Richard Moore

I help consultants get clients on LinkedIn, using sales and content 🚀 Follow #RichTips for content

At some point it becomes obvious: your expertise isn’t the problem.
The real challenge is turning that expertise into consistent, high-value revenue.

Whether you lead a commercial team or run your own consultancy, gaining traction with potential clients on LinkedIn often feels harder than it should.

That’s where I come in.

I train leaders, consultants, and founders in the psychology of high-trust deal-making and sales. This helps individuals and teams move from interest to commitment without pressure or scripts.

My work blends behavioural psychology, strategic communication, and modern sales design.
More importantly, it comes from doing it:
22+ years of being a sales practitioner and $millions in converted deals.

Because theory is powerful
But you can't beat having done it too

Crucially, the help I give is for those who want to sell with nuance, credibility and long-term results.

Here’s what we focus on:
Strategic positioning: shaping how your expertise is perceived by buyers and decision-makers

Authority content: creating trust through clarity, not noise

Conversation design: turning dialogue into opportunity with structure and intent

Deal-flow mastery: applying timing, buyer psychology, and decision dynamics to close complex deals

I’ve worked with organisations from Microsoft and LinkedIn, to JP Morgan and Deloitte
Beyond this I've also coached thousands of consultants, coaches and founders

All of them have had the focus on refining how they sell and how they communicate

As a 2x LinkedIn Top Voice and LinkedIn Learning Instructor with five courses on sales and communication, studied by tens of thousands of professionals worldwide, I'm asked to work with professionals on their delivery, awareness of buyer state and the words that move a buyer to step forward. 

My communities, the LinkedIn Client Accelerator and Art of Sell, bring together over 500 members focused on mastering client acquisition and high-trust sales.

In the offline world I founded Entrepreneur Business Live, a global event series connecting business leaders to support local causes and I’ve delivered keynotes and lectures at Oxford University, Warwick Business School, University of Edinburgh, Nottingham, Pearson Business School and many more.

If you want to elevate how you or your team win clients, with more trust, depth, and commercial precision, this is where we start.

DM me here on LinkedIn
Or email directly richard@therichardmoore.com
Or check out the featured links on this profile for more

Follow #RichTips for insights on high-trust deal-making and sales

Founder - LinkedIn Client Accelerator

Imagine being such a badass that you:

- win Dragon's Den
- casually teach yourself Chinese
- are head of growth for a $200MM fund
- worked at Accenture then JP Morgan 
- and are a serial entrepreneur 

Such a person exists

And she's called Carina Cunha.

So I'm thrilled that she is tonight's Masterclass in Art of Sell

You see, it's easy to find a community with speakers that
- Present well
- Have lots of followers
- Can even show some results

But it's a completely different game when they operate at the highest level

Last week?
Our topic was copywriting
So the speaker had sold $1bn 
And worked at Ogilvy

Next week?
How to communicate for sales 
He's coached Oracle and T-Mobile
And over 65,000 have taken his courses

When I built this community I wanted one thing from the learning:
Excellence

Always ask this question:
"Am I listening because they're popular? 
Or am I listening because they're the best?"

What's your belief on this?

--
Want to join us? 
Jump into the first featured link on my profile here → Richard Moore

#RichTips

I train founders in the psychology of high-trust deal-making and sales | Creator, Art of Sell | 2× LinkedIn Top Voice

These 3 job stats are a worry: 72%, 51%, 44%
Because they show something serious going on:

The numbers are for 2023, 2024 and 2025 in terms of the % of candidates with multiple job offers in their most recent job search*

That's trending dramatically down.

What does this mean?

This:
If you are less likely to have options, then you need to change something. 

Especially as the employment market will only get more competitive.

So what to do?

Focus on you, more. Here's how:

Look, sending out a résumé and patiently waiting in line is asking for trouble.

Instead, proactivity is the solution.

So:
1. Share your opinions on LinkedIn
↳ You'll be asked them in an interview anyway. 
But now your answer reaches many.

2. Network up
↳ Connect with those that might hire/influence hiring decisions. 
But be human: conversation > a pitch for a job

3. Show up, just not in queues
↳ Waiting in line for an interview screams average. 
Instead, go to events to network. Even attend events here on LinkedIn. 

