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A Win Without Pitching Manifesto Kindle Edition
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In particular - the fact that you should walk away from RFP processes where you don't have the inside tracks, and that the big "surprise" presentation is a bad idea. Also great is the focus on talking money early to establish value and that change orders and small incremental bills kill the relationship much more than the "big" bills that justify the engagement in the first place.
For all business people, the key insights are to SPECIALIZE and gain expertise in your craft. There is no way to compete as a generalist in an RFP situation except on price and this is the road to the bottom and bankruptcy.
A great book and pithily written and well worth your time. I would pair this with books by Maister on Managing the Professional Service Firm.
Yes: "The forces of the creative professions are aligned against the artist." However, with this slim, succinct Molotov Cocktail of a book, you can create your own successful revolution, one artist, and one creative firm at a time.
Check this out, page 52 "The good news is that selling, when done properly, has nothing to do with persuading". People for the most part don't like to "sell" (and most don't), they are going to love this book.
In all the years that I have been in advertising, I have heard agency leaders say that they are no longer going to do spec work...but then they turn around and give it away. Blair in Chapter VIII tells us "We will not solve problems before we are paid". "Our thinking is our highest value product - our paying clients can rest assured that our best minds in media remain focused on solving their problems."
"The Win Without Pitching Manifesto" should be mandatory reading for anyone in the agency world that is responsible for helping grow their agencies and provide services and solutions for their clients.
Agency owners, I bet if you asked Blair, he would give you a break on cases of this book so you can give to everyone at your agency, because really - aren't we all responsible for growing business?
Most recent customer reviews
I love that it is focused on helping me see clearer and guide me in my focus before jumping into the whole marketing and buying process. Thank you!