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How to Win More Work

Today, let's dive into a topic that's a cornerstone of your business growth: winning more work. 

Fresh off a training with our incredible Boardroom coaching program clients, I want to unpack the process of confidently securing more projects and boosting your project pipeline.

You know that feeling when your business is soaring, projects are flowing in and you feel incredibly confident with your forecast project pipeline – it feels great, right? And then, bam, you hit a quiet spell. It's like feast or famine, and it's something we've all danced with.

Today I want to explore with you a way to make these peaks and troughs a thing of the past – and it starts with having a plan.

Imagine if your business development strategy wasn't just a series of notes you kept in your head, but a well-oiled machine. And as your business grows and gets busier, your BD strategies don't get lost or left behind. That's the magic we explored in our recent Boardroom training, and it's called the Traffic Light System – red, yellow, and green.

In the realm of business development, these colours mark distinct phases and opportunities. Greens are the hot prospects, yellows are the maybes, and reds are those who don't even know you exist.

When you're just starting to build your business, you're the driving force behind every connection, every chat, every proposal. You're working hard and are generating opportunities and work. But – and this is where the Traffic Light System comes in – you can't be the bottleneck to your own success. When that happens, it's time to delegate and systemise.

Let's take the reds, for instance. You're all hands on deck, reaching out, initiating conversations, getting the ball rolling. But when those conversations and opportunities start flooding in, and you're juggling meetings, how great would it be if the Traffic Light System could pick up some of the slack?

Picture this: those initial conversations, proposals, and even meetings are happening smoothly & without your involvement, even while you're working on other high-value tasks in the business or taking some well-deserved family time or diving into your hobbies. It's not magic; it's smart planning.

See, business development and winning work is all about momentum and keeping that wheel turning consistently. Those highs and lows, the roller coaster of feast then famine, let’s make that a thing of the past. We're here to craft a steady climb that doesn't lose steam.

So, let's break it down:

Step one: Get clear on what to do for each traffic light – the greens, the yellows, and the reds.

Step two: Figure out what can be automated and what needs your personal touch.

Step three: When you become the bottleneck, replace yourself with a system, process, or even delegate.

Imagine a business that's not just riding the waves but steering its course – with you at the helm, not chained to the oars.

No more ups and downs, just a smooth upward journey. You deserve that, your business deserves that, and your loved ones do too.

If you’d like to learn more, please take a look at my most recent podcast episode on this exact topic:

Click here for the podcast episode.

Click here to watch the video.

Josh ‘Win More Work’ Stone


PS: If you’re interested, here are 4 ways I can help you right now:


  1. Join the Leaders In Engineering community designed specifically for leaders and business owners

It’s our Facebook community where leaders and business owners are learning the strategies and leadership skills to step up and thrive right now – Click Here to join


  1. Download our FREE PDF guide – “How To Build A High Performing & Highly Profitable Engineering Team”

Learn the skills to get the most out of the people around you. Build a high performing team that generates incredible profits and allows you to have more fun and to spend more time with the people you love – Click Here


  1. Book in a Catch Up

This session is designed for you and I to touch base, to get to know each other a little better and to really look at where you are now, where you want to be and then we’ll make a plan together for how to get you there! – Click Here


  1. Work With Us

Join our training program designed to help you focus on the core areas of growing your team, your business and yourself in the process. Together we'll work on winning work, business development & client relationships. We'll look at strategies for team performance, project performance as well as your leadership skills to motivate and get the most from the people around you. We'll also focus on your growth as a leader, effective delegation to those around you and only focusing on the strategic activities that move the needle and make the biggest difference. - Just send me an email at [email protected] with the word “PROGRAM” and I’ll get you some more information.


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