Win Without Pitching®: Thinking

Podcast

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.

If I Were Starting Over

David and Blair take turns asking each other questions about what they each would do differently if they were going to start a new firm today based on what they know now.

The X-Factor

Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that “je ne sais quoi.”

Replacing Presentations With Conversations

David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.

Reviewing the “Surveillance Footage”

There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it lead their clients to say, “you must have hidden cameras in my office!”

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