In this episode, Blair Enns and I explore his unique approach to business development for creative firms. He has documented his principles in The Win Without Pitching Manifesto. We discuss some bad practices in the creative space and the better principles to replace them. Then, we contrast the elements of a strong vs. weak money conversation.
- What was the inspiration for The Win Without Pitching Manifesto?
- Is the practice of pitching ideas for free unique to the creative space?
- What is your favorite proclamation from Win Without Pitching?
- Why is it empowering to be able to say “No”?
- How do you overcome resistance to taking the time to diagnose?
- What is your favorite question to ask during a value conversation?
- What is the relationship between pricing and not pitching?
- Why is the concept of a premium important to pricing?
- What is the root of stress in a money conversation?
- What is the story of you and a friend pitching the same customer?
- Why is charging higher prices in the best interest of the customer?
About Blair Enns
Blair Enns is a business development consultant to creative firms worldwide. He documented his expertise in the book, The Win Without Pitching Manifesto. He spent twelve years working in-house for large agencies and small design firms. Then, he spent another twelve years consulting to independent creative businesses to improve their business development practices.