 | Win Without Pitching is the business development consulting firm for ad agencies and design firms that believe there is a better way to build a marketing communication agency. |
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Blair Enns blogs about agency business development, free pitching and occasionally, life in Kaslo.
Fly the Plane | 20 April 2009This is great. A pdf of a recently famous event, with some language to put it into a relevant business context. Sorry I don;t have the time to get a small jpg up but you need to read it in size..
Not sure of the origin (if you know please let me know - I would like to attribute). Thanks, David Chapin for forwarding.
I can't get the metaphor out of my mind. It's the new mantra: Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. Fly the plane. You're not flying the plane! Fly the plane. Fly the plane. Fly the plane. Fly the plane...  Mistakes in Positioning Language | 16 April 2009There's a standard set of words that a lot of undifferentiated firms use to try describe how they're different and why they should be hired. I've commented on terms like full service, strategic, responsive and others ad nauseum over the years (and I'll comment on them so more in next week's newsletter, Seven Words You Can't Say in Business Development) but there's one phrase I've heard over and over but never really saw a pattern of use until recently.
The phrase is, "We get it." Topics: Positioning Two Tips for Telephone Introductions | 9 April 2009Jim Camp, in Start With No, his book on Win-Lose negotiating, makes the point that in any negotiation only one party can be okay. By that he means one party is going to feel more comfortable and confident than the other. The surprising part of his guidance is that he claims it should be the other party and not you who feels this way.. Topics: Lead Generation |
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