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.
In this episode of Create, Convert, Retain, Gary is joined by Mike Reader. Mike is the Head of Work Winning at Mace, leading opportunity management, capturing and bidding across Mace's Consult business. Join the discussion on building a team that can work with clients and then developing the team as a whole.
KEY TAKEAWAYS
BEST MOMENTS
"Clients are multifaceted'"
"Building momentum is finding some quick wins for the team'"
"You can be more successful with a team rather than just a heavy hitting individual'"
VALUABLE 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.
ABOUT THE GUEST
With over 15 years in the industry Mike has had the opportunity to work with designers, project and cost managers, surveyors and specialists across the sector, supporting clients as varied as local government, energy and utilities companies, complex private sector organisations and contractors.
He has a passion for business strategy, which leverages his skill sets and interests in business development, team leadership, organisational design and marketing.
Through Mike's role at Mace, and through activities outside the work place, he is able to explore his interest in the theory and practical examples of what makes some projects and people successful and others less so.
Mike is driven by the belief that everyone has a part to play in the modernisation of our sector, and that only by trying new things, learning from our mistakes, and working together as one industry, we will meet the global challenges the world faces today.
CONTACT METHOD
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.