Having the inside edge like this is how you get noticed
And importantly, it starts useful conversations.
Those that hire love to see initiative. 

What else? 
Work on your communication:
- Persuasion, influence and articulation all matter. 
- Because when you work hard to get your foot in the door, you don't want to throw that opportunity because you didn't train how you'd show up.

How else can a job seeker be proactive?

--
PS These skills matter. 
Not just in getting a job but after, too. 
That's why my Art of Sell community isn't just for better pitches,
It's for better persuasion and mastery of communication.
Yesterday, we had Alicia Teltz show how to win with LinkedIn
Tomorrow, we have Ravi Rajani go deep on building trust
These are the skills for careers. Not just moments.

From the Gartner “Voice of the Candidate, 1Q25” survey 

#RichTips #jobs

Richard Moore hosting his Entrepreneur Business Live London charity networking event, 2025

Bad advice can often sound good
So we think it's right. Here's an example:

Write content for 1 person
Talk about the 1 problem
Give them 1 solution

Part of this misses the mark.

And it's that middle line.

"Talk about the 1 problem"

You see, when you truly understand buyer behaviour, you realise something about "problems":
• You know what they are
• They usually don't

Typically, people don't fully know their problems
and they certainly haven't labelled them

For example:
- Business owners don't know their website's issue is its UX
- A patient with a cough won't know they have bronchitis
- CEOs don't think their problem is their personal brand

Problems require awareness

So you can see that speaking about problems often misses the mark.

You get it
Your peers get it
...and your engagement wrongly suggests your audience gets it

But the right people need it to relate more to what they're feeling now.

How do we fix this?

Instead of talking about the problem itself,
Speak to the symptoms of the problem:

Suddenly, the right people can relate to them
Because they're consciously living them
They're totally frustrated by them
They're fed up with them

It's a tiny nuance, but makes a massive difference

So,

Write content for 1 person
Focus on their symptoms 
Give them 1 next step

What are your customers' top symptoms?

--
📌The nuances of getting this right are covered in the Art of Sell
Comment or DM me "symptoms" and I'll share more about the workshops included

#RichTips

Richard Moore at his Entrepreneur Business Live London charity networking event

Let's stop pretending the month is over.

It’s not.

And yet some are already winding down, half-writing off the last few days like they don’t count.

Let me remind you:
↳ Revenue doesn’t care what the calendar says
↳ Targets don’t adjust themselves because you “feel done”
↳ And prospects don’t progress themselves while you blow across your coffee and coast into December

We’ve got 4 working days. 

That’s not “wrap-up” time
It's close time

↳ The pros know it
↳ The high performers I know always have this attitude
↳ That top 1% are circling their opportunities

Meanwhile, others are forecasting
Because they're finished.

So ask yourself:
Are you done? 
Or are you hitting the end of the month?

Easing in vs finishing strong:
It's always interesting to see how people respond, this time of the year

--
Having this state of mind is why I have mindset as my 1st module in the LinkedIn Client Accelerator: it affects all other things. 
DM "Mindset" if you want to see a breakdown of the modules the 241 members have access to

♻️Repost this if you feel those in your network need this energy!

#RichTips

Richard Moore hosting his Entrepreneur Business Live London, charity networking event

You are an asset.

This mindset shift altered two things for me:
- The view of myself 
- My career in sales

Here's how you possibly see yourself right now:

You see yourself as a source of frustration to prospects
You feel their time is worth more than yours
You're concerned you're intruding

Instead, start viewing yourself as an asset and the solution to their problems.

If a potential prospect needs support, then you are providing it!

This is valuable and needed.

From that reframe, you're not an irritation nor imposing on them.

Only by recognizing how much you can contribute in solving problems will you start approaching your sales as the helpful advisor rather than a begging, needy salesperson.

So, show them you're the expert equipped to answer any question they might have. 

But the big thing is to also show up as someone proud to be able to assist them.

Your skills and expertise are what set you apart and make you an asset - so now it’s time to own it.

Be honest: how do you view it?

