14 episodes

Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.

This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.

We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.

There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.

Working Winning Ways Gary Williams

    • Business
    • 5.0 • 3 Ratings

Work opportunities with the right kind of clients, Winning those opportunities into the right kind of fees, Ways to retain those clients for the long-term.

This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.

We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.

There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.

    Cross Selling in the World of Professional Services

    Cross Selling in the World of Professional Services

    In the world of professional services and engineering consultancy services, cross selling 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 it’s done, and what are the obstacles to overcome.

    • 21 min
    How to Become a Trusted Advisor

    How to Become a Trusted Advisor

    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 being one.

    KEY TAKEAWAYS
    Clients are becoming more and more demanding. You have to add good commercial acumen, understanding what the client wants to achieve. They also want you to show that you understand the world in which they work.
    The differentiator in winning work can often be a grasp of the things that affect the clients environment and the ability to talk in their language with the terms they use.
    Under promise and over deliver. If you’re saying what the client wants to hear and over promising, then if you don’t deliver, trust is broken. Expectation management is crucial.
    Clients will also expect you to manage them. Do you make their life and their job easier?
    Be proactive about meeting client's needs. To be proactive you need to know your client and what they will need and when. You will also need to know what they need but haven't asked for yet. 

    BEST MOMENTS 

    ‘You need the ability to talk in the client's language’

    ‘Projects happen through people’

    ‘10 pm is not close of business, it’s Monday morning’

    EPISODE RESOURCES

    Questas Academy

    The Trusted Advisor

    ABOUT THE HOST

    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.

    http://linkedin.com/in/garyquestas


    https://www.questas.co.uk

    Instagram: @bdcoachinghub

    Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/

    See omnystudio.com/listener for privacy information.

    • 18 min
    Working Winning Ways with Edd Stone (Technology Partnership)

    Working Winning Ways with Edd Stone (Technology Partnership)

    Working Winning Ways is the new name for the podcast and for this shake-up Gary has a fantastic interview with Edd Stone of The Technology Partnership. Hear all about how Edd works with, understands, and builds strong relationships with people that can last over an entire career spanning different companies.

    KEY TAKEAWAYS
    Relationships in business development are very important and should be nurtured over long periods of time. Many of their clients didn’t predict that they would need work with The Technology Partnership again, but because those connections were there then the choice of who to go with was easy.
    It’s the people who are trying to solve the problems within organisations who are the ones who will come to us to help them solve it no matter which business they’re working for.
    You shouldn’t assume you know what is best for a client at a particular time. You need to really listen to their needs and understand the nature of the problem in front of you. To do that you need to recruit great communicators who can make sure you’re on the same page.
    Hard technical things are very rarely a solo endeavour, they require lots of people from different backgrounds to work together.

    BEST MOMENTS

    ‘Cambridge is a low-risk place to do risky things’

    ‘At the end of the day it’s got to hinge on commercial viability’

    ‘That curiosity is an aspect of being a great business developer’

    ABOUT THE GUEST

    Edd Stone:

    “Cell and gene therapies have shown the ability to cure some of the most terrible diseases. I am passionate about finding ways to get these treatments to more patients by revolutionizing how we manufacture them.

    For over 15 years, I have been fortunate to work with some of the world's most innovative companies to help bring new life science products to market. The last 7 years I have dedicated to cell and gene therapy manufacturing, spanning from commercial strategy through technology development and onto production.

    I have worked with clients to develop new technologies, enjoyed the challenges of finding technical solutions, undertaking risk analysis, performing due diligence, creating new IP and meeting with regulators.

    The Technology Partnership is an independent technology company where scientists and engineers collaborate to invent, design and develop new products and technologies.”

    LinkedIn

    Website

    ABOUT THE HOST

    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.

    Gary's LinkedIn

    Questas Website

    Instagram

    Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/

    See omnystudio.com/listener for privacy information.

    • 36 min
    Engineering and Leadership with Pat Sweet

    Engineering and Leadership with Pat Sweet

    Engineering and Leadership with Pat Sweet

    • 47 min
    Building Customer Experience Around Trust, Care and Value– Paul Adams

    Building Customer Experience Around Trust, Care and Value– Paul Adams

    Building Customer Experience Around Trust, Care and Value– Paul Adams

    • 37 min
    Why Client Services, Problem Awareness and Understanding is the Key to Success

    Why Client Services, Problem Awareness and Understanding is the Key to Success

    Why Client Services, Problem Awareness and Understanding is the Key to Success

    • 39 min

Customer Reviews

5.0 out of 5
3 Ratings

3 Ratings

mac1civ ,

Get Confident with business development

These podcasts are helping me to build my knowledge, skills and confidence around my business development work.
Great listen to listen to with interesting and knowledgeable guests.
Recommended ✅

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