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
Win Without Pitching®: Thinking
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 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?
Blair interviews David on what each of the three levels of success in running a creative firm looks like.
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 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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