Podcasts about win without pitching

Most founders wait too long to adapt. Ray Deck says that's a mistake—and shows how to scale smarter using the tools you already have.What if the biggest leverage in your business isn't new funding or a bigger team—but the knowledge and trust you've already built?This week, I'm joined by Ray Deck, founder of State Change, to break down how AI, no-code, and personal reputation are changing the game for founders ready to scale—without burning out.Ray's seen it all—from the dot-com bust to the rise of SaaS—and now he's helping entrepreneurs build smarter by tapping into tools that amplify what they already know.We get into:

The 4 Steps to Selling Your Expertise as an ArchitectBlair Enns, founder of Win Without Pitching and author of The Four Conversations, joins the podcast to share a powerful framework for selling expertise as an architect. He explains how positioning yourself as a trusted advisor rather than just a service provider leads to stronger client relationships and better business outcomes.The conversation explores the four key stages of selling—probative, qualifying, value, and closing conversations—helping architects identify the right clients, set prices based on value rather than industry norms, and confidently say no to misaligned projects. Blair also discusses common sales pitfalls, how to recognize red flags in client relationships, and why shifting the focus from selling to advising creates more successful engagements.Whether you're struggling with pricing, client fit, or closing deals, this episode provides actionable insights to help you build a more profitable and sustainable architectural practice.This week at EntreArchitect Podcast, The 4 Steps to Selling Your Expertise as an Architect with Blair Enns.Learn more about Blair online at Win Without Pitching, check out his podcast 2Bobs, and connect with him on LinkedIn.Referenced in this EpisodeEA219: Pricing Creativity with Author Blair Enns [Podcast]The Four Conversations: A New Model for Selling Expertise by Blair Enns [book]Please visit Our Platform SponsorsGo to https://betterhelp.com/architect for 10% off your first month of therapy with BetterHelp and get matched with a therapist who will listen and help. Thank you to our sponsor BetterHelp for supporting our community of small firm entrepreneur architects.ARCAT.com is much more than a product catalog, with CAD, BIM, and specifications created in collaboration with manufacturers. ARCAT.com also offers LEED data, continuing education resources, newsletters, and the Detailed podcast. Visit https://ARCAT.com to learn more.

One of the worst parts of the job for many? Figuring out pricing. If you've ever had to price anything, this is a must listen episode. Blair Enns is the visionary behind Win Without Pitching, the organization that's rewritten the rules on how expert advisors and creatives close deals. As the author of The Win Without Pitching Manifesto and Pricing Creativity, plus co-host of the 2Bobs Podcast, Blair has redefined integrity-based selling and value-based pricing for countless leaders. In this episode, he and Ryan explore why fear is an inevitable part of the sales process and how embracing courage can help you command higher fees. Blair shares practical strategies to avoid “pitching prisons,” from anchoring high on pricing to structuring proposals with multiple options. He also shares some nuggets from his new book, The Four Conversations: A New Model for Selling Expertise, and reveals the unexpected path that led him from big-city advertising to a remote Canadian mountain town, where his mission to help businesses thrive took root.

Blair Enns, the visionary behind Win Without Pitching, joins us to chat about how creative professionals approach sales. Sharing his insights from a tranquil mountain village in British Columbia, Blair challenges the traditional sales narrative with integrity-based selling and value-based pricing. With his latest book, "The Four Conversations," Blair encourages shifting from providing solutions to probing with the right questions, setting the stage for those eager to refine their sales strategies in the creative sector.We tackle the stigma around sales roles, redefining them for experts, advisors, and practitioners. Blair advocates for a shift from sales pitches to advisory roles, focusing on establishing trust and authenticity from the get-go. This approach not only secures more business but also leads to richer collaborations. By maintaining an expert persona throughout, we explore how genuine connections lead to more successful client partnerships.Explore the nuances of avoiding needy sales dynamics and the significance of listening over persuasion. Blair delves into the power of maintaining authority without desperation, navigating the delicate balance of desirability and desire. Recognising the pivotal "flip" moment, where one transforms from vendor to expert, we discuss how this can shift the entire sales process. Whether you're grappling with the fear of narrowing your focus or striving to become a trusted advisor, this episode offers valuable frameworks to master the art of expertise-based selling.Blair's new book 'Sell and Price Like the Expert You Are is available here.TakeawaysEstablishing oneself as an expert in the sales process is crucial for success.The sale itself is a sample of the engagement, and the roles are established in this conversation.Behaving as an expert in the sales conversation sets the tone for the engagement.Not establishing the expert self can lead to decreased odds of winning, higher costs, and a less impactful engagement. The book introduces a new approach to selling based on four conversations: value, qualification, discovery, and closing.Shifting from a vendor mindset to an expert mindset is crucial in selling.The 'flip' moment, where the client sees the seller as the expert, is a key turning point in the sales process.Selling in a tough market requires maintaining confidence and expertise.Niching down and focusing on a specific area of expertise can enhance credibility and attract clients.Listening is more important than presenting or convincing in sales conversations.

For this episode of Sell With Authority we are doubling down on value-based pricing to help you future-proof your agency. Our guest expert is a true authority when it comes to pricing and sales strategy. Blair Enns, the CEO of Win Without Pitching and the author of the widely acclaimed Win Without Pitching Manifesto joins the podcast. His latest book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, is a must-read for anyone looking to get a handle on pricing in their business. I was inspired by one of his articles on quantifying the value of pricing. Specifically, the part about ‘the elephant in the room' when it comes to pricing really hit home — because we've all been there. The uncertainty pricing brings to agency owners is a challenge we just can't ignore. So, I knew we had to bring Blair on the show to dive into this topic and help us all navigate the complexities of pricing with confidence. And to make this conversation even richer, also joining is our very own Mad Scientist and Strategist, Hannah Roth. Hannah works tirelessly in the trenches with our clients, helping them fill their sales pipelines with right-fit clients so they can sell more of what they do best. If you're an agency owner struggling with pricing, this episode will give you the framework and confidence you need to untether from time-based billing. A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here. What you will learn in this episode: How to shift from selling inputs and outputs to focusing on value creation for right-fit clients Why mastering the value conversation can radically transform your agency's profitability Blair's simple – yet powerful – four-step framework for implementing value-based pricing How to view your client portfolio as an investment portfolio to tailor pricing strategies The pitfalls to avoid when transitioning away from traditional pricing models Resources: Website: https://www.winwithoutpitching.com/ LinkedIn Personal: https://www.linkedin.com/in/blairenns/ LinkedIn Business: https://www.linkedin.com/company/win-without-pitching/ Win Without Pitching Manifesto Pricing Creativity: A Guide to Profit Beyond the Billable Hour Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