--
♻️Repost this if you believe your network needs to see it

📌Hundreds of you have joined the Art of Sell so far and I can see why:
It's not just sessions on pitching, negotiation and delivery of price. 
It's also the adjacent topics on mindset, ego and linguistics. 
Pro-level customer acquisition is about being master of many areas
Not just one or too. 

Click "Visit my Website" at the top of this post for your access.

#RichTips

"This might not work"

Are you willing to say that?

According to Seth Godin, this is precisely what a leader should be willing to say to their team. 

Managers follow rules
They execute the plan
They deliver the thing 

But to volunteer. To say "I'll try this";
That is leadership.

So, 
↳ If you're doing the same as your peers
↳ If you're playing safe to only take part
↳ If you're letting others be the outliers

Then you're in the riskiest business of all.

Instead, we should be "dancing with the future".
Because it might just work.

To share a room with Seth and incredible leaders from 
- LuluLemon
- US Navy
- Schneider Electric
- Johnson Controls
- IKEA
and so many more, was a real gift this week.

Thank you to Brian Evergreen for hosting us in his The Future Solving Club. 
When you're invited to such spaces, grab them with open arms.

It's forums such as these that we can learn from the best, especially with a peer group of winners. 

Three more takeaways from Seth in the comments below🔽

--
♻️Repost this if you feel this is a great description of leadership

#RichTips

Here's my philosophy on content:
(and it appears quite different to most)

Because content for me is the gravity the pulls in people
But it's also the device to start conversations. 

For many, the end goal is views and likes.
But I personally feel that's missing the point.

What matters is the interactions we have
The depth of the conversations
And taking them further.

And I believe unless we're doing this,
We've lost sight of the community component.

How do you view this?

--
PS are you ready for tomorrow's newsletter?
Topic is the economics of trust & the use of credibility in dealmaking
Subscribe through my profile under newsletters

#RichTips

Almost 17,000 of you are now subscribed to my newsletter. Thank you

And last week, your feedback was so valuable. 

But more than anything, the dialogue and discussion was excellent. 
Let's do more of that again.

In this week's edition, I'm making the case for trust building being a 'hard' skill you can make into a system in your business 

And especially in 2025 when options are so numerous for buyers, you need an edge. This, in my opinion, is foundational.

Interested in your views...

--
PS Consider hitting Save on this newsletter if you can't read it now or reposting it if it would help your network.

#RichTips

In 2007, I was invited to launch a new product. We had no customers for it. We had no case studies. How did we succeed? To start, it was charm and cha

Open article: #2: The Economics of Trust: Why Credibility Now Decides Every Deal by Richard Moore • 7 min read

#2: The Economics of Trust: Why Credibility Now Decides Every Deal

15 months ago we asked for feedback
Now, we get so much right because of you. 

So let's do it again:

I'm big on building WITH my audience:
- The format of Art of Sell
- The feel of the experience
- The elements making it unique

They've all come from market research with YOU.

So, here's the next question:

↳ If "both" wasn't an option, which of these two workshops would matter to you most?

And yes, they're very similar - I'm fascinated by the psychology and why...

The result, as always, will feed into how we respond.

So thank you for being the input the members* benefit from!

PS do comment why, too. That part really helps.

--
*After all, you're often the same person!

#RichTips

Which of these workshops would you attend (if both wasn't an option)

The author can see how you vote. Learn more

Kershaw Partners Limited

Growing an event business is tough.

There’s no magic formula – because every business is different and business owners have specific growth objectives and timeframes to work to. But we do know that there are 5 core pillars that will determine your business’ ability and readiness to grow

• Management Discipline
• Business Strategy 
• People and Operations
• Marketing Communications and Sales
• Systemisation

The Partners at KP have over 250 years combined experience running businesses in all sectors of the Events Industry – we’ve experienced the highs of success and the lows of failure along the way, so we know what it takes to grow a business and avoid the pitfalls, in this idiosyncratic industry of ours! 

