Doing the Work vs. Winning the Work

Mo defines the difference: doing focuses on certainty and delivery; winning focuses on possibility, agenda shaping, and access.

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Episode notes

What if the way you've been going after bigger opportunities is exactly what's making them harder to land? There are two approaches most leaders take, and they both leave opportunities on the table.

Mo Bunnell, one of the world’s leading experts on business development and author of Give to Grow, teaches a third strategy that actually wins the work with less effort.

This episode breaks down the difference between doing the work and winning the work, and how making this shift changes the way you run meetings, handle pricing, and ask for referrals.

⏰Timestamps

(00:00) Introduction

(00:32) Doing vs. Winning the Work

(04:22) Mistakes That Kill the Pitch

(07:37) The IKEA Effect

(10:13) Building Credibility

(15:57) Storytelling

(19:27) Pricing Conversations

(21:21) Pricing Options

(23:55) Raising Prices

(27:15) Asking for Referrals

(29:17) Closing Meetings with Momentum