In this second part of our discussion with Blair Enns, we explore the internal dynamics that influence agency-client relationships. Host Dom Hawes and Blair continue to discuss balancing efficiency and innovation, focusing on how departmental goals can conflict with overarching business objectives. They examine bounded rationality, the inefficiency principle, and the role of leadership in fostering a culture that supports both operational efficiency and creative innovation. Blair introduces his upcoming book, which outlines four key conversations that can help frame the process of selling expertise and ensuring effective client relationships.What you'll get from this episode:Understanding the impact of departmental silos.Strategies for effective agency-client relationships.The importance of aligning business goals across departments.How leadership can drive cultural change for better innovation.Join us for practical insights on creating value-driven partnerships that foster innovation and drive business success.About Blair EnnsBlair is the founder of Win Without Pitching, the sales training program for expert advisors, and the author of three books on selling and pricing. The Four Conversations: A New Model for Selling Expertise is available from Gegen Press on Amazon in September, 2024.Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) is available at pricingcreativity.com. The Win Without Pitching Manifesto (2010) is available on Amazon.Links Full show notes: Unicorny.co.uk LinkedIn: Blair Enns | Dom Hawes Website: Win Without PitchingSponsor: Selbey Anderson This podcast uses the following third-party services for analysis: OP3 - https://op3.dev/privacyPodder - https://www.podderapp.com/privacy-policyChartable - https://chartable.com/privacy

In this second part of our discussion with Blair Enns, we explore the internal dynamics that influence agency-client relationships. Host Dom Hawes and Blair continue to discuss balancing efficiency and innovation, focusing on how departmental goals can conflict with overarching business objectives. They examine bounded rationality, the inefficiency principle, and the role of leadership in fostering a culture that supports both operational efficiency and creative innovation. Blair introduces his upcoming book, which outlines four key conversations that can help frame the process of selling expertise and ensuring effective client relationships.What you'll get from this episode:Understanding the impact of departmental silos.Strategies for effective agency-client relationships.The importance of aligning business goals across departments.How leadership can drive cultural change for better innovation.Join us for practical insights on creating value-driven partnerships that foster innovation and drive business success.About Blair EnnsBlair is the founder of Win Without Pitching, the sales training program for expert advisors, and the author of three books on selling and pricing. The Four Conversations: A New Model for Selling Expertise is available from Gegen Press on Amazon in September, 2024.Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) is available at pricingcreativity.com. The Win Without Pitching Manifesto (2010) is available on Amazon.Links Full show notes: Unicorny.co.uk LinkedIn: Blair Enns | Dom Hawes Website: Win Without PitchingSponsor: Selbey Anderson This podcast uses the following third-party services for analysis: OP3 - https://op3.dev/privacyPodder - https://www.podderapp.com/privacy-policyChartable - https://chartable.com/privacy

Today's episode of Unicorny tackles the complex dynamics between brand marketers and creative agencies, focusing on the dysfunctional commercial relationships that have emerged over recent years. Host Dom Hawes is joined by Blair Enns, founder of “Win Without Pitching”. They explore how procurement practices and outdated commercial models hinder innovation and value creation. Blair offers insights into redefining these relationships to foster mutual success. Challenges in the client-agency commercial model. The impact of procurement on creativity.Shifting focus from outputs to business outcomes.Balancing efficiency and innovation.Tune in to understand how to build stronger, more effective relationships between marketers and agencies, ensuring sustainable success for both parties.About Blair EnnsBlair is the founder of Win Without Pitching, the sales training program for expert advisors, and the author of three books on selling and pricing. The Four Conversations: A New Model for Selling Expertise is available from Gegen Press on Amazon in September, 2024.Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) is available at pricingcreativity.com. The Win Without Pitching Manifesto (2010) is available on Amazon.Links Full show notes: Unicorny.co.uk LinkedIn: Blair Enns| Dom Hawes Website: Win Without PitchingSponsor: Selbey Anderson This podcast uses the following third-party services for analysis: OP3 - https://op3.dev/privacyPodder - https://www.podderapp.com/privacy-policyChartable - https://chartable.com/privacy

Today's episode of Unicorny tackles the complex dynamics between brand marketers and creative agencies, focusing on the dysfunctional commercial relationships that have emerged over recent years. Host Dom Hawes is joined by Blair Enns, founder of “Win Without Pitching”. They explore how procurement practices and outdated commercial models hinder innovation and value creation. Blair offers insights into redefining these relationships to foster mutual success. Challenges in the client-agency commercial model. The impact of procurement on creativity.Shifting focus from outputs to business outcomes.Balancing efficiency and innovation.Tune in to understand how to build stronger, more effective relationships between marketers and agencies, ensuring sustainable success for both parties.About Blair EnnsBlair is the founder of Win Without Pitching, the sales training program for expert advisors, and the author of three books on selling and pricing. The Four Conversations: A New Model for Selling Expertise is available from Gegen Press on Amazon in September, 2024.Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) is available at pricingcreativity.com. The Win Without Pitching Manifesto (2010) is available on Amazon.Links Full show notes: Unicorny.co.uk LinkedIn: Blair Enns| Dom Hawes Website: Win Without PitchingSponsor: Selbey Anderson This podcast uses the following third-party services for analysis: OP3 - https://op3.dev/privacyPodder - https://www.podderapp.com/privacy-policyChartable - https://chartable.com/privacy

