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Closing is all about reassuring, and most firms attempt to reassure the client that theirs is the best firm for the job through traditional means of written proposals, PowerPoint presentations and free ideas. Win Without Pitching firms use process-framed case studies.

Dubbed “the black box” of the Win Without Pitching approach and “million dollar closing tools,” process-framed case studies are unrivaled for their ability to reassure the client late in the buying cycle, derail a competitive pitch and secure the business without writing a proposal.

In this webcast you will learn:

• The five components of process-framed case studies
• How and why case studies work to derail a pitch
• The rules and watch-outs of presenting your case studies
• Why your case studies should never be shown on your website, mailed as lead generators or left behind after a meeting

Join Blair Enns in this final part in a three-part series on building and using process-framed case studies

This webcast features outside expert John Gleason, consultant and former head of design procurement at Procter & Gamble. John's heard pitches from hundreds of creative firms and he'll tell you the common mistakes made by many of them.

Negotiating With Procurement will cover two main topics: how to stand out in order to get selected, and how to negotiate with procurement once you have been selected.

In this webcast you will learn:

• The common "differentiators" claimed by thousands of firms
• Why procurement is so much better prepared for negotiations than you are, and how to fix it
• What procurement really needs from you, and what they're willing to negotiate away, but only if you ask

Join John Gleason and Win Without Pitching founder Blair Enns for a revealing look inside your client's procurement department.