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Becoming the Expert
A Simple Scorecard To Help Make Your Positioning Real
November 2009|

A simple, 5-question Business Development Scorecard will help you grade every new client and opportunity, helping to ensure that you stay on strategy and reinvent your firm one new client at a time.

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A Global Standard on Design Procurement
Getting the Conversation Started
February 2010|

Two interesting events on opposite sides of the world this week provide fodder for panels on Global Design Procurement that I'll be moderating at ICOGRADA's Design Week in Vancouver in April and APDF in New York in May...

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Procurement God
Another Perfect Pitch Comic
February 2010|

A laugh at the games clients and agencies play to circumvent an ill-conceived or poorly administered procurement process.

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WWP Books
THE WIN WITHOUT PITCHING MANIFESTO
A Call to Arms for Creative Firms

The original Twelve Proclamations of a Win Without Pitching Agency is now a 24,000-word book, coming from Rockbench Press in early 2010. Start reading online now.


Order Info		THE WIN WITHOUT PITCHING GUIDEBOOK & CD
The DIY Win Without Pitching sales training program
The guide to implementing a business development approach in your firm that doesn't build pitches, written proposals or other unnecessary costs and steps into the sales cycle.
Order Info		RETHINKING THE RAINMAKER
New Ideas on the Business Development Role

COMING SOON | A new book in electronic format on finding, hiring, paying and managing agency business development personnel, the Win Without Pitching way. Available online in early 2010.


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