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A Win Without Pitching Manifesto, by Blair Enns
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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.
- Sales Rank: #79550 in eBooks
- Published on: 2014-06-20
- Released on: 2014-06-20
- Format: Kindle eBook
Review
Few books I've read can match the positive signal-to-noise ratio of Blair Enns' The Win Without Pitching Manifesto. Bravo!�
--David Allen, international best-selling author of Getting Things Done: The Art of Stress-Free Productivity
About the Author
Blair Enns is a business development advisor to creative firms worldwide. Through his writing, speaking, online training tools and global consulting practice (Win Without Pitching) he counsels owners of creative businesses on how to build a lucrative client base without having to pitch ideas for free. He lives with his family in Kaslo, British Columbia, Canada.
Most helpful customer reviews
12 of 12 people found the following review helpful.
At last: The secret to being creative AND sucessful
By K. C. Ramsay
This succinct and beautifully written book clearly conveys what whole armies of consultants and self-help gurus have tried in vain for years to teach. You will learn something just by reading the table of contents; what Enns calls The Twelve Proclamations. I have spent 30+ years practicing the alchemy of matching the gifts and talents of creative people with clients who so desperately need them. During that time I have witnessed and even encouraged the growing tendency of creative firms to give away their best work for free to win new commissions. I knew there must be an alternative. Surely this strategy of mutually assured destruction could be replaced with something better. Never, until now, have I seen the secret shared so thoughtfully and so well in this (literally) little black book.
The message here is for all creative businesses who want to move away from being "order-taker suppliers to expert advisers" and want to forge "a more satisfying and lucrative way of getting and doing business." The transformation begins with a willingness to focus and then articulate that focus through a consistent claim of expertise, working continuously "to add the missing skills, capabilities and processes necessary to support our new claim." Enns first audience is marketing communications firms, yet the fundamental truths and lucid examples he shares are completely applicable to the creative enterprises I am most familiar with, architecture and photography.
Enns is clear about the difficulty of beginning and sustaining the transformation, both personal and business, that is required to move from a commodity provider forced to give away their best thinking for free in order to win new work to to expert adviser whose cost of sales is essentially zero. His insight into the hearts and minds of creatives and the culture in which we are trained and have practiced for so long comes from first hand experience. Sadly, he observes that "not everyone has the heart or stomach for revolution."
The last proclamation, "We Will Hold Our Heads High", is written with the conviction of a prophet, calling to his people at a crossroad: "On the one side, the process of design is finally being seen as the last great differentiator of business and economics; while on the other, the outputs are increasingly seen as commodities". He invites we creatives to accept our unique mission: "We didn't choose our craft; it chose us. And we were never in this for the money. Like all creative people we only seek to create, and in doing so, somehow change the world." This manifesto provides the blueprint for building a sustainable business model that creatives of every type can implement to win the work they want, gain the respect they deserve, make a profit, and have more fun.
5 of 5 people found the following review helpful.
Expert Creatives Can Make Money Too
By Ann R
I have just finished reading (for the 2nd time) Blair Enns book. It needs reading all in one sitting and then a second time where you can pour over the concepts and teachings. This book is for Owners and Senior Managers of Creative Agencies who are seeking to stand apart from their competitors. It is about positioning your agency for success and one of the key learnings in it for me was the relationship you have with your clients, we are experts in our chosen field and the client is paying for that expertise. We have a duty to help the client choose their agency wisely and to help give them confidence to trust our expertise and for us to continually invest in ourselves and our businesses to ensure we are delivering true value for our clients.
Don't read this once and don't just read it and put it away. Refer to it regularly (especially when you are about to give something away for free or too cheaply). Get your team to read it and discuss it with them. The whole agency needs confidence in order to make break through changes.
At last a book that inspires and that seeks to help our industry be more professional and make money doing it.
A very big thank you to Blair for producing such a well structured and beautifully written book - and one that can be read in a few hours!
3 of 3 people found the following review helpful.
A 'Must-Read' for any Creative Industry Business Owner
By Michael Jones
I cannot recommend this book highly enough.
Every creative-industry business owner should read this. Whether your company is a design studio, brand agency, marketing consultancy, or a production firm, you will re-think the entire way you sell after reading this book.
You do not need to put countless, non-billable hours into 'proposals' and pitches. You really can sell your brand with your expertise without giving away free work.
I've already benefitted tremendously from this short book and can't wait to watch my fledgling business take off because of the principles Blair makes so obvious.
You definitely should read this book.
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