 | 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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Article and thought papers by Win Without Pitching founder Blair Enns and a few outside authors.
A Call to Arms: Twelve Proclamations of a Win Without Pitching AgencyThe original Win Without Pitching Manifesto. Now a book, but presented here as it first appeared. A call to arms for the brave and the pitch-weary. Read it, print it, post it, forward it.Read Online Topics: Free Pitching, Books Firing on All CylindersA thought paper that examines the four key areas that predict business development success across marketing communication firms. Self-evaluation questions are posed at the end of each section.Read OnlineDownload PDF Ten Tests of Your PositioningWinning without pitching begins with positioning. How's yours? This brief thought paper offers ten simple questions to ask of how your firm is currently positioned or for any new positioning you may be considering.Read OnlineDownload PDF Topics: Positioning Five Rules for Presenting ProposalsAn article written for the Journal Persuading (previously published by ReCourses) back in 2004. (A bit dated) I include these five rules in a lot of my speeches and training and consulting work, but this is one of the few places the rules have been published.Read OnlineDownload PDF Key Performance Indicators for Business DevelopmentAn article for the journal Persuading (previously published by ReCourses) on measuring and managing business development success. It breaks Key Performance Indicators (KPIs) down into two categories of Leading Indicators - things you measure today to predict future success, and Lagging Indicators - those items you measure after the fact to determine if success was achieved.Read OnlineDownload PDF Topics: Tracking & Reporting A Decent ProposalThe RFP method is supposed to objectively select and hire the best professional services for a particular job. But does it accomplish this? The evidence says no.
The RFP process has long been touted as a way for buyers to objectively evaluate and select from multiple professional service providers while keeping a lid on costs. Unfortunately, far too many RFPs issued by private sector, nonprofit, or government buyers fail to achieve these desirable goals. That’s because using the RFP process actually increases the cost of buying professional services — such as accounting and management consulting — while decreasing the likelihood of selecting the right service provider.
Written by Cal Harrison for CA Magazine and re-printed here with permission. Read OnlineDownload PDF Beating Free Pitching: An Industry ApproachA Speech delivered to the Annual Congress of the Bureau of European Design Agencies (BEDA) in Berlin, Germany on March 23rd, 2007, the 50th anniversary celebration of the signing of the Treaty of Rome which created the European Economic Community (EEC).Read OnlineDownload PDF Topics: Free Pitching, General |  NewsletterApril 2010Five Positioning Mistakes After almost ten years of advising creative businesses on their positioning, I've looked back to find the five most common mistakes that I've seen. |
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