Everyone winning is always the winning move.

Welcome LinkedIn friends! Your weekly insight to grow your relationships and book of business.

One of the most transformative insights in business development is recognizing that the skills and mindset required for doing the work are the exact opposite of what it takes to win the work.

This distinction isn’t a subtle shift; it’s a fundamental change that requires rethinking how you approach growth.

Many professionals, after years of mastering their craft, struggle to adapt to this shift.

They assume that the expertise that made them great at execution will naturally translate into business growth.

But success in winning the work requires an entirely new set of priorities, skills, and, most importantly, a different mindset.

What “Doing the Work” vs Winning the Work Looks Like

When you’re doing your job, your focus is on solving problems, sticking to plans, and delivering results. You make sure things are on time, on budget, and meet your clients’ needs.

You manage details, organize teams, and double-check your work.

Winning new clients or projects is totally different from just doing the work itself. It’s not about showing off how skilled you are—it’s about building trust and making real connections.

When you’re in the Doing the Work phase, the focus is clear: stick to the plan and deliver results. You make sure nothing goes over budget or outside of scope, and you aim to get everything done efficiently.

The goal is to maximize things like profit and productivity. Success comes from staying organized and in control.

But Winning the Work works differently. Instead of keeping everything locked down, it’s about being generous.

You focus on helping others—sharing advice, offering ideas, or solving small problems up front.

You build trust by giving, not guarding. The goal is to show you care and create value without expecting anything in return.

Here’s a key difference: In Doing the Work, you rely on delivering the right answers. In Winning the Work, it’s more about asking the right questions.

This shows you truly understand the person or business you’re working with and that you’re invested in their success.

Get great at both Winning the Work and Doing the Work mindsets, including how to quickly toggle between them.

These two approaches may seem like opposites—and they are!

But to grow and succeed, you need to master both.

Start by recognizing the difference, and then work on shifting your mindset when it’s time to win new opportunities.

That’s how you unlock your full potential.

Download the Doing vs. Winning chart here.

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Thanks for reading!

-Mo