All of us are operating under a new normal! Facilitated by Keith Dugdale and Jon Huxley of The Business of Trust, this free webinar is for ACE New Zealand members who would like to learn best practice tools and ideas on how to build and maintain client relationships in these challenging times. Throughout the interactive session, there will be opportunities to ask questions and learn from both the facilitators and others on the call. The value you get from this…

The majority of people working in consulting engineering and related industries now find themselves working from home, and many are reporting that opportunities for new work are reducing by the day. One of the key challenges this situation poses to many people in our industry is how do I build relationships and win work, from home, in a challenging market? In this webinar hosted in conjunction with Consult Australia and Engineers Australia, Keith Dugdale will share some specific ideas on…

As the world starts to re-open and many businesses are keen to quickly improve their cashflow, some of you will be on the look out for any opportunity to win work. One of the strategies you might think about adopting is to tender on RFPs that you find on tender sites or come across through various means, but where you have no relationship with the client - of if you do, it's very limited and you don't have any real…

Do you or your team only do BD when you have time? Did the onset of Covid-19 make you realise that your client relationships perhaps weren’t as strong as they should be? Do you focus on developing sales collateral about your offering that you can take to first meetings with new clients? Does your company reward people who spend hours/weeks/months working on tenders they have a slim chance of winning? Do your team sometimes struggle to understand what’s expected of…

Have you been having difficult pricing conversations with clients since the COVID-19 pandemic started? Have the effects of COVID-19 had an impact on your clients continuing to see value in the work that you do? Or are your clients wanting to pause or reduce their fees?There is no doubt that the challenges that 2020 have presented have been difficult for many to deal with and as organisations slowly begin to adjust the way that they operate, some firms are beginning…

Have you ever tried to implement a successful sales culture change? Have you come unstuck when trying to implement this change? Do you know the pitfalls to avoid when implementing a successful sales culture change? Richard will walk through how his organisation has successfully implemented a change in sales culture across Europe.  Join us for this free webinar where Richard with discuss: How to make the right strategic decision at the start The pitfalls highest risk areas Supporting and driving…

In the ‘New normal’ usual qualification and go-no-go processes will most likely go out the window, as companies chase every available opportunity. As you gear up to potentially responding to every RFP you receive, our expert presenters will share their expertise to help you try and win more than your fair share. In this webinar, participants will learn: How to position (virtually) for opportunities ahead of an RFP coming out. Tips to win government tenders. Top 5 tips and tricks…