I recently listened to an older episode of the Daily Creative podcast with Todd Henry.
The episode was an interview with Mo Bunnell titled after his book Give to Grow.
A foundational message was that doing the work is different than winning the work.
Our actions when working are, and should be, different than when pitching.
We can think about an actual new business pitch.
However, this could also be tied to other things:
Organic growth.
A business idea.
A shift in our role.
An elected office.
A new job.
We are pitching thoughts, ideas, and ourselves all the time.
The key Mo identifies in getting the work vs. doing the work is to shift key approaches:
- Go into current work with a full presentation and a pitch with a blank page.
- Write short and helpful emails to get the work vs. long and clear when doing the work.
- Lead current work with the best answers and pitch work with the best questions.
“A great deal might make your year, but a great relationship can make your entire career.” – Mo Bunnell
My Perspective
I’ve never considered my approach in this way.
There are glimmers of the concept in what I have done, but not with intentionality.
When listening to the episode, the approach made so much sense.
During the pitch phase, we are initiating a relationship and getting to know one another.
When doing the work, we have gained trust in each other and can jump to closure and conclusions.
I wonder if over time, we should go back to the qualities of the pitch phase with existing clients.
Looking at the situation with wonder and possibilities.
And, we should make sure we are planting seeds of new relationships throughout our careers.
Your Turn
While this clearly applies pitching business, do you see ways to apply in pitching anything?
How do these ideas shift your perspective?
Have you ever gone into a pitch with a blank page?