Why Training in BD and Client Management Doesn’t Work Unless you Have Well Trained Leaders

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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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Why Training in BD and Client Management Doesn’t Work Unless you Have Well Trained Leaders

Work Winning Ways

14 minutes 53 seconds

3 years ago

Why Training in BD and Client Management Doesn’t Work Unless you Have Well Trained Leaders

Business development and client relation management is part of a trinity with leadership and management. That's the glue that holds organisations together that Gary will be discussing this week on Work Winning Ways. Find out why training in business development and client management doesn't work unless you have well trained leaders.

KEY TAKEAWAYS

People aren't prepared to say within an organisation where either they're fearful about what is required of them or that they're not heard. Businesses need to have psychological safety to retain good team members. You should have an environment that encourages people's ideas to be listened to and given due consideration.
The introverts among us are happy to not contribute, despite possibly having some good ideas in their heads. A good leader would be able to get those ideas out of those people and encourage thinking diversity.
The SCARF Model was developed in 2008 by David Rock, in his paper "SCARF: A Brain-Based Model for Collaborating With and Influencing Others." SCARF stands for the five key "domains" that influence our behaviour in social situations. These are:
Status – our relative importance to others.
Certainty – our ability to predict the future.
Autonomy – our sense of control over events.
Relatedness – how safe we feel with others.
Fairness – how fair we perceive the exchanges between people to be.

BEST MOMENTS

‘The client is at the heart of everything we do'

‘There are a lot of people at a junior level who can contribute to how things develop but aren't given a platform'

EPISODE RESOURCES

Questas Academy

David Rock - The SCARF Model

Amy Edmonson - The Fearless Organisation

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/

This show was brought to you by Progressive Media

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