Our secret sauce is a combination of our know how and experience: 

✔ We know how to structure and manage successful events businesses 
✔ We know the industry and its sectors inside out 
✔ We know the tricks behind marketing and lead generation that actually work 
✔ We know how to facilitate partnerships, JV’s, mergers and acquisitions 
✔ We know the movers and shakers that make the industry tick 

The fun part is applying it to meet the needs of individual business owners and helping them achieve their goals, such as:

1. Providing interim CEO for a catering business and increasing turnover and profitability by 120% year on year 
2. Facilitating a merger between two complimentary events services businesses worth over £5m 
3. Facilitating an MBO and partial exit for the owners of a structures business
4. Developing and executing a master plan to transform a golf course into multi-use event space

" Kershaw Partners have brought a commercial realism, breadth of experience and structural methodology to the operation that we’ve hugely benefited from. Their down to earth approach and simple, easy to understand modules have helped to transform how we approach the operation and positioning of ISLA.” Anna Abdelnoor, ISLA

Partner

Advisor and Investor

The Collaboration Agency

Collaboration is an independent business development and marketing agency specialising in the Leisure, Sports and Entertainment sector.  We work with premium and luxury brands from across the LSE sector promoting and creating mutually beneficial commercial and strategic partnerships, including sponsorships, to build business and improve performance. 

Core to the business is Business Development from business plan & sales strategy development through to delivery. Collaboration understand that the key to success is building and maintaining strong relationships and help their clients achieve these through database management, exceptional contacts and a comprehensive knowledge of the LSE sector.  

Using a collaborative approach, we use marketing expertise appropriate to the challenge at hand finding solutions to Branding, Communications and PR, Creative, Website Design, Social and Digital Media and even Recruitment.

Director

Epsom Downs Racecourse

Epsom Downs is one of the UK’s most renowned racecourses and home to the World’s most important race, The Investec Derby.

Roles and responsibilities
Attend Board Meetings and race meetings when required
Assist the Executive in the acquisition of new Race Sponsors and Commercial partners and the promotion of the racecourse. The retention of current sponsors
Assist the Executive in the formulation of a strategic plan for the racecourse and an annual budget for submission to the Jockey Club Racecourses (JCR) Board.
Propose Capital Projects at racecourse level for submission to the JCR Board

Non-Executive Director

Pubs on Wheels

Pubs on Wheels is an award winning innovative and versatile mobile bar solution designed for the events industry. Created from former MOD Trucks, which have been immaculately transformed by one of the UK’s leading coach builders, we have re-created the quintessentially British destination, only on wheels!

From Festivals to weddings, from global sporting events to private parties, Pubs on Wheels will provide a complete and seamless operation to help you stage the perfect event.  We just turn up, set up and are ready to start serving in about 3 hours. Our philosophy is great product, served by exceptional people in beautiful surroundings.  We are all about delivering the ultimate customer experience no matter what the weather and no matter where the location.

Established in 2014, we have put together a team of people with over 75 years of experience within the event industry to create something unique in this market.  In the past three years we have delivered over 150 different events all across the UK and Europe.  Our financial model is very different from other bar operators.  We do not pay pitch fees or commissions, instead believe that we are at an event to maximize the experience for our customers and the financial return for our client.

We are working with some iconic brands, both pouring and non-pouring, not just as part of their activation.  We have an extensive knowledge about venues and events and are able to use that knowledge to create commercial opportunities for our clients which they may not have previously considered to maximise their brand exposure and return on investment.

Founder

Spotless

Spotless is one of the biggest Facilities Management companies in the World with over 40,000 employees worldwide.  Based in Melbourne, Australia, Spotless in listed on the Australian Stock Exchange with a turnover of around Aus$3bn.
Having identified a desire for a fresh approach in the UK, Spotless acquired Cleanevent, Cleandomain and EMC in 2010 to gain a strong foothold in the market.  Spotless now look after Wembley, Twickenham, Arsenal, Tottenham Hotspur, Chelsea, Cheltenham Racecourse, The O2 and Westfield Shopping centres

Roles and responsibilities:
Management of Marketing Strategy for Cleanevent and EMC in UK market
Development and Management of Marketing Plan
Management of Commercial Strategy including sponsorship, hospitality and public relations.
Management of Spotless UK brands
Developing strategic commercial partnerships with venues and rights holders
Maintaining and building relationships with existing Cleanevent and EMC clients
Developing new Facilities Management Business across LSE market in UK