Welcome to episode 112. I'm joined by Shannyn Lee, Managing Director of Win Without Pitching ®, which is widely recognised by the creative industry as one of the best quality sales training programs because it's specifically tailored to agencies. This episode will be particularly valuable for you if your job at the agency is winning new business and you'd like to know how to do that without having to go through a costly pitch process. During our chat, Shannyn shares: - the Win Without Pitching ® principles - what it takes to circumnavigate a client's pitch process - the common sales challenges faced by agencies today - her advice for agency owners who want to stand out in the market, and lots more. Please visit the Win Without Pitching ® website (https://www.winwithoutpitching.com) to find out more about everything the company does, find which workshops are coming up. and to buy Blair Enns' book, ‘The Win Without Pitching Manifesto', which is practically the industry bible. You can connect with Shannyn Lee on LinkedIn: https://www.linkedin.com/in/shannyn-lee-2a32846/ If you're listening to this episode in April 2024 we are opening enrolments for our May Account Accelerator™ training for those in the agency who are responsible for existing client growth. If your job is to manage client relationships and grow your accounts, check out the details on my website: https://www.accountmanagementskills.com/account-accelerator

Comme toi peut-être, je passe pas mal de temps sur Linkedin.Ce sont les posts d'entrepreneurs créateurs de contenu - autrement dit d'infopreneurs - qui captent le plus souvent mon attention.Et plus je me lis leurs contenus, plus Linkedin me nourrit de contenus équivalents.Ce gavage a tendance à déformer ma compréhension du freelancing.Comme tous ces entrepreneurs que je suis se sont constitués d'imposantes audiences et que cela joue un rôle clé dans leur business, parfois, je me surprends à penser:“Ah mais en fait, faut ABSOLUMENT être une star de Linkedin ou d'Instagram pour réussir à développer sa boîte”.Alors que non, les réseaux sociaux ne sont qu'un levier de croissance parmi d'autres.Heureusement j'ai un remède surpuissant pour me remettre les idées en place: je discute avec des entrepreneurs comme Hervé.Hervé, c'est mon invité pour ce nouveau portrait de freelance.Il est dév spécialisé dans la création de logiciels Saas pour les entreprises. On échange ensemble depuis 2020. Il est même déjà passé derrière le micro de La Cohorte.Je peux vous dire qu'il cartonne et que les réseaux sociaux ne jouent qu'un tout petit rôle dans sa réussite.Je suis donc trop contente de partager avec toi cette conversation (je l'ai interrogé sur son parcours, sur ce qui le fait vibrer, sur qu'il l'aide à progresser....).

Selling doesn't have to be a grind—in fact it can be a joyful opportunity to help your ideal clients and buyers achieve their vision. That's the refreshing viewpoint of sales maven and Win Without Pitching leader Shannyn Lee.We explore:How to take control of conversations around fees and value (hint: you may need to kick some old baggage to the curb).Developing selling frameworks that define how you'll respond in each stage of your buyer's journey (including how you'll vet them).Why you want to be “kind but ruthless” (and exactly what that looks like).The surprising role joy can play in your selling and marketing efforts.Using LinkedIn to engage future clients and build relationships—and one winning way to turn “cold” into warm.LINKSShannyn Lee | Website | YouTube | LinkedInRochelle Moulton Email List | LinkedIn | Twitter | InstagramGUEST BIOShannyn Lee is the Managing Director for Win Without Pitching and an unstoppable force of human empowerment.She spent a decade in senior marketing and communication roles in Fortune 500 companies before moving to a business development leadership role at a well-regarded Seattle design firm. She also spent four years at Catapult New Business where she worked with agencies of various disciplines and size, building and leading their business development programs.Her time on the front lines of agency business development coupled with many informative years on the client side, has given Shannyn a unique perspective into what marketers are looking for in agencies and what agencies must be doing in order to compete and win.Shannyn's empathetic and encouraging coaching skills have helped her clients translate the lofty Win Without Pitching ideals into real behavioral change with lasting results.BOOK A STRATEGY CALL WITH ROCHELLERESOURCES FOR SOLOISTSThe Soloist Women Mastermind (Apply January 2024) A structured eight-month mastermind with an intentionally small group of hand-picked women soloists grappling with—and solving—the same kinds of challenges. 10 Ways To Grow Revenue As A Soloist (Without Working More Hours): most of us have been conditioned to work more when we want to grow revenue—but what if we just worked differently?The Soloist Women community: a place to connect with like-minded women (and join a channel dedicated to your revenue level).The Authority Code: How to Position, Monetize and Sell Your...

Episode Type: Inspirational People Interview In this Inspirational People interview on the Share Life podcast, I'm speaking with Beth Haun.  Beth and I have been through hills and valleys together and has been a vital part of my own story. She was originally a client of Noodlehead Marketing who became a team member and an influencing leader of our marketing business. She was also a participant in the Noodlehead Marketing transition into intentionality, a learner of constructive development theory via the Leaders Lyceum, a part of the Win Without Pitching transition, involved in the Island Story adventure, and a co-creator of IDEMA; a framework for capturing and sustaining ideas. I'm grateful for the impact Beth has had on my life and look forward to her sharing her life with you today. Additional Resources For show highlights, links, and the video version of the conversation, click here. --- Support this podcast: https://podcasters.spotify.com/pod/show/sharelife/support

In the world of professional services, how you approach sales and how you price your products or services can make or break your business. Our guest this week has seen how shifting from a price buyer to a value buyer mindset has a massive impact on the success of a business.This week we're learning from Blair Enns, the founder of Win Without Pitching. Blair is known for his impactful insights on pricing strategies and value-based selling in professional services, whose journey began 21 years ago. He perceived creative professionals as people working in advertising or design, a mindset that gradually transformed with the shifting dynamics of the creative firm market. He realised that creativity was more than that; it was the ability to see, bring a novel perspective to a problem, and propel entrepreneurs towards their vision. He now guides them through the process of selling, not as a predatory act, but as a path of facilitating and helping clients buy. Blair's path was not without its challenges. He grappled with the balance between selling as an expert versus a vendor, and the different outcomes each role could produce. While being an expert provided more power and leverage, being a vendor resulted in reduced impact, lower margins, and a higher cost of sale. Recognising the importance of vision and selling, Blair began to view these roles as the foundations of leadership, a perspective that helped him let go, take risks, and say no in order to scale his business. Embracing these lessons, Blair is now inspiring others to do the same, helping them navigate their own journeys in the world of professional services.Download and listen to learn more. On today's podcast: Overcoming the fear of sellingWinning without pitchingImplementing a bold pricing strategyShifting from price-buyer to value-buyer Follow Blair Enns:BooksLinkedIn2BOBS podcastTwitterYouTube Book recommendations:Million Dollar ConsultingImplementing Value Pricing$100M OffersThe Boutique. How to start, scale and sale a professional services firmSecret Tradecraft of Elite Advisors Enjoyed the show? Leave a Review

