It's Called Cross-Selling Because it Makes Clients Cross! How the Professional Services Sector Manages Sales and Client Relationships: Interviewing Nigel Clark

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Work Winning Ways

Gary Williams

24 episodes

7 months ago

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.

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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.

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.

Hosted on Acast. See acast.com/privacy for more information.

Management

Technology,

Business

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It's Called Cross-Selling Because it Makes Clients Cross! How the Professional Services Sector Manages Sales and Client Relationships: Interviewing Nigel Clark

Work Winning Ways

47 minutes 35 seconds

4 years ago

It's Called Cross-Selling Because it Makes Clients Cross! How the Professional Services Sector Manages Sales and Client Relationships: Interviewing Nigel Clark

In this episode, Gary speaks with Nigel Clark, who is currently leading Marketing globally for SLR Consulting - an international leader of environmental and advisory solutions helping clients of all shapes and size achieve their sustainability goals. He is an experienced strategy, marketing, communications and client development leader.

Nigel has a wealth of experience and holds nothing back in this episode, sharing thoughts and ideas relevant to anyone in the professional services sector.

KEY TAKEAWAYS

In Nigel's world of consulting, it is common practice for most time and effort to be spent ahead of a bid for a job. It can be an extremely competitive process, even if you have a pre-existing relationship with the client.
SLR Consulting have a formal client programme, they think about specific clients they want to develop a relationship with and try to make this a two-way process. They then have set people in the team who are designated to client relationship management, ensuring they are confident and comfortable in what they are doing.
It can be useful in larger companies or bigger projects to have dedicated salespeople. These would still be people with a technical background as they need to have context and an understanding of the clients' needs, but it would mean other individuals would then focus on specialising on delivering different aspects of the project.

BEST MOMENTS

“The vast majority of our time and effort is ahead of bid not after the bid”

“You can't expect somebody to sell and deliver that type of project”

“I'm very confident at saying I'm not the person you need to speak to and develop this but I have a colleague that can”

VALUABLE RESOURCES

https://questas.co.uk/cross-selling-how-to-achieve-growth-by-cross-selling-in-professional-services/

https://questas.co.uk/e-learning/

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.

ABOUT THE GUEST

Nigel Clark - Global Marketing Director, SLR Consulting

Currently leading Marketing globally for SLR Consulting - an international leader of environmental and advisory solutions helping clients of all shapes and size achieve their sustainability goals.

He is an experienced strategy, marketing, communications and client development leader, in particular in the professional services sector having led teams in both strategic and operational roles in financial services, management consulting, legal, environmental, business services and engineering firms. He is also a course director and marketing tutor with Cambridge Marketing College, the UK's leading provider of accredited marketing courses, qualifications and apprenticeships, and a non-executive director of the Professional Services Marketing Group (PSMG).

Nigel is the editor and author of the 'Professional Services Marketing Handbook: How to build relationships, grow your firm and become a client champion' , published by Kogan Page April 2015 and also one of the authors of the 'Professional Services Leadership Handbook' published by Kogan Page in August 2017.

CONTACT METHOD

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/

This show was brought to you by Progressive Media

Hosted on Acast. See acast.com/privacy for more information.