Sales, Marketing and Communications Director

European Tour

Oversee all hospitality for BMW Championship, Nissan Irish Open, Smurfit European Open, Barclays Scottish Open, American Express World Golf Championship and Ryder Cup

Head of Hospitality Sales

QUINTUS EVENTS LIMITED

As well as looking after sales of bespoke events and corporate hospitality for Quintus owned events, was also in charge of developing new concepts around which the company could sell sponsorship and hospitality

Head of Sales and Business Development

Creative Breaks

Operations Director

I Help Event Entrepreneurs Acquire The Skills They Need To Shape, Manage And Grow Their Businesses, Significantly Increasing Their Value Without Adding To Stress Levels

Is your Event business struggling to reach the next level?

Are you facing issues that are stopping you from growing?

Are you finding it difficult to diagnose where the biggest problems are and how to solve them?

When I set my own event business up, I hoped to make enough money to support myself.  Five years later when we were approached to merge our company into bigger one, we discovered that we had spent 5 years creating no value in our business at all.

❌ We had never set a goal and vision, and had never made a plan

❌ We had no culture and had too many people doing the wrong jobs

❌ We were “making do” with sub-standard offices and equipment

❌ We had no marketing strategy and had no clue how to promote ourselves or to who

❌ We never thought of reaching out and investing in help and advice

So many Event Businesses have started this way.  No goal, no plan, no vision for what they want to achieve and after a few years of growth through repeat business and referrals they start to stall, but they have no idea why or how to solve the problem.

Over the last 7 years Kershaw Partners have worked with dozens of Event Businesses, diagnosing where the barriers to growth are, removing them and helping them to build more successful, more profitable and ultimately, if they are looking for an exit strategy, more valuable Event Businesses.

We start this process with a 2 Day Diagnostic Business Review.  We help you to take a step back from your business for a couple of days and draw a line in the sand. 

The 2 Day Review will:

✔ Help you to clarify your vision, ambition and objectives for the business and plan for them

✔ Make sure that you have the right people on the journey with you and that you are set up to achieve your objectives

✔ Enable your team to do the best job possible by having the best “tools” to work with

✔ Help you define a marketing strategy to find, retain and maximise the value from your customers

✔ Show you what structures you need to put in place so that the business can Run on Rails and not be so dependent on you

✔ Show you how to create value in the business so if you want to there is an option to exit your business.

This is what our clients say:

“I have spent a lot of money on consultants in the last two years, and other than the money I have spent with Kershaw Partners, the rest of it was a waste" (James Middlehurst, Kalm Kitchen) 

"We have used consultants in the past, but none who have walked the walk and are so grounded." (Ben Leslie, Yahire)

To find out more book a call at https://go.oncehub.com/IntroductoryCallwithDavid

David Watt

After speaking to Holly Faulkner on this week’s Event Matters, one insight really stuck with me:

👉 “Good enough is never good enough – not when your job is to help people show up at their best.”

Holly built Purple Patch Group and Presentation Experts around a simple belief: design, storytelling and event delivery should make people feel confident, clear and ready to shine – whether they’re speaking to 10 colleagues or 500 delegates.

In this episode, we explore:
- Why presentations are sometimes the real gateway to long-term event partnerships
- The difference between delivering an event and helping people look and feel great on stage
- Why clarity, trust and culture matter more than any platform or production kit
- How backup planning, preparation and process actually drive creativity

This isn’t a story about growth hacks or marketing funnels. It’s about reputation, relationships and making people look exceptional when it matters most.

🎧 Listen to the episode: 

Buzzsprout: https://hubs.ly/Q03WzyKN0
Apple: https://hubs.ly/Q03WzyXt0
Spotify: https://hubs.ly/Q03WzyVB0

Partner | Event Business Marketing and Growth Specialist

No alternative text description for this image

Thank you. Honestly, that’s the headline.
...

When we launched Event Matters just a month ago, we hoped it would spark some honest conversations about this brilliant, chaotic, people-driven industry we all love. What we didn’t quite expect was the reaction.