Blair Enns is the founder of Win Without Pitching, a sales training and coaching organization for creative professionals. You can find more information on his website: https://www.blairenns.com/

Blair Enns is the founder of Win Without Pitching, the sales training organization for creative professionals. He is the author of two books, The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is the co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Best of all, he is the guest on this week's show with Ron and Ed. A good portion of the show will be spend talking about The Innoficiency Principle. Blair laid out the thoughts behind this principle at this link and described it quite succinctly. From Blair: “The Innoficiency Principle states that innovation and efficiency are mutually opposable goals. In any reasonably functioning organization, one cannot be increased without decreasing the other.”

Blair Enns is the founder of Win Without Pitching, the sales training organization for creative professionals. He is the author of two books, The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is the co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Best of all, he is the guest on this week's show with Ron and Ed. A good portion of the show will be spend talking about The Innoficiency Principle. Blair laid out the thoughts behind this principle at this link and described it quite succinctly. From Blair: “The Innoficiency Principle states that innovation and efficiency are mutually opposable goals. In any reasonably functioning organization, one cannot be increased without decreasing the other.”

Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes.   Links Mastering the Value Conversation The Complexities of Commission Culture Innoficiency in Your Agency The Enemy Within The Complex Battle for Margin Debriefing After a New Business Call Is Your Firm Addicted to New Business? Who's Going to Own This?

In this podcast episode, Jeff Echols and Co-Host Katie Kengas welcomed Blair Enns to Context & Clarity LIVE. Blair is the founder of Win Without Pitching, the sales training and coaching organization for creative professionals, the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts of the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship with David Baker. Blair is on a mission to change the way creative services are bought and sold the world over. To watch the full conversation, visit YouTube. If you enjoy this show, you can find similar content at Gābl Media.

On this episode of The Professional Services Pursuit, we are joined by Blair Enns, esteemed author and founder of Win Without Pitching. Our host Brent Tremble joins Blair to discuss the art of winning deals without the need to pitch for a client. The conversation includes valuable insights from his book, The Win Without Pitching Manifesto, which has sold over 80,000 copies and garnered more than 1,500 5-star reviews on Amazon.Other topics also discussed in this episode include:Where winning without pitching is applicable to a firmAn “advantaged player” and how that influences a relationshipThe new value-based approach to agency pricingA special giveaway opportunity for those who listen through the entire episode! For more information about the podcast or to enter the giveaway, please contact podcast@kantata.com.Click here to learn more about Blair's company – Win Without PitchingClick here to learn more about Blair's marketing podcast – 20% – The Marketing Procurement PodcastClick here to learn more about Blair's entrepreneurship podcast – 2Bobs: Conversations on the Art of Creative Entrepreneurship

Blair Enns is the Founder and CEO of Win Without Pitching, a sales training and coaching organization for creative professionals. He has advised hundreds of design firms, advertising agencies, and other creative authorities on how to deprogram themselves from the standard approach to win new business.  Blair is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is also the co-host of the 2Bobs podcast and 20% - The Marketing Procurement Podcast. In this episode of the Smart Business Revolution Podcast, John Corcoran interviews Blair Enns, the Founder and CEO of Win Without Pitching, about his manifesto for helping companies pitch and win better business deals. They also discuss Blair's specialization principle, tips for having conversations about money, and the secret behind the success of Blair's 2Bobs podcast.

Are you undercharging for your services? The truth is, most people do… But it's time to take back the power in your relationships with clients so you can maximize your growth and profits… This week, we're revisiting my interview with Blair Enns, founder and CEO of Win Without Pitching.  Blair is a pricing expert who helps professionals revolutionize the way they sell their services. In this episode, he'll share: A system to set prices for any project or client The “Meet in the Middle” technique for getting the fee you want Why taking any project that comes your way loses you money How to sell your value, not your time The right way to set up retainer agreements And more

This week, we used a puff of smoke to catch pricing magician Blair Enns performing his favourite trick; making RFPs disappear.   Founder of Win Without Pitching and Author of The Win Without Pitching Manifesto and Pricing Creativity, Blair is dead set on getting creative businesses to price their work properly, single-handedly saving those who sell ideas for a living from giving them away for nada.  We pulled a ton of topics out of a hat including his early years in account management and new business, pitching and RFPs, generalist vs specialist agencies, value-based pricing, why your agency should have a portfolio of pricing models, pricing creatively, how to raise your prices with current clients (and not p**s them off in the process), search consultants, hissing cockroaches and loads more.    ///// Follow Blair on Twitter and LinkedIn  Check out Blair's website  Get his books Pricing Creativity and The Win Without Pitching Manifesto Here's the 2Bobs podcast  And listen to Blair's new show 20% The Marketing Procurement Podcast  Strange Creatures: Pitches, Search Consultants, and Hissing Cockroaches by Blair Enns Consultative Selling: Beating The Odds by Tom Lewis  Thank you to everyone who has lent their ears and their brains for over 100 episodes of the Call To Action® podcast. It's a real privilege. Please do share and review the podcast to help more marketers feel better about marketing.     Timestamps (01:52) - Quick fire questions (03:58) - Account management as a gateway drug into ad land  (09:38) - Doing new business remotely in 2000 (13:45) - The real problem with pitching  (21:44) - Value based pricing  (24:22) - Does the blame lie with agencies or clients?  (27:11) - Why pricing is a prison cell in your own mind of your own making (31:53) - Pricing as a creative act  (37:25) - The importance of presenting more than one price (43:28) - Listener questions  (50:36) - 4 pertinent posers  Blair's book recommendations are:  $100M Offers by Alex Hormozi  The Boutique by Greg Alexander  The Business of Expertise by David C. Baker  /////

In this episode, Alper discusses Blair Enns' book Win Without Pitching, and in particular a few of the main principles that got him started righting the ship in his own business. Note that as much as Matt and Alper are both big fans of Blair Enns, they are not paid shills, just enthusiastic readers and listeners. For more information on the WWP, you can visit their website at: www.WinWithoutPitching.com

Premium Members, click here to access this interview in the premium area. Shannyn Lee of www.winwithoutpitching.com is the perfect interview guest if you'd love to be charging more for your work, feel icky talking about money and hate the idea of selling. She has spent over a decade in marketing, then business development, and worked [...] The post 481: Shannyn Lee – How to win without pitching in your photography business appeared first on Photography Business Xposed - Photography Podcast - how to build and market your portrait and wedding photography business.

