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The Win Without Pitching Manifesto

by Blair Enns

  1. Chapter I : We Will Specialize
    1. We Will Specialize
    2. The Purpose of Positioning
    3. The Benefits of Positioning
    4. We Are the Sum of Our Choices
    5. Fun and Money
  2. Chapter II : We Will Replace Presentations with Conversations
    1. We Will Replace Presentations with Conversations
    2. Step One: Improving Collaboration with Existing Clients
    3. Our Misplaced Fear of Policies, Rules and Routine
    4. Step Two: Eliminating Big Reveals in the Buying Cycle
    5. Framed by Our Mission, We Pursue Our Objective
    6. The Roles that We Play
  3. Chapter III : We Will Diagnose Before We Prescribe
    1. We Will Diagnose Before We Prescribe
    2. The Practitioner's Perspective
    3. Learning From Other Professionals
    4. The Polite Battle for Control
  4. Chapter IV : We Will Rethink What it Means to Sell
    1. We Will Rethink What it Means to Sell
    2. Salesperson: Facilitator of Next Steps
    3. A New Model for Selling
    4. Step One: Helping the Unaware
    5. Step Two: Inspiring the Interested
    6. Step Three: Reassuring the Intent
    7. The Four Priorities of Winning New Business
  5. Chapter V : We Will Do With Words What We Used to Do With Paper
    1. We Will Do With Words What We Used to Do With Paper
    2. Why the Client Asks for a Proposal
    3. RFP R.I.P.
  6. Chapter VI : We Will Be Selective
    1. We Will Be Selective
    2. Retreating Where Others Advance
    3. Reversing the Dynamics of Objections
    4. The Passion Dichotomy
  7. Chapter VII : We Will Build Expertise Rapidly
    1. We Will Build Expertise Rapidly
    2. The Importance of Proving Our Expertise
    3. All Will Not Follow
  8. Chapter VIII : We Will Not Solve Problems Before We Are Paid
    1. We Will Not Solve Problems Before We Are Paid
    2. Free Thinking is Not Just Free Creative
  9. Chapter IX : We Will Address Issues of Money Early
    1. We Will Address Issues of Money Early
    2. A Minimum Level of Engagement
    3. On Project Work
    4. Walking Away
  10. Chapter X : We Will Refuse to Work at a Loss
    1. We Will Refuse to Work at a Loss
    2. On Discounting
    3. Our Pro Bono Clients
  11. Chapter XI : We Will Charge More
    1. We Will Charge More
    2. Profit Improves Service
    3. Time or Thinking: What Are We Selling?
    4. Premium Pricing Improves Commitment
  12. Chapter XII : We Will Hold Our Heads High
    1. We Will Hold Our Heads High
    2. Sustaining the Dream
    3. Among the Professions, But Apart
    4. The Gift We Might Give
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