Key Takeaways from StratMonday Camp Thrive
By Nick Lowery
One of the many joys of my job, and of marketing research as a whole, is connecting with the many talented and wonderful people who make the industry what it is.
This past week I had not only the pleasure of hearing from one of those people, but from a multitude. Hosted by one of the best in the industry, Edward Cotton, I attended a webinar titled “StratMonday Camp Thrive – The Speaker Stack.” It was a fantastic event focused on several complex themes, including how to navigate careers and relationships, as well as the importance and uncertainty that come with strategy work.
One of the main takeaways was reframing sales as we typically see it. Several speakers pushed back against the norm of selling or pitching as an agency or strategist, instead framing it as the much more difficult objective of relationship building.
Rob Estreitinho described the idea as entering someone’s world before offering anything. Rather than immediately looking for a place to sell, the focus should be on first understanding who the person is and then exploring the problems, pressures, and priorities they manage. Listening first builds a foundation of trust and transparency and helps reveal areas where you can provide support. The part people do not want to hear is the reality that it may take a year from first contact to turn that relationship into real engagement.
Image by August de Richelieu
Friends first, clients second. Many opportunities arise from showing your true character and building genuine connections. Invite them to lunch, visit their office, or send them a happy birthday email. These are all ways to get to know each other better and allow the relationship to develop naturally.
Another takeaway was the importance of understanding why someone would call you and need your services. Do not try to be everything to everyone. Defining the situations where you are, and are not, the most helpful is key to supporting clients effectively.
The final theme was the uncertainty strategists face in their roles. Unlike roles that operate with clear metrics and outcomes, strategy exists in a space where the path forward is not clear or obvious. Strategists are frequently asked to interpret incomplete data or balance competing perspectives, all while trying to help clients make decisions without all the answers.
The value in strategy is not always about delivering the perfect solution, but framing the right questions, identifying patterns others might miss, and guiding teams toward more thoughtful decisions. Embracing that uncertainty is what allows the most authentic and meaningful results.
Events like these are truly a blessing, offering the chance to hear so many different perspectives and stories. They remind us that meaningful work often starts with asking the right questions and taking the time to truly listen.
At W5, that is exactly the kind of work we care about. We help strategists and strategy teams uncover insights to move forward with clarity and confidence. If you would like to learn more about how we can support your work, we would love to connect.