Win Without Pitching®: Thinking

Principles

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.

“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?

Collaborating with Competitors

David and Blair compare each other’s competitiveness and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationships.

First Principles

First principles are the foundational truths from which all other principles or assumptions should flow. Over the last year or so I’ve been ruminating on the first principles of the Win Without Pitching way of selling.

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