19 July 2018

9.00am to 4.00 pm



Conisbee, 1- 5 Offord St, London N1 1DH


This one-day course delivered by Questas is aimed at early career professionals in the built environment.  It is designed to provide an introduction to the key skills and processes required for winning work with both new and existing clients along with a foundation in client management.


The course is based on the ‘Growth Model’ which provides the building blocks for effective business development and client management:

  • Create: Create a reputation, relationships and opportunities with new and existing clients.
  • Convert: Develop consultative selling skills, motivating clients to engage your services.
  • Retain: Deliver services to the client in a way that meets (or even exceeds) expectations, giving you the platform for cross-selling and long-term profitable growth.

The day is full of practical tips and advice and designed for those who are primarily technical but who also need to play a part in winning work.


People attending this course will:

  • Learn a simple/effective model for business development activity
  • Learn how to Build reputations and market themselves (internally and externally)
  • Understand a structure designed to enable effective client meetings
  • Practice advanced communication techniques aimed at exploring the client’s world and uncovering opportunities.
  • Learn how to apply client management principles to their own clients.


This course is designed for any client-facing people in the design and construction of the built environment.


Questas is a business development consultancy working in the professional and engineering services sector. Clients include major engineering consultancies and our people have worked in client/sales positions for firms in our market.



Gary Williams

Gary is an experienced business development consultant and executive coach having spent the last 13 years working for clients in the professional services sector.


Working with firms operating in the built environment including Solicitors (from Magic Circle to regional players), commercial property firms and blue chip engineering consultancies, achieving great results by transforming the processes and behaviours of his clients in the area of business development and client management.


Workshop maximum number: 15



£200 for Engineering Club members

£250 for non-members


To book a place email

Course / 19 July 2018

The Fundamentals of winning work and retaining clients