Autumn term
The beaches are empty, the inboxes are full, and the kids are back in classrooms (hallelujah). September is the closest thing professional services has to a fresh start.
We’re all tanned, caffeinated, and ready for the great autumn sprint into Christmas. Aren’t we?!
So, before you sharpen your pencils and pack your satchel (bag for anyone born pre-1995), here are three things to get your sales and BD brain back in gear. Enjoy.
#1. Do your homework
Remember that sinking feeling when the teacher asked, “Have you done your homework?” and you hadn’t? That’s probably how your pipeline feels right now.
Start by reviewing every outstanding proposal, pitch, or “we’ll come back to you after the summer” conversation. Take a hard look at the likelihood of success. Compare this pipeline against your financial targets — it’s one of the simplest ways to see if you’re genuinely on track or in fantasy land.
On the contacts side, aim for at least 20 “post-summer catch-up” messages. Mix up the delivery channel (phone, email, LinkedIn). If you land five actual meetings in September (a healthy 25%), you’re doing very well. Prioritise the customers most likely to give you Q4 work — it’s about focus, not volume.
#2. Check the timetable
In school you had a timetable. In work, it’s your business plan. This is the time to step back and reflect:
- List out what has actually worked so far in 2025. This will help with performance reviews, but more importantly, it reinforces that you are doing something right. Make sure you pause and take a moment to congratulate yourself. It’s too easy to forget the victories, however small.
- Be honest about what hasn’t landed. Quickly review why it didn’t work and, if required, cut it loose — no point repeating the same mistakes.
- Review your financial metrics. Compare them against the activity you’ve been doing. Where’s the best bang for buck? Double down there.
- And most importantly — what do you need to set up now for a strong year-end push?
Treat the autumn term as revision season. Get your timetable straight, so when December rolls around, you’re not pulling an all-nighter to cram.
#3. Hit the revision guides
Revision isn’t just solo slogging. Go and talk to colleagues: what are they seeing in the market? Where’s the market demand? And crucially — where are the opportunities for collaboration in Q4? Shared wins beat lone-wolf victories every time.
But don’t stop there. Dust off your 2025 creds, update your LinkedIn and website bios, and revisit your learning and development objectives. And here’s the big one: if you’re not doing any training in relation to AI — how it benefits you individually and your organisation — you will be left behind. The pace of change is brutal. Ignore it, and you risk becoming the professional services equivalent of the overhead projector.
Class dismissed!
Now grab your metaphorical lunchbox, polish those shoes, and go ace Q4.
We’re building a team of voice enabled AI assistants to support you with BD activities and allow you to spend more time being human. Interested? We’d love to chat.
