Win Without Pitching®: Thinking

While our mission here at Win Without Pitching is to change the way creative services are bought and sold, our focus is really on the selling side of the buy-sell relationship. Cal Harrison at Beyond Referrals on the other hand, is doing yeoman’s work to transform the buying side of the equation, trying to reform the way clients go about hiring firms like yours.

Cal’s TedX talk Five Billion Reasons to Change the RFP systematically exposes the flawed logic of the RFP process, giving you the ammunition to push back on your next RFP-driven sales opportunity. I strongly suggest you take a few minutes to watch this compelling video.

If you like what Cal has to say, consider giving this video a push on your social media channels. The more exposure Cal’s work gets, the easier it becomes for Win Without Pitching firms to obtain concessions when pushing back on an arduous and often ridiculous RFP process.

Cal Harrison can be reached at Beyond Referrals where you can find other resources for you and your friends on the buying side of your client relationships.

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Join Blair Enns live for the Win Without Pitching Workshop and learn how to take control of your sales process (and actually enjoy it). 

Blair Enns
Blair Enns is the Win Without Pitching founder and CEO and the author of The Win Without Pitching Manifesto and Pricing Creativity: A guide to Profit Beyond the Billable Hour.
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Recent Thinking

You’re Always Selling. Everything is a Negotiation.

Two common refrains that you are “always selling” and that “everything is a negotiation” are often stated as facts, but they’re not facts, they’re points of view, and I don’t happen to subscribe to either of them.

Who’s Going to Own This?

Do you ever wonder why some of your clients are transformed by your work and others, meh—not so much? It’s the multi-million dollar question, isn’t it?

Why We Suck at Negotiating

The more I get to know procurement professionals through my pet project that is 20% – The Marketing Procurement Podcast, the more I am struck by how bad we in the creative professions are at negotiating.

Win more business at higher prices and a lower cost of sale