Nearly 300 downloads already. Messages landing in my inbox saying “this is exactly the stuff we don’t usually talk about.” People sharing episodes with their teams. Event pros telling us it feels like a chat over coffee, not a lecture.

That reaction is down to the guests who’ve been brave, generous and brilliantly honest with their experiences:

🎙️ Christopher Lind - thank you for showing us what it really takes to build an event business without burning out your people, and for speaking so openly about culture, care and leadership.

🎙️ Simran Whitham - thank you for reminding us that community isn’t a buzzword, it’s a way of thinking. Your insights into building something that people actually want to be part of were gold.

🎙️ Lucy Nicholls - thank you for bringing the emotion. For proving that events aren’t just about logistics, they’re about connection, memory and how you make people feel.

And not forgetting my colleagues, Mike Kershaw and Richard Dean, for kicking off episode 1 with me. Thank you for being willing to talk about the messy bits. The times things went wrong, fell apart or nearly did – and what we learned because of it.

To everyone who’s tuned in, shared an episode, sent a note or said “you need to listen to this” - we really appreciate it. 

It’s been brilliant to feel that this podcast is resonating with the people actually doing the work.

We’re learning, laughing and occasionally wincing with every episode. And we’re just getting started.

🎧 Listen to the full series here: 
→ Buzzsprout: https://lnkd.in/e4wKeNxv
→ Apple: https://lnkd.in/eBgNqTds
→ Spotify: https://lnkd.in/eQfnFHjj

After 20+ years working in events, it takes a lot to change how I think about experiences.
...

This conversation did exactly that.

This week, I sat down with Lucy Nicholls, Founder of The PS Events Group - a business built not on marketing, outbound sales or industry awards… but on imagination, emotional intelligence and 15+ years of consistently making people feel something at live events.

Lucy doesn’t start with logistics, run sheets or budgets.

She starts with:
 👉 What do you want people to feel?
 👉 What story are you asking them to be part of?
 👉 Where does the experience actually begin? (Hint: it isn’t when they walk into the room)

We talked about:

- How theatre, psychology and stagecraft can transform live experiences

- Why “performer’s intelligence” is still the most underrated skill in events

- How she built a business entirely on reputation, trust and word of mouth

- Why agility, emotional intelligence and integrity matter more than ever

Lucy is one of the industry’s best-kept secrets - and I’m delighted to share her story. Let me know what resonates. This one will stick with me for a while.

🎧 Listen here: 

Buzzsprout: https://hubs.ly/Q03VW48m0
Apple: https://hubs.ly/Q03VW3qk0
Spotify: https://hubs.ly/Q03VW4120

I was speaking with my colleague Mike Kershaw about why good event proposals still stall. 

His blunt assessment: most teams stop too soon. 

You were invited to quote because the client wants what you do - your job is to show why you’re the right partner and persist (professionally) until there’s a decision.
Instead of a vague check-in, make a fair trade ask: offer something specific and ask for a specific commitment in return.

This isn’t pressure for pressure’s sake. It’s persistence with purpose: earn the right to follow up, present a tighter fit, and secure a clear yes/no. Most “nos” are “not yet”; most “maybes” need a sharper offer and an easier path to commit. Or as Mike puts it: zero sales is zero sales - give every deal its best shot.

Try this for one week

- Choose five live enquiries and write one fair trade ask for each.
- Book the follow-up to make a decision, not to “touch base”.
- After each call, capture the next concrete step while it’s fresh.
- Review on Friday - what moved, what stuck, what to refine.


We unpack this (and more) in our Sales Success Accelerator - a one-day, event-specific masterclass focused on decision velocity, account growth and practical follow-up that converts. 

Read full details and apply now - places are limited and first-come, first-served. 

https://hubs.ly/Q03SYjg30

From a £100 Facebook ad to hosting TED conferences and one of the world’s biggest gaming nightlife festivals - that’s the journey of this week’s guest on Event Matters.

I sat down with Simran Whitham, founder of FORMAT Group, to talk about how he’s built not just a thriving events business, but a movement. His passion for community, creativity and the human side of events is infectious - and his honesty about the chaos behind the curtain will resonate with anyone who’s ever worked in this industry.

