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.
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
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.”
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.
This show was brought to you by Progressive Media
Hosted on Acast. See acast.com/privacy for more information.