Win Without Pitching®: Thinking

Negotiating

Open Book Management

Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually improve relationships with both employees and clients when used appropriately.

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.

Hacking Heuristics

Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulating them to make a decision that is in their best interest.

Coaches Corner: The Solution For Being Too Expensive

It’s early January. My phone rings. It’s Sue, a former client I spoke with two weeks earlier. She had called to share she was leading a new firm and they were growing like mad. She needed our help again. I had always liked Sue. We did really good work for her and she’s a straight

When Clients Ask for Financials

If you’ve ever found yourself in a client-driven selection process where you’re being asked to disclose financial details, this article is for you.

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