Winning More Than Your Share Of The Pie

Mar 20, 2023 | Key Client Management, Maximising your time, Podcast


On this episode Gary speaks to Mark Anders, who is an Operations and Framework Director at Mace. Mark tells a great story about how he came to be doing what he does today (you would never guess!). He shares his many years experience in managing Client Frameworks and offers some sage advice on how to get the most out of the client and, importantly, how to win more than your fair share of the pie!


Mark thinks the most economic way of bringing in services is not to go out to the open market every time, it’s to build a framework of businesses who meet a certain set of criteria. This way you will only have to do your research on them once, you get a high level contractor, and it will save you time and money.
The key part of your engagement on the framework is that it lets you know more about the client and what the client needs. The old question ‘what keeps you awake at night’ is more relevant than ever.
Frameworks allow you to learn and understand what direction the client wants to head in and what the future looks like for them. Be part of framework management and have those community meetings where they discuss what their buying power is.
You can also use a framework to understand buying habits. You can gain tangible added value by observing and understanding the scope and feeding that information back to the client.
If you can not just meet and deliver on client expectations, but exceed them, then that client is going to try and bring you back.


  • “Save yourself the time and energy and go to that supplier”
  • “As a client it’s about how risk averse you are”
  • “You don’t just say what you’re going to say, you do what you’re going to do”
  • “You have two ears and one mouth and should use them in that proportion”

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Gary Williams

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Gary Williams

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

An experienced business development consultant, sales trainer and executive coach, Gary is the founder and CEO of Questas.

A former sales director in the fast moving telecoms and IT industry, he has spent the last 15 years working in the professional and engineering services sector, helping companies to transform their account management, client relationship and business development skills. Find out more about Gary here.

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