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.
Blair interviews David on what each of the three levels of success in running a creative firm looks like.
I’m pretty sure I can show you the levels of financial success you’ll move through in your career. I can’t predict how far you will go, but by reading the descriptions of the levels you’ll be able to see where you are on the journey and what lays ahead.
I don’t care what you or I did in 2017. Good or bad, it’s done, and I’ve never been one for lingering too long in the past. A lot of people think that their past defines their future. That the things they can accomplish now and tomorrow are limited by what has happened previously. But that’s ridiculous. The wake doesn’t push the ship. You’re free to go wherever you want, do what you want and earn what you want in 2018, regardless of the reality that was in 2017.
You cannot fully understand a system from within the system. You cannot read the label from inside the jar. The thinking that got you here won’t get you there. It’s unlikely the problem will be solved from within the context it was created.
Some firms don’t take project work at all, while for others project revenue vastly outstrips the income from their few ongoing clients. What’s the proper role of project work in your firm, and what’s the proper approach to pursuing or vetting it? In this article I lay out some specific guidelines on projects as a part of your overall client mix, and the rules of pursuing and accepting project work.