5 Mindset Shifts That Changed My Career
For nearly 20 years, I’ve taught over 50,000 professionals, consultants, lawyers, and other experts how to level up in their careers.
Through this journey, I’ve uncovered one critical truth: there’s only one way to take control of your career and steer it in the direction you desire.
Yet, most people waste years stuck below their professional potential.
Why?
Because they haven’t mastered the one skill that could propel them forward: business development. Here’s how I discovered this the hard way, and the mindsets that can change everything for you.
1. Stop Working on Pre-Defined Problems
Early in my career as an actuary, I approached work like an assembly line: clients sent in data and requirements, and I delivered precise solutions on time.
But no matter how efficient I became, my impact and earnings were capped. To grow, I needed to move beyond solving problems handed to me.
The first principle of business development is identifying new sources of value. Instead of executing pre-defined tasks, I started asking: What else does the client need? What solutions haven’t they considered?
This shift pushed me out of my comfort zone. By leaving the “factory floor” of execution to explore new possibilities with clients, I wasn’t just delivering, I was creating value. And that value benefited everyone involved.
2. Fall in Love with Their Problem
When I finally got in front of clients, my first instinct was to pitch my solutions. After all, I knew exactly how to help them. But leading with solutions felt like selling, not serving.
The second principle of business development is to focus on the client’s problem, not your solution. Instead of presenting answers, spend the first part of every client interaction asking questions. Get to the heart of their challenges.
When you truly understand a client’s pain points, your recommendations are laser-focused. They feel heard and valued, and you’re far more likely to win their trust, and their business.
3. Stop Waiting to Reach Out
Top performers don’t wait for “the right moment” to engage with clients. They’re always finding ways to connect, whether it’s sharing an insightful article, scheduling a no-agenda lunch, or asking about industry trends.
Business development isn’t just about landing the big deal. It’s about small, consistent efforts to nurture relationships. Your technical skills are important, but your relationships are your greatest asset.
4. The Busier You Are, The Easier It Gets
It’s tempting to pause relationship-building when your workload spikes. But being busy is actually an advantage.
When you’re delivering work, you’re in regular contact with clients, closer to their day-to-day challenges, and more likely to uncover new opportunities.
The key is integration: make small relationship-building efforts part of your routine, even during your busiest seasons.
5. Make More Attempts
Here’s the truth: not every effort will pay off immediately. Some ideas will stick, others won’t. But over time, persistence wins.
Business development is an infinite game. The goal isn’t to win every deal but to grow relationships consistently. The more attempts you make, the more opportunities you create.
Shifting these mindsets transformed my career, and it can transform yours too. Focus on creating value, nurturing relationships, and making consistent efforts. The rewards will follow.
Mo
P.S. You can explore these concepts further by watching my video on this very topic here.