline.
Course format
Face to face: A one-day workshop designed for 12 people (more if second facilitator). Will look at developing key client plans, learning tools such as relationship mapping and share of client’s spend. We encourage client teams to attend together and to work on real clients so we can apply the theory there and then culminating in a well-honed plan of action.
Webinar: A 60 minute live or recorded webinar aimed at explaining the fundamentals of Key Client Management.
Live Virtual Classroom: A 2 hour workshop containing much of the elements of the face to face option above but condensed into a powerful, intense session where participants will be able to apply their learning to key clients immediately.
Outcomes
Participants will find an increased awareness of what needs to be done to achieve client retention and growth, leading to the increased profits of mutually beneficial client / supplier relationships. They will also be equipped with the skills and resources needed to implement a practical plan of action for their organisation to establish the best practice of Key Client Management culture.
Content Outline
Planning and preparing for client meetings
Understanding the client
Exploring the client’s world – developing a differentiator
Planning, structuring and managing business development meetings
Practicing sales meetings and building relationships
Delivering a compelling proposition
“Gary and his team have both inspired us and provided us with the tools to manage and expand our key client base.”
Dr Alan Barr, Managing Director, RPS, Northern Ireland
“Having implemented the Questas ‘toolkit’ we are becoming more proactive, finding more opportunities and working together in a more effective way.”
The top five factors to successful key account management
Developing and implementing successful key account management programmes takes time and commitment. Gillian Sutherland provides advice on the steps you can take to ensure your investment of money and effort pays off.
Whilst it is vital to do a good job, it is not a replacement for sales. You and your team need to know how to spot opportunities and get around the table and discuss more and different projects. A great place to start is our online Cross Selling Course designed for technical people who are tasked with finding new work with existing clients.
How do you handle those conversations with clients or colleagues where you have to deliver bad news, or stop ‘scope creep’? It is never easy, but it can be handled professionally and maintain existing relationships. Our “Difficult Client Conversations” training course teaches techniques and gives tools to help make these tricky situations much easier for everyone.
Free consultation
Have questions for us? Get your team started today and gain a new competitive advantage.
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Course overview
Most of our clients are time poor and often struggle to find the time to dedicate to growing their business. Exploring the fundamentals of Business Development Planning aims to give technical professionals the understanding and skills to scope out, plan and execute their strategic sales activity much more effectively.
This course focuses on creating successful business development plans and you will learn how to get to the table of target clients and take control of your business development activity.
Who’s it for?
This professional development is highly valuable to anyone who has face-to-face time with clients and those who have a remit to explore opportunities and find work from both new and existing clients.
It would also be a useful reminder for those with more experience who may not have had any formal training – or at least not for a long time!
Course format
Live Virtual Classroom: 90 minute facilitated session taking delegates through the steps of putting action-driven BD plans together. Can be general or tailored to a group with specific objectives.
Face to face: In-house half-day workshop. Often working with groups who are focused on specific markets, regions or client types. Results are tailor-made plans designed to help delegates get in front of target clients and maintain a proactive approach to business development.
Webinar: Live or recorded, this is a 60 minute session aimed at exploring the fundamentals of planning business development activities.
Outcomes
Learn how to maximise the time and the resources you have to dedicate to business development
Understand the principles clients use to select chosen providers and develop a set of tools to help explore the client’s world
Ultimately you will develop increased confidence and will learn to apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.
“This course really simplifies the whole approach to business development, I am now very clear what I need to do.”
One of the most important business skills you can acquire is learning how to write a winning bid. The layout, language and style you use may make the difference between a successful bid and one that comes close. Bid less and win more work with our Bids and Tender Training here.
Become a natural sales person
Our Sales Conversations For Non-Sales People training course is the natural next step for engineering and technically minded professionals who are engaged in consultative selling and closing deals. In this training learners will hone their sales skills to boost their closing ratios and improve existing performance.
Free consultation
Have questions for us? Get your team started today and gain a new competitive advantage.
We are a business development consultancy which is passionate about helping our clients develop processes, skills and behaviours that will result in increased sales and improved margins.
‘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
