Work Winning Ways: Shaping 2026

Hi, and welcome to the first edition of Work Winning Ways for 2026.

January can often feel…mixed.

There’s optimism about the year ahead. There’s pressure to hit the ground running. And there’s often a long to-do list staring back at you before the first proper coffee of the day.For many technically minded professionals, January isn’t about bold reinvention. It’s about figuring out how to make this year stronger than the last one.

So rather than talking about resolutions, this feels like a better place to start:

How do you make things happen in 2026?

From what we see, progress rarely comes from grand plans. It comes from small, repeatable behaviours applied consistently especially around client management and business development.

That’s what Work Winning Ways has always been about.

A quick look back

Towards the end of last year, we reflected on what really drove sustainable growth in professional services.

Not tactics. Not trends. But behaviours.

The firms and individuals who performed best weren’t necessarily the busiest or the loudest. They were the most intentional.

They balanced:

winning new work and looking after existing clients
confidence and a personal touch
commercial discipline and strong relationships

And they did the fundamentals well, again and again.

Introducing Work Winning Ways: The 5 Minute Advantage

For 2026, Work Winning Ways will take the form of short, focused insights designed to be read quickly and applied immediately. Each monthly newsletter will focus on one practical skill or behaviour.

Think of them as short, concentrated boosts designed to help you build momentum without feeling overwhelmed.

Topics will include:

cross-selling
pitching
difficult client conversations
negotiation skills
getting in front of clients
…and much more

No theory for theory’s sake. No jargon. Just practical prompts that make a difference.

If you want to make 2026 count…

Here’s a simple question to start the year:

What’s one behaviour that if you did it more consistently would improve your client relationships or business development?

Not ten things. Not a transformation programme. Just one.

Because the people who ‘make things happen’ aren’t usually doing more, they’re doing the right things more deliberately.

That’s what we’ll be focusing on this year. Until the January Espresso shot lands next month, here’s to a clear head, strong conversations, and a year where good intentions turn into real progress.

Kind regards,

Gary Williams Founder & CEO, Questas