Mastering Two Mindsets: Doing the Work vs. Winning the Work

Over the past week, I’ve been reading Give to Grow: Invest in Relationships to Build Your Business and Your Career by Mo Bunnell, and I have to say—it’s quickly become a favorite among our team at Covve. This book completely absorbs you and really challenges the way you think about success.

Give to Grow is more than a business guide—it’s a transformation of mindset. Mo Bunnell shows how professionals can build a growth mentality that not only helps them deliver great work but also win new business consistently.

What really struck me is Mo’s explanation of two mindsets that professionals need: Doing the Work and Winning the Work. 

They seem like they would go hand in hand, but Mo explains how they require very different approaches.

Doing the Work vs. Winning the Work

Doing the Work is all about certainty. When you’re focused on the delivery, it’s about hitting deadlines, staying on budget, and making sure everything is clear and reliable. You’re working within a structured framework, providing solutions that meet expectations.

On the other hand, Winning the Work involves possibility. It’s not about having all the answers from the start. Instead, it’s about guiding the client through options, sparking their curiosity, and showing them why you’re the best fit. It’s much more fluid, focusing on potential rather than predictability.

Practical Examples

Mo’s book shows how these mindsets play out in real life. For example:

• When you’re Doing the Work, you’ll often send long, detailed emails to provide clarity. But when Winning the Work, it’s more effective to keep communication short and focused on how you can help, rather than overwhelming the client with information.
• While Doing the Work means having the right answers, Winning the Work is about asking the right questions. It’s about understanding what the client really needs and opening up a conversation that leads to collaboration.
• In delivery, we might walk into a meeting with a polished presentation, ready to explain everything. But in the early stages of winning business, walking in with a blank page, ready to engage the client in a dialogue, can be far more effective.

Mastering Both

The real challenge is knowing when to shift between these two modes. Many of us get stuck in delivery mode, especially when we’re under pressure. But Mo emphasizes that applying the same methods used to deliver great work doesn’t always lead to winning more of it.

The real key is mastering both mindsets. 

By knowing when to offer certainty and when to explore possibilities, you become more than just a service provider—you become a trusted partner. This balance is what truly leads to growth.

Does any of the above resonate with your career or business growth efforts? We’d love to hear your thoughts! Feel free to reach out to us at team@covve.com, and don’t forget to check out Give to Grow