The Win Without Pitching Monthly Webcast

True rainmakers are rare like unicorns, so when we find one, it's human nature to want to kill and examine it.

The Rainmaker Autopsy looks at the profiles of agency business development success, explaining why some people can do the job well and others cannot. Join Win Without Pitching founder Blair Enns as he cuts into the perfect business development person and explains what it takes to be a rainmaker.

In this webcast you will learn:

• The habits, behaviors and motivational drivers of rainmakers
• The answer to the Nature vs. Nurture question: Must rainmakers be found, or can they be created through training and support?
• How to identify the elusive rainmaker in its natural habitat
• Tips for getting the best performance out of all business development people

Join Blair Enns on April 8th as he shares insights gleaned from working with business development people from hundreds of creative firms. No rainmakers are harmed in the making of this webcast.

Selling consultative services often requires a retreat where other sales professionals would advance. The Takeaway (aka the Flip) can reverse the dynamics of a typical buy-sell relationship and reveal to the seller exactly how much power he does or does not have in the buying cycle.

In this webcast you will learn:

• The powerful psychology of saying no
• Four ways and places to use the takeaway throughout the buying cycle
• The steps you need to take to overcome your fear of losing the deal and getting comfortable with the takeaway
• The caveat: the two reasons most people struggle with the takeaway work

Join Win Without Pitching founder Blair Enns for The Takeaway as he demonstrates the power of the taking the opportunity off the table.

The typical engagements begin with the diagnostic phase - a period of information gathering that lets you form an accurate hypothesis of the client's real problem and opportunity. Most firms use diagnostics but few formalize them to the extent that they help close new business and add high margin dollars to the engagement.

In this webcast you will learn:

• How to use diagnostics to increase the strategy offering of your firm and gain control of the engagement
• Five forms of creative firm diagnostics
• How to use formalized diagnostics to help you get paid to write a proposal
• How to present diagnostic findings without eroding their profitability through lengthy report writing

Join Win Without pitching founder Blair Enns for this webcast and take the next step on the road from order-taker to expert by learning to harness the power of  the diagnostic sale.