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.
Hosted on Acast. See acast.com/privacy for more information.
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.
Hosted on Acast. See acast.com/privacy for more information.
I am very pleased to speak to Frank Lippert - one half of the PSM (Professional Services Marketing) Podcast. Frank is based in Sacramento California and in our discussion we were looking for the differences in marketing and business development between the UK and US. So far, it seems that there really aren't too many differences but Frank speaks very eloquently about the RIGHT way to do business and how to win and maintain clients. There are some interesting differences depending on which state you're in but by and large, we agreed that being genuine, caring and curious are your best friends in work winning!
KEY TAKEAWAYS
BEST MOMENTS
‘Often the biggest client, isn't the most profitable one'
‘If you deliver the project well, your clients will talk about it, that's the marketing'
‘Meetings with clients are a bit like a first date'
EPISODE RESOURCES
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
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.