Ultimate chaos
If you feel like the world’s gone a bit mad, you’re not alone. War in Ukraine, Trump back in the White House trying to play geopolitical chess, German elections shaking up Europe, and markets that can’t decide whether they’re coming or going—it’s chaos out there. But where there’s chaos, there’s opportunity.
For many lawyers, accountants, and other professionals, the biggest challenge isn’t just keeping up—it’s knowing what to do with all this uncertainty. You’re trained to deal in facts, precedents, and clear answers. The problem? The world isn’t playing by those rules right now. We’re in a VUCA world—Volatile, Uncertain, Complex, and Ambiguous—and customers are looking for someone who can help them navigate it.
So, how do you turn macro madness into meaningful conversations with clients? Here are three things to get you started. Enjoy.
#1. Get comfortable with uncertainty
You’re never going to have all the answers. And that’s fine—because neither do your customers. The real skill is knowing how to help them ask the right questions. Instead of trying to predict the future (good luck with that), focus on providing perspective:
- “How are you thinking about risk in this environment?
- “What’s keeping you up at night with these market shifts?”
- “Where do you see potential threats or opportunities in your sector?”
You’re not expected to be a political analyst or an economist, but you are expected to be someone who can help customers think through the implications.
#2. Don’t wait – own the narrative
A lot of professionals make the mistake of waiting for customers to ask, “What does this mean for us?” before engaging. The best BD operators flip that on its head—they bring the conversation to the customer first. A simple email, LinkedIn post, or quick coffee chat can position you as someone who’s thinking ahead.
- “We’re seeing a lot of customers in your industry start to prepare for [X]. Might be worth a quick chat on what that could mean for you.”
- “With Trump back in the White House, we’re already seeing shifts in trade policy. How’s that affecting your strategy?”
Customers don’t need all the answers right now. What they do need is to know you’re thinking ahead for them.
#3. Make VUCA work for you – and your pipeline
VUCA is a nightmare for anyone looking for stability, but for sales? It’s a goldmine. Why? Because uncertainty forces businesses to rethink strategies, revisit risk, and (crucially) seek advice. Positioning yourself as a trusted advisor during these moments is what turns conversations into opportunities.
- Run a quick roundtable or webinar on “What [Insert Current Event] Means for [Your Industry]”
- Identify three customers who will be most affected by a major geopolitical shift and proactively reach out
- Use uncertainty as a reason to revisit dormant customers: “Given everything going on, let’s have a catch-up to see how things are shaping up on your end.”
Bottom line? The world isn’t getting any less chaotic anytime soon. But if you can help customers navigate the uncertainty, you won’t just be someone who reacts to the news—you’ll be the one they call first when it breaks.
Now, go and make VUCA your sales & BD superpower.
