The ability to win work and repeat business requires an entirely different skill set from everyday engineering. While you can’t succeed in the long-term without technical skills, strong networking and robust people skills will define your success as a consultant.
This course will provide the road map for how to ‘win the game’ of getting (and keeping) work. Discover the secrets to communicating persuasively and maintaining great client relationships. But that’s not all: winning work doesn’t stop at getting the right clients on board. Once you’ve won the work, you need to plan and establish a good scope to have a profitable project and a profitable career.
In this course, you’ll learn:
- the skills of networking
- ways to decrease your application to acceptance ratio
- how to move from transactional consultancy to becoming a problem solver and trusted advisor
- the power of planning and creating clear scope to amplify profits
- where you’re leaving money on the table and how to stop
EA members get 15% off on selected workshops and training. Not a member? Sign up now
Any questions?
Contact us
14 July
12 October
This workshop will run during the following days:
14 July, 9:00am - 12:00pm AEST
12 October, 9:00am - 12:00pm AEDT
RSVP:
Registration closes three business days before each workshop.
We can customise this course for groups of six or more.
You choose the time, place, duration and format.
Find out how we can help you and your team by clicking on the button below to request a quote or calling us directly on +61 3 9321 1700.
Learning Outcomes
- Maintain excellent relationships with current and potential clients
- Engage in persuasive conversations
- Learn fundamental skills for networking
- Understand the tactics of the ‘game’ in business development
- Apply the Go/No Go assessment
- Bid for the right work
- Write winning proposals
- Plan effectively
- Create contracts that protect you and keep projects profitable
- Recognise the best fee structure for your business
Is this course for you?
You’ll benefit from this course if you want to increase your success rate in business development. Both in-house and independent engineers can apply the learnings, across any engineering discipline.
This course is best suited to professionals with 5-10 years of work experience.
Topics we'll cover
OPENING GAME - CONDITIONING THE MARKET
- Get familiar with the “game” of business development
- Do your homework
- Know the certifications and standards you require
MIDDLE GAME - CONDITIONING THE CLIENT
- Build client relationships
- Engage in persuasive conversations
- Understand cross-selling
- Learn how not to leave money on the table
- Apply the Go/No-Go assessment
END GAME - CONDITIONING THE DEAL
- Understand the key factors in offers - technical and financial
- Write great tenders
- Create effective contracts
- Decide the best fee structure for your business
Moein Varaei is the Principal Consultant at Global Empowering Solutions. He has over 30 years of experience in consultancy and project management across road, wet and dry utilities, airport infrastructure, bridges, tunnels and metro. Having coordinated international teams all working towards the same project, Moein loves to help teams understand motivation, relationship management skills and effective planning.
Moein is a Chartered engineer and a Registered Professional Engineer of Queensland. In his current role, he provides training, coaching, advisory and policy writing services to other engineering consultants and struggling project teams.