We explored:

- Why events are powerful “community conduits” in an increasingly disconnected world

- What makes a great workplace culture (hint: kindness and trust)

- The real role of AI in events and where human touch still wins every time

- And yes… the story of that one festival that almost fell apart with 22 seconds to spare. 

Simran’s story is a brilliant reminder that greatness really can grow from small beginnings.

🎧 Listen now to Episode 2 of Event Matters: 

Buzzsprout: https://hubs.ly/Q03SL_9S0 

Spotify: https://hubs.ly/Q03SM1Q10

Apple: https://hubs.ly/Q03SL_gM0

Most agencies say people are their biggest asset - few truly build their business around it.
...

In Episode 3 of Event Matters, Mike and I sat down with Christopher Lind, Founder & CEO of Shore Events Limited, who has created something rare in the industry - an events agency built on clarity, consistency and genuine care.
Shore Events has grown from a kitchen table idea into a respected global player, not by chasing scale at any cost, but by designing a culture that protects its people - especially when the pressure is on.

What I loved most about this conversation were Chris’s insights into:
👉 Building resilience without burnout
👉 What a healthy agency culture actually looks like (behind the pitch decks)
👉 Why mental wellbeing isn’t a ‘nice to have’ - it’s a growth strategy
👉 Leading with honesty, even when it’s uncomfortable
👉 Creating an environment where performance and humanity can co-exist

There’s a powerful message here: sustainable success in events isn’t about working harder - it’s about working healthier.

🎧 Listen to the full conversation: Event Matters - How to Build an Event Business Without Breaking Your People

Buzzsprout: https://hubs.ly/Q03TZTSv0
Spotify: https://hubs.ly/Q03TZQrK0
Apple: https://hubs.ly/Q03TZWZ40

A busy pipeline isn’t progress - clarity is. Too many “opportunities” are just polite conversations without a date, numbers or a budget. Tighten qualification and three things improve fast: win rate, forecasting and team focus.
Here’s how to qualify fast (and kindly):

- Date: when is the event? If there’s no date, it isn’t live.

- Numbers: expected scale and format.

- Budget: even a range is enough to shape options.

- Decision path: who signs, and when?

- Next step: one action, one owner, one time.

To help get you started here’s three practical moves to put into practice:

  1. Triage your top 20 deals. If any lack date, numbers or budget, move them to nurture and book a short clarity call.

  2. Rewrite your first reply. Set a timeline and the next step, and ask the three qualifiers you need to advance.

  3. Run a 20-minute pipeline huddle. Focus only on converting “maybe” to yes/no with a clear next action.

A smaller pipeline = higher hit rate. And fewer surprises at month-end.

Our Sales Success Accelerator Masterclass is next week on Thursday 27 November.

If you want a clear, practical system for faster decisions, sharper proposals and disciplined follow-up, secure your place today. 

 👉 Read full details and apply now here: https://hubs.ly/Q03Vm90T0

Do you want to make more sales????

If your marketing is working well, but you are struggling to convert great leads into clients then I would urge you to book yourself or your team into the Sales Accelerator Masterclass.

Having listened to Mike talk about how well this went yesterday, it is guaranteed to be an invaluable session for all #eventpros

Founder | Event Businesses Growth & Exit Specialist | Author

I had a brilliant afternoon yesterday going through the format for the Sales Accelerator Masterclass I am leading next Thursday, alongside my colleague, the awesome Ali Tait.

The Masterclass is going to be great.

I have been selling in this market for over 40 years, starting in sports hospitality and on to parties, incentives, conferences, venues, weddings, catering, entertainment and pretty much every other service an event company sells.

We grew our business to £50 million revenue through lots and lots of sales to lots and lots of companies, and I have tried to bring together literally everything I know about getting new business, developing existing clients and hunting for opportunities into this one, awesome day.

We still have room for a few more participants, so if you or any of your team want to understand exactly how to get more business and close more deals, then click on the link below and come along.

https://hubs.ly/Q03VmGs80

taplio

The Battle

Richard Moore

David Watt

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taplio

The Battle

Richard Moore

David Watt

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Richard Moore's LinkedIn Performance

Performance ScoreDavid Watt's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreRichard Moore's LinkedIn Performance