The Win Without Pitching Manifesto

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The Win Without Pitching Manifesto

The Win Without Pitching Manifesto

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Good quote: “A good client will begin to relinquish control once he has the confidence that the expert practitioner knows more than he does, or has the tools to learn more”) The truth about average people is that, regardless what they claim to want, they will avoid difficult decisions or undesirable tasks even thought they represent the path to what they want. A manifesto of business practices for those who sell ideas and advice, The Win Without Pitching Manifesto lays out twelve steps–in the form of proclamations–that owners of creative businesses can take to distance themselves from their competition, regain the high ground in their client relationships and learn to win business without first parting with their thinking or writing lengthy proposals. The twelve proclamations were written to inspire owners of independent creative businesses (e.g.: design firms and advertising agencies) to rethink how their services are bought and sold. Anyone who sells ideas or advice will find relevance in their teachings. The Win Without Pitching Manifesto by Blair Enns – eBook Details The goal of this book is to free the creative firm from the ‘ pitch’. But what is the pitch? It is described in the book as: State with polite conviction, "It is our policy to not begin to solve our clients’ problems before we are engaged."

We do not need to be faster, smarter or more creative than other firms, only more focused. Start with focus. Negotiating success goes to the party most comfortable talking about money. By talking about money issues as early and as often as possible, we make sure that that party is us. Our mission is to position ourselves as the expert practitioner in the mind of the prospective client." One of the benefits we bring to our clients is the advantage of an outside perspective, one that is not saddled with perceptions or bias or a hidden agenda."

Customer reviews

You keep pitching when pitching is just a way to lose and clients keep wanting pitches because they haven't heard anything better. As artists, we do not work for money, but for the sake of creating something and hopefully making a positive change in the world. I love that the author wrote this from Kaslo! I lived in that tiny BC town for half a year when I was six years old, and it was a foundational little adventure. And since I live with my family in a medium-sized BC town right now, working remotely for clients, doing writing and thinking work, this is a nice fit. Best salespeople = help clients see their problems / opps and solve / get them (they are respectful facilitators of change).

And of course -- there is the one rule that never changes -- every client reserves the right to change his/her mind until he/she parts with his/her money. So even if you win a pitch it makes no difference until the money is spent or the deed is done.Technology and oversupply are combining to rapidly widen the gulf between the commoditized tacticians who now bid their services against each other online, and the expert practitioners who command significant fees for leading their clients to novel solutions to meaningful business challenges. The middle is disappearing. I run a creative firm and was always learning with my mistakes. The growth rhythm is above average but not news worthy. And after reading this... Brace yourself world!

In the end of buying cycle, clients need reassurance. Hence, we should do exactly that, but we should focus on their motivation, rather than their request to fulfill this need. Take the long road of helping future clients, over time, to see that perhaps they do have a problem. Do this primarily through thought leadership—our writings on our area of expertise. I read this because it was recommended by The Freelancers Show. I read it online. Following are my notes for several of the proclamations.The lesson is that the most successful clients, whether owners or executives, have achieved their success in part because of their ability to take control - their ability to rise above and orchestrate others. This is their strength; and even though it is not always in their best interest, it is in their nature." Presentation, like pitch, is a word that we will leave behind as we seek conversation and collaboration in their place." Write. As previously cited. Writing is neccessary, especially writing on what you do. It should be an exercise, and it will cement your expertise. We do not begin to solve problems before we are engaged. Rememeber: Always charge for diagnostics phase (finding and reccomendations). Make stepping over and taking control with a diagnostic process, rather than client's self-diagnosis, a second nature. It is your strength.

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  • EAN: 764486781913
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