Leading Through Disruption
Enough time has passed now I can tell this story without naming names.
Win Without Pitching®: Thinking
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Navigating the Sale
How Assuming Can Cost You Time and Money
You never want to make assumptions in the sale. If you feel yourself assuming something, you need to lean into that and ask a question about what it is that you are assuming. Because when you make assumptions in the sale, it will likely lead you down a really long and expensive path.
Five Alternatives to Cutting Price
The subjectivity of value works both ways. Value is highly personal and subjective but it is so to all parties on both sides of the buy-sell divide. Just as two different clients considering the same offering from the same firm will assign different value to that offering, so too will two different salespeople trying to sell that offering.
Selling in One Lesson
Your power in the sale is a function of having your desirability be greater than your own desire. Makes sense, right?
How and When to Talk About Your Firm
One of the things that creative firms need to let go of is the need to present. It’s one of the proclamations in The Win Without Pitching Manifesto. “We will replace presentations with conversations.”
How to Write a Proposal
Friends, have you ever struggled with how to write a proposal? Sure you have, but I’m here to help. After years of reviewing written proposals from hundreds of marketing firms and about a dozen years of writing my own 100+ page proposals, I give to you, The Can’t-Miss, Killer Proposal. Read this before your competitors
Who Will Be the Adult In the Room?
Why do agencies get themselves into these situations where they feel they have to take work on onerous terms, where they have to put up with procurement’s powerplay moves and where they have no power to affect price?
Rethink Account Management, Raise Your Prices
At the highest level of pricing centralization and, I believe, value-and-profit creation, here’s how account leaders and a value council should work together
Alternative Forms of Reassurance
Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.
“Let’s see what kind of client you’ll make.”
Let’s try on the idea of you being as ruthlessly discerning with your prospective clients, if a little kinder in your language. What are the questions you would like to know in advance of working with a client to determine if this relationship is going to work?
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