Alper wrote a book a few years back called Presentations That Make A Difference. Don't look for the book in English yet, it currently exists in Turkish and Spanish. Today Alper goes into the book a bit, discussing why he wrote it and who he wrote it for (spoiler alert: he wrote it for one person, but who that person is is still a mystery), and Matt marvels at the effectiveness of the some of the advice in particular. Turkish Book Link: https://kitap.kuraldisi.com/kitap-yayin/kitap/is-yonetim/fark-yaratan-sunumlar/ Spanish Book Link: https://www.amazon.es/Presentaciones-Marcan-Diferencia-Rozanes-Alkanli/dp/6250094318 Other wonderful English resources: Slide:ology: https://www.duarte.com/books/slideology/ Duarte Books: https://www.duarte.com/resources/#books Presentation Zen: https://www.presentationzen.com Win Without Pitching: https://www.winwithoutpitching.com  

Has this ever happened to you? A new client contacts you looking for a designer. Their project sounds fun, and you seem to hit it off well with them. They verbally agree to your terms, and since everything sounds encouraging, you send them a formal proposal. And you wait in anticipation for them to approve your proposal and give you the go-ahead to get started on their project. And then you wait and wait, but you don't hear back. You send follow-up emails but don't receive any replies. The client has ghosted you. If you're not familiar with the term "ghosted," it's when someone ends all communication and contact with another person without any apparent warning or justification. Subsequently, they ignore any attempts to reach out or communication made by the person they're ghosting. And by that definition, this client is ghosting you. And it's not only with new clients. Sometimes an exiting client may ghost you in the middle of a project. You send them a proof and don't hear back. Or you ask them a question or for content you need, and you don't get a reply. This is any time you don't hear back from a client for whatever reason, even after several failed attempts at contacting them. What do you do? You send them The Magic Email, that's what. The Magic Email. What is The Magic Email, you ask? According to Blair Enns, Author and CEO of Win Without Pitching, a sales training organization for creative professionals. The Magic Email is a message you send to raise deals from the dead. That's its purpose, to solicit a response from someone who has been avoiding you. According to Enns, you must resist the temptation of sending an overly polite email. He suggests you do the opposite. Don't make excuses for your client's behaviour. And don't go soliciting a yes or any other answer from them. Enns suggests you strip away all emotions and let your prospect go matter-of-factly. And you that that with the following Magic Email. Within the last existing email thread, you had with your client, hit reply, change the subject to "Closing the Loop," and then write the following. Hi [FirstName]; I haven't heard back from you on [project/opportunity], so I'm going to assume you've gone in a different direction or your priorities have changed. Let me know if we can be of assistance in the future. Regards, [You] That's it. Enns says this removes the emotional reasons for the prospect to continue avoiding you. You are stripping out your neediness by no longer feigning politeness, by not asking how they've been or by being anything other than completely practical. This Magic Email says, "I can read between the lines, and you have decided we are not doing business together. No hard feelings – it's just business. You can call me if things change." What to expect after sending The Magic Email. You can expect one of three things to happen when you send The Magic Email. 1. Silence. Silence is the least likely scenario where you don't get a response at all. There's no longer any reason for the client not to wrap things up. All they have to do is send you a one-line acknowledgement email to remove this stress from their own lives. 2. Thank You. The client will send you a reply acknowledging that they have decided to cancel the project or they've moved in a different direction. This gives you closure and allows you to stop wasting energy over something that wasn't going to happen and move on to other clients and projects. There's no need to sulk about it. The deal was already done, probably a long time ago. The client just didn't tell you. 3. No, Wait! This is the response you're hoping for. According to Enns, by retreating unemotionally, where you might otherwise be inclined to advance, you suddenly become the one that might get away. The client stops seeing you as the predator that keeps sending them emails, to the prize they're about to lose. There's a psychological effect of this unemotional retreat that can be staggering in its effectiveness. And any resentment the client had over you harassing them turns into guilt about not replying to you earlier. This gives you the upper hand emotionally, and you suddenly become much more attractive to the client. You can learn more about all of this on Blair Enns site winwithoutpitching.com Variations of The Magic Email. Variation by Kai Davis We recently had a discussion in the Resourceful Designer Community about The Magic Email. Particularly about the different variations. Kai Davis of kaidavis.com adapted his Magic Email from Blair Enns' He says he split-tested it, and his version works better. His version is to send this one-sentence email. "Since I have not heard from you on this, I have to assume your priorities have changed." That's it, nothing else. Davis says it works because it's simple, intentionally vague, and effective. People are loss averse. Meaning their natural inclination is to reply immediately to keep you from walking away. You are taking back control of the situation by declaring it's over. Davis goes on to say that you may find this email rude. And that's the discussion we had in the Resourceful Designer Community. But he says it's not rude, just direct. It's the client who doesn't answer your emails that is rude. The person has already ignored you for weeks, so you have nothing to lose. It's just business. To learn more from Kai Davis' use of The Magic Email at themagicemail.com Variation by Chris Voss You can find another variation of The Magic Email in former FBI negotiator Chris Voss's book Never Split The Difference. Voss' variation is a simple message that provokes a "no" response, which gives the other party a feeling of safety and the illusion of control while encouraging them to define their position and explain it to you. This is how it works. Reply to an existing email thread. Change the subject line to a "no-oriented question." such as "have you given up on this?" In the body of the message, write the same or a very similar sentence. Don't add details or explanations. One short sentence is all you need. For example. "Have you given up on this project?" or "Have you moved in a different direction?" According to Voss, this is not a trick or technique. It's a respectful approach that gives the other party the freedom to respond truthfully to you without pressure. Which variation would you use? What version of The Magic Email would you use? We had our discussion in the Resourceful Designer Community, but I would love to know your thoughts. Leave a comment below and let me know how you approach clients who are ghosting you. Nobody likes to be ignored. And it's a waste of time and energy pursuing someone ghosting you. It's frustrating. So the next time something like this happens to you, try sending a variation of The Magic Email and see what happens. Who knows. You may light that fire under the client and get your stalled project back on track.

Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines

Stumbles into the advertising field, gravitates to the new business development function and the rest is history!

Managing director of Win Without Pitching shares how to shift the power in the sales process from the buyer to the seller. And how to have the confidence to let go of the typical pitch process.

Merry Easter dear listener, I hope you're well and I hope you had copious amounts of chocolate or not as the case may be. I'm taking a bit of time out over the Easter Mid Term break to hang out with the kids, have the craic, and of course, help them eat their Easter eggs. That is my duty. That is my calling at Easter time.    Welcome to podcast 221, which we are pre-recording. And which you are getting to listen to a bit of bonus content. Something a little bit different than the norm. It is a really interesting interview with the director of coaching from a company called Win Without Pitching. A US-based pricing strategy, value recognition, company. If that means nothing to you, bear with me and bear with this conversion.   I do believe that the concepts, and the thinking that Shannyn Lee is about to share with us in this podcast interview which was recorded in 2021, will help everyone. It was released as part of the Tribe podcast series last year.    We're re-releasing it to the general public today because I believe there is so much value in this for everybody. The concepts and thinking will encourage all of us to really consider our value.    Give it the 40 minutes and let it stew in your brain. I guarantee you, if you're open to it, it will help you in some way, shape, or form.    Thanks Paddy

The Nice Podcast is brought to you by Futureforth.com. We help fast-growing tech companies onboard, create, and keep happier more connected employees. Please leave us a review. Colton Mulligan is the CEO and Chief Strategist at FoxFuel Creative. He also facilitates retreats and workshops for CEOs and entrepreneurs. He loves stories and drinking Negronis. What we talked about... Owning your work and honesty in what you do. Transitioning from being a bad boss to a better one. Creating a fertile environment to grow and reducing the fear of failure. Being a sponge of knowledge to improve your leadership skills. The Win Without Pitching manifesto. Emotional Intelligence 2.0, Strengths Finder. Better Book Club - My interview with Arnie Malham. AMA Coffees. Sherry Deutschmann's “Lunch with Lucy”. EO Nashville. Building relationships at work. Scheduling mini-retreats with new hires and the rest of the team. How the pandemic has affected culture. Creating a hybrid work schedule that fits everyone. Success by being nice while networking. Asking questions. Cameras on policy while working remotely. Read Emotional Intelligence 2.0 Contact Colton at foxfuelcreative.com. We ❤️ Our Listeners. Please be sure to follow the show and leave a review wherever you subscribe to podcasts. Reviews and sharing the show are the nicest ways to support the show and are deeply appreciated. Thank you.

What's the secret to creating value, scaling, and growing your business? In this conversation with entrepreneur and author Blair Enns, we learn it's not about doing more or better, and it may be about doing less.Discover why growing your business requires more than good habits. In this episode, I'm talking with Blair Enns from Win Without Pitching. Win Without Pitching is an organization that runs sales and new business development training programs for owners and employees of design firms, ad agencies, PR practices, and other creative businesses. A lot of what he talks about is also relevant for your business. Blair is the author of the Win Without Pitching Manifesto, (a book I designed through my branding agency, Aespire) and Pricing Creativity: A Guide to Profit Beyond the Billable Hour (the second of Blair's books Aespire designed. I suppose you can say the agency is habit-forming).Listen to hear the life-changing lesson Blair learned when he says, "Some lessons take me so long to learn, like the idea that other people could do what I do."Find Blair Enns atWin Without Pitching http://wwp.tv/blog2Bobs Podcast: http://wwp.tv/podcastThe Win Without Pitching Manifesto

There has been much written on the subject of agency new business, but I'm not sure there has been a book which has resonated so deeply with agency founders and new business practitioners alike, as the Win Without Pitching Manifesto by Blair Enns. So as we come to the end of another extraordinary year and […]

The wonderful Blair Enns of Win Without Pitching returned to Ditching Hourly to discuss the pros and cons of productized services. Blair is generally against them and I am generally for them. Since we tend to agree on most things business-related, I wanted to have him back on the show to get to the bottom of our disconnect on this particular point. During the course of our hour-long chat, we uncovered lots of nuance and eventually understood both sides of the argument for or against. TL;DR:Whether or not offering productized services is a good move for your business depends on several factors, including:  Whether you're a soloist or a big firm How good you are at sales Your business goals Blair's links: https://www.winwithoutpitching.com/ https://twitter.com/blairenns

Blair Enns is the founder and CEO of Win Without Pitching, the sales training and coaching program for creative professionals. Since founding Win Without Pitching in 2001 (as a consulting practice, initially), Blair has advised hundreds of design firms, advertising agencies and other creative practices on six continents on how to deprogram themselves from the standard approach to winning new business. IN THIS EPISODE We discuss how to price creative work on value and not hours. This is a great discussion and you'll learn a lot! ABOUT VIP MARKETING VIP Marketing is a digital advertising agency based in Charleston, SC. Our mission is to separate our clients from the crowd. We commit to serve and deliver their marketing and creative needs on time and within scope. So then, our goal is to partner with businesses to market to the right people, capture their attention. In brief, we get results with premium video production, social media marketing, graphic design, media planning, and media buying. Ultimately, we believe every business deserves Very Important Placement. The VIP Marketing team understands that all media plans are not created equal. So much great creative work is sabotaged by their placement. What good is an awesome video if no one sees it? Or, what if it's served to the wrong audience? Generally speaking, you're wasting dollars. VIP Marketing uses some of the best tools on the market to find your audience. Then, after building awareness, we aim to keep their attention. Finally, our strategies help turn these leads into conversions and revenue for your business. MARKETING STRATEGY + PLANNING Digital Media | Social Publishing & Listening | Company Branding | Copyright | Inbound Marketing | Content | Social Media Marketing Experts DIGITAL MARKETING SEO | SEM | Online Display | Site Analytics | Conversion Models | Reviews Management | CPM, CPC, CPA Models | Online Video | Video Pre-Roll SOCIAL PUBLISHING & LISTENING Strategy & Planning | Content Production | Social Monitoring | Measurement | Paid Social Campaigns MEDIA Planning | Research | Consulting | TV Buying | Radio Buying | Print Buying | Digital Media Buying | Mobile | Social Media Marketing Visit www.veryimportantplacement.com to learn more. Call: 843-760-0707 VIP ON FACEBOOK Message: https://www.facebook.com/VeryImportantPlacement/ Produced by Craft Creative, Charleston's premium video production, design, and creative agency. Craft Creative video production and animation services businesses for all of their creative needs. Chiefly, they are experts in auto, legal and medical videos. Visit www.wecraftcreative.com

In this episode of Chats with Chip, Shannyn Lee of Win Without Pitching joins to talk about how agencies can step up their business development game.Continue Reading → The post CWC 79: Creating winning new business strategies for your agency (featuring Shannyn Lee) appeared first on FIR Podcast Network.

In this episode of Chats with Chip, Shannyn Lee of Win Without Pitching joins to talk about how agencies can step up their business development game.

In this episode of Chats with Chip, Shannyn Lee of Win Without Pitching joins to talk about how agencies can step up their business development game.

Shannyn Lee, Director of Coaching at the business development training program for leaders of creative firms worldwide, Win Without Pitching joins us for episode 3. The program brings a new depth to client engagement and the ability to shift the sales conversation to a values conversation based on expertise. Check out the Win Without Pitching Website: www.winwithoutpitching.com Take a look at the Win Without Pitching Manifesto: bit.ly/wwpmanifesto 2Bobs Podcast: 2bobs.com/podcast

Tim Yeadon and Erik Molano discuss the need for design and culture-centric spaces and how Photon Factory focuses on creating beautiful and flexible brand spaces. They also cover why Erik chose to run an agency, the value of working for and with a small company, a Marketing Agency's biggest blind spot (hint: it has to do with marketing yourself). Erik also tells us about the many processes of pitching to a client and discusses ‘Win Without Pitching' by Blair Enns. Lastly, Tim asks about the social responsibilities of an agency owner and best practices for inclusivity in the workplace. Tim Yeadon is the host of Input Doc and creative director of Clyde Golden is an advertising and creative agency in Seattle specializing in research, strategy, and content creation (earnestly delivered in that order) via customer journey programs.

https://entrearchitect.com/wp-content/uploads/2020/04/ShannynLee-87111.jpg ()Decide to Win with Shannyn Lee of Win Without Pitching In the midst of COVID-19, small firm architects are searching for new ways to not only survive, but thrive. How can you decide to win? How can you put yourself in a place to help others during this season of uncertainty? This week on EntreArchitect podcast, Decide to Win with Shannyn Lee of Win Without Pitching.  Connect with Shannyn online at https://www.winwithoutpitching.com/about/ (Win Without Pitching), and find her on https://twitter.com/blairenns (Twitter), https://www.instagram.com/winwithoutpitching/ (Instagram) and https://www.linkedin.com/in/shannyn-lee-2a32846/ (LinkedIn). Gābl Members Earlier this week we announced https://preview.convertkit-mail.com/click/dpheh0hz/aHR0cDovL2VudHJlYXJjaGl0ZWN0LmNvbS9nYWJsbm93 (Gābl Members) as a way for you to help us build Gābl Media (our new media network for podcast and video production) into a network that will truly change the world. As a Gābl Member, you will always gain first access to new shows and have an opportunity to provide feedback on the content we currently have in development. We are building this media network for you, so you should have an opportunity to help us build it. If you are ready to support Gābl Media, just https://preview.convertkit-mail.com/click/78i7h8hv/aHR0cDovL2VudHJlYXJjaGl0ZWN0LmNvbS9nYWJsbm93 (click here) and join Gābl Members as a Charter Member for only $19 per year. Visit Our Platform Sponsors Freshbooks is the easy way to send invoices, manage expenses, and track your time. Access your free 30-day trial at https://entrearchitect.com/freshbooks (EntreArchitect.com/FreshBooks). (Enter EntreArchitect) ARCAT has huge libraries of free content, Specs, CAD, BIM and more. No registration required. Want to collaborate with colleagues in real-time? Visit https://entrearchitect.com/ARCAT (EntreArchitect.com/ARCAT) and click Charrette for more information. The post https://entrearchitect.com/podcast/entrearch/decide-to-win/ (EA318: Decide to Win with Shannyn Lee of Win Without Pitching) appeared first on https://entrearchitect.com (EntreArchitect // Small Firm Entrepreneur Architects).

Blair Enns is CEO of Win Without Pitching and the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. Blair joins […] The post 045 Pitching and Pricing Smart – Agency Advisor Blair Enns appeared first on The Creative Agency Podcast.

In this episode we're joined by the brilliant Blair Enns from Win Without Pitching to explore his innovative approach to new business for agencies. He shares some of the fundamentals required to sell based on value to command higher prices and close more deals. We also discuss how the sales process can make or break your delivery process by setting precedents in the client relationship and so much more. About Blair Enns Blair Enns is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts, along with David C. Baker, and the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Based in the remote mountain village of Kaslo, British Columbia, Canada, Blair lectures throughout the world on how creative professionals can win more business at higher prices and lower cost of sale.  Resources from Blair: Win Without Pitching Blog: [CLICK HERE] The Win Without Pitching Manifesto Book: [CLICK HERE] Pricing Creativity: A Guide to Profit Beyond the Billable Hour: [CLICK HERE] 2 Bobs Podcast: [CLICK HERE] Follow Blair Online: Website: [CLICK HERE] LinkedIn: [CLICK HERE] Twitter: [CLICK HERE]

Do you sell ideas or advice and feel frustrated with having to part with your thinking for free, whilst spending lots of time and money writing lengthy proposals? My guest Blair Enns is on a mission to change the way creative services are bought and sold the world over. He is the founder and CEO of Win Without Pitching, the sales training and coaching organization for creative professionals and author of The Win Without Pitching Manifesto. During this conversation we will discover why his book caused such a revolution within the design and advertising industry and why and how you need to rethink the way your services are bought and sold.

