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Marketing and Sales, Entrepreneurship
The Win Without Pitching Manifesto Summary
By Blair Enns · 2008 · 160 pages
About The Win Without Pitching Manifesto
In this manifesto, Blair Enns argues that the traditional pitch process undermines creative professionals by commoditizing their expertise and forcing them to give away their best ideas for free. He lays out a practical framework for positioning your firm as a respected expert, shifting the sales dynamic so that clients seek you out rather than the other way around. Drawing on years of experience advising creative agencies, Enns shows how to qualify prospects, lead with diagnosis, and price based on value instead of time. The result is a bold, actionable guide to winning better clients and more profitable work without ever pitching.
The Win Without Pitching Manifesto summary by chapter
- We Will Specialize
- We Will Replace Presentations With Conversations
- We Will Diagnose Before We Prescribe
- We Will Rethink What It Means to Sell
- We Will Do With Words What We Used to Do With Paper
- We Will Be Selective
- We Will Build Expertise Rapidly
- We Will Not Solve Problems Before We Are Paid
- We Will Address Issues of Money Early
- We Will Refuse to Work at a Loss
- We Will Charge More
- We Will Hold Our Heads High
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No. It is an independent ChapterCuts summary that condenses the main ideas of Blair Enns's 160-page book. Use it to decide whether to read the full book, or to review its ideas after reading it.
