Summary of Blair Enns' The Win Without Pitching Manifesto
By IRB Media
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About this ebook
Get the Summary of Blair Enns' The Win Without Pitching Manifesto in 20 minutes. Please note: This is a summary & not the original book. Original book introduction: 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 & advertising agencies) to rethink how their services are bought and sold. Anyone who sells ideas or advice will find relevance in their teachings.
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Summary of Blair Enns' The Win Without Pitching Manifesto - IRB Media
Insights on Blair Enns's The Win Without Pitching Manifesto
Contents
Insights from Chapter 1
Insights from Chapter 2
Insights from Chapter 3
Insights from Chapter 4
Insights from Chapter 5
Insights from Chapter 6
Insights from Chapter 7
Insights from Chapter 8
Insights from Chapter 9
Insights from Chapter 10
Insights from Chapter 11
Insights from Chapter 12
Insights from Chapter 1
#1
The world does not need another generalist design firm. What the world needs, what the better clients are willing to pay for, and what our people want to develop and deliver, is deep expertise. Expertise is the only valid basis for differentiating ourselves from the competition.
#2
When trying to position yourself against your competition, you should eliminate or reduce the real alternatives to hiring your firm. This power shift allows you to affect the buying process and increase your ability to protect yourself from having to part with your thinking for free.
#3
We must choose a focus, then articulate that focus via a consistent claim of expertise, and finally, we must work to add the missing skills, capabilities and processes necessary to support our new claim.
#4
To command a price premium, you