How can you avoid pitching and price your services higher? If you are someone who makes a living from selling creative services (or any professional services) this episode is pure gold. I had the privilege to talk to Blair Enns, founder and CEO of Win Without Pitching, a training and coaching company with a focus on helping creative firms learn how to sell and price their services. Blair shares brilliant insights from his two books, The Win Without Pitching Manifesto, and Pricing Creativity - A Guide to Profit Beyond the Billable Hour. Check out Blair's company and order his books and training programs at www.winwithoutpitching.com Connect with my companies: www.wonderagency.com www.kokoromoi.com or email me at hello@tobiasdahlberg.com https://www.linkedin.com/in/tobbedahlberg/

Blair Enns, CEO of Win Without Pitching (Kaslo, British Columbia) and author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour   Blair Enns is Founder and CEO of Win Without Pitching, a company that trains creative agencies on how to win business without giving away their most valuable product—their intellectual property—in getting that business. Blair authored two business books that have proven to be transformational for many creative firms: The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. Key to the power of these books is Blair's recognition that Creative people have an inherent difficulty with “sales.”   Blair defines creativity as “the ability to see, the ability to bring a novel perspective to a problem you haven't previously solved.” Creative people tend to build businesses that allow them to solve problems they haven't previously solved. However, their personal desire for variety does not work from a business standpoint—to build a strong, financially solid firm, they need to differentiate, to focus on doing a specific thing for a specific market.   In this interview, Blair emphasizes the importance of client selection . . . of building your business with clients who are interested in value and a return on investment . . . rather than chasing budget-driven clients who are focused solely on price—those who see marketing as a commodity with charges based on billable hours and the cost of materials. The foundation of a strong business is value-driven clients who recognize that creativity is unique in its ability to produce bottom-line results and worth the investment. Although a creative agency might sell excess capacity to price-buyers, it is critical that the agency “strip out the extras” for the reduced-price client, instead of trying to “fly everyone first class.”   Blair is very clear that a price-focused buyer is unlikely to become a value-focused buyer. The creative's job is to discern a buyer's-type and manage that buyer appropriately.   Blair is available on his company's website: winwithoutpitching.com and as Blair Enns on Twitter and LinkedIn. If you're interested in his book, Pricing Creativity, go to pricingcreativity.com.  

Episode #349 of the podcast features an interview with Blair Enns. Discussion topics include: How to position yourself as an expert practitioner and win without pitching. The post 349: Blair Enns – The Power Principle & How to Win Without Pitching appeared first on Sprout Studio.

https://entrearchitect.com/wp-content/uploads/2018/05/BEnnsHeadshot.jpg () Pricing Creativity What is it that we sell as small firm architects? Is it a pile of paper? A bunch of technical services? A legal process required to obtain a building permit? What we sell is a desired future state. Whether we’re working with commercial, institutional or residential clients, they have an idea in their minds about how they’d like their lives to be in the future. We’ve all experienced the moment at the end of the project when our clients finally get it and understand the value we provide. We need them to understand the value of what we do before we do it. This week at EntreArchitect Podcast, Pricing Creativity with Author Blair Enns. Background Blair Enns is the sand in the free pitching machine. Through his sales training program for creative professionals, https://amzn.to/2KMzwyJ (Win Without Pitching), he is on a mission to change the way creative services are bought and sold the world over. He is the author of https://amzn.to/2KMzwyJ (The Win Without Pitching Manifesto) and https://www.winwithoutpitching.com/pricingcreativity/ (Pricing Creativity: A Guide to Profit Beyond The Billable Hour). Blair lives with his family in the remote mountain village of Kaslo, British Columbia, Canada. Origin Story Blair lives in a small mountain village in British Columbia, Canada. He grew up in the center of Canada, in business side of the advertising and design professions. He began as an account manager and moved into new business roles as his strengths developed. He started Win Without Pitching as a consulting practice and a way to earn a living so that he could drop out of the advertising profession. One day, he realized his limitations in the business were going to take him out if he didn’t change them. He began to scale out and build a training organization in early 2013. Do you see a lot of creative and profit difference in your circles? When people start their own small firms as artists, you’re doing it for fun. Sometimes we delude ourselves to think the money will come one day, or that it’s not about the money. One day, you realize you’re tired of having fun and ready to make money. What do you do if you’re a creative professional who loves design and wants to make money? If you’re going into business for yourself, the business part is more important than the art. Get a business education. Instead of just being inspired and only focusing on the art; you’ll burn yourself out and be unable to find success. It’s about value creation for your clients. Learn how to select and shape good clients and good engagements, and your best engagements will allow you to bring your artistic skills to the table – always to the ultimate goal of delivering value to the client.  You have something you want to do with every client you have, but it’s not just about you. Your focus is on your client and their different values. What is price discrimination?  Different people are willing to pay different amounts for the same thing and your job is to let them. The reason they’ll pay different amounts is because the value to them is different. You have the license to charge as much as you want to. You may evaluate something as valued one way, where your client thinks it’s worth half that. What do you do in that situation? Offer options. If your client asks for a proposal, what you put forward should have options. Delivering one proposal puts your client a take-it-or-leave-it situation. They have a choice to make based on comparison, so enable and facilitate them to compare your options and figure out which is the best value. If they don’t like your option, they’ll go away and compare your proposal to other bids. Your clients are going to make comparisons anyway, so enable and facilitate those comparisons for them. With each...

Blair Enns is a 25-year veteran of the business side of creative professions. In 2002, he launched Win Without Pitching. In this episode, you're going to learn exactly that. Have questions or comments for me? Drop me a line on our Facebook page.  DOMINATE! MC