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Blair Enns

The Win Without Pitching Manifesto Hardcover – August 6, 2010

by Blair Enns (Author)

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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.

Print length

144 pages
Language

English
Publisher

Gegen Press
Publication date

August 6, 2010
Dimensions

7.76 x 5.31 x 0.75 inches
ISBN-10

1999523504
ISBN-13

978-1999523503
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Editorial Reviews

About the Author

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. Blair's regular articles can be found at winwithoutpitching.com. His podcast, co-hosted with David C.Baker can be found at 2Bobs.com. He is @blairenns on Twitter. Blair lives in Kaslo, British Columbia, Canada and lectures throughout the world.

Product details

Publisher ‏ : ‎ Gegen Press; Second Edition Published 2018 (August 6, 2010)
Language ‏ : ‎ English
Hardcover ‏ : ‎ 144 pages
ISBN-10 ‏ : ‎ 1999523504
ISBN-13 ‏ : ‎ 978-1999523503
Item Weight ‏ : ‎ 9.9 ounces
Dimensions ‏ : ‎ 7.76 x 5.31 x 0.75 inches

Best Sellers Rank: #15,871 in Books (See Top 100 in Books)
- #1,625 in Business & Money (Books)

Customer Reviews:
1,243 ratings

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Blair Enns

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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.

Blair's regular articles can be found at winwithoutpitching.com. His podcast, co-hosted with David C. Baker can be found at 2Bobs.com. He is @blairenns on Twitter.

Blair lives in Kaslo, British Columbia, Canada and lectures throughout the world.

Customer reviews

4.8 out of 5

1,243 global ratings

5 star		85%
4 star		9%
3 star		4%
2 star		1%
1 star		1%

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Kyle

Fantastic Read

Reviewed in the United States 🇺🇸 on January 31, 2023

Verified Purchase

Invaluable for anyone in professional services.

Helpful

Andrew Paik

This Book is For Creative Professionals

Reviewed in the United States 🇺🇸 on December 26, 2022

Verified Purchase

A creative professional person wrote this book. The book is well written and valuable if you are a designer, writer, and sort. Unfortunately, this book did not help me much. My mistake for not reading the summary. But, as I said, a good book for creative professional people.

One person found this helpful

Helpful

Truth

Reviewed in the United States 🇺🇸 on November 15, 2022

Verified Purchase

Selling the old way is dead - and this book gives you the new manifesto for approaching every opportunity as a relationship building opportunity with a value added approach and walking away from the RFP culture. A good read.

Helpful

K. C. Ramsay

At last: The secret to being creative AND sucessful

Reviewed in the United States 🇺🇸 on August 10, 2010

Verified Purchase

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.

14 people found this helpful

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Jeremy Caruthers

YES

Reviewed in the United States 🇺🇸 on October 6, 2022

Verified Purchase

One of my favorite books of all time. A must have for freelancers, salesmen and creatives of all kind. So good.

Helpful

Edward Fairman

Be empowered and inspired to be better

Reviewed in the United States 🇺🇸 on April 23, 2019

Verified Purchase

This book has helped me tremendously, it’s change the way I look at, talk to and deal with any clients. Selling yourself, your work and your abilities is not taught in college. It seems almost taboo to talk about, at least where I’m attending. While watching a video on YouTube trying to figure out what I did wrong with dealing with a client I came across Chris Do of The Futur. He went over exactly what he read and learned most with this book. I realized that it wasn’t so much what I did wrong, but how I needed to sell, appreciate and position myself and not just be a designer, but rather be a problem solver. Without giving it another second thought I purchased this book immediately. Once I started reading couldn’t stop, I was so engaged on what he was saying. Blair Enns style is so easy to read and he doesn’t pull any punches. Right away on first page and I can’t stress this enough, but it went word for word what I was dealing with and had gone through with some clients. The more I read it was like Blair Enns knew my thoughts, questions and put it all down with ways to go about it differently. I’ve read this book a few times now I’ll keep reading it because there’s always something new that I take away from it. There’s never a moment where it’s not in my bag, I’m constantly bringing this up in different conversations with all of my professors and fellow classmates. I also tell them to watch the Money Talk series Chris Do has on the Futur YouTube channel because he lead and suggested this book to me plus he goes over a lot of other good stuff. I’ve read a good amount of other kinds of graphic design books and or what/how to be a graphic designer and none of them comes close to going over what this book does. This is not just a must read but a must have for any graphic designer or really anyone dealing with sales and business strategy.

11 people found this helpful

Helpful

Julio A.

a 12 days read

Reviewed in the United States 🇺🇸 on September 20, 2022

Verified Purchase

This is an amazing book. 12 easy steps to success. I read one per day to give me time to think about each proclamation and how to better use it.

Helpful

dodostereo

If you are a freelance creative, buy this book.

Reviewed in the United States 🇺🇸 on April 30, 2022

Verified Purchase

This is one of those books where you want to underline everything, so you don't underline anything.

The author wastes no time and writes no fluff. From the first page to the very end, this little book is packed with actionable advice.

I had just finished Proclamation 5 (out of 12) of the book, and my conversation with a prospective client transformed immediately from talking about what camera to use into brand strategy and 5-year business goals.

Buy this book.

2 people found this helpful

Helpful

Top reviews from other countries

*Sprat*

So much valuable content!

Reviewed in the United Kingdom 🇬🇧 on November 6, 2019

Verified Purchase

Win without Pitching Manifesto is full of concise meaningful advice on how you can stand out and run a successful creative business by removing the need for a pitch.

If you do any sort of creative work that puts you in contact with clients, I highly recommend investing your time in reading this book.

This is one book that I wish I had read years ago.

3 people found this helpful

Jenny P

Genius

Reviewed in the United Kingdom 🇬🇧 on September 24, 2018

Verified Purchase

This book should be read by every creative who sells their work and every creative agency leader. Blair is shaking the agency world up and bringing us into the 21st century. If you want to be paid more and have less competition then take head of the principles explained in this book. Fantastic book and easy to read.

One person found this helpful

Amazon Customer

A must read

Reviewed in the United Kingdom 🇬🇧 on June 22, 2021

Verified Purchase

I came across this book following a recommendation. This has without a doubt been one of the most insightful, provocative and inspirational books I have ever read. Most businesses strive to achieve the goal of winning business without pitching - Blair provides a fantastic strategy and the way forward to achieve just that with this must-read book.

Andrea Manconi

Love it

Reviewed in the United Kingdom 🇬🇧 on February 14, 2018

Verified Purchase

I value greatly this manifesto, written in a constructive and practical fashion. It's built as a list of declarations on the way of managing creative firms which goes deeper and deeper as the text pregresses, and it might show You that, before following "the client's requests", You might be better thinking twice about what the client (and You) need.

Dwayne

Great book. Hard read

Reviewed in the United Kingdom 🇬🇧 on August 2, 2021

Verified Purchase

Though the book is small, it sounds like a person reading offf a list of dos and don’t. However the information is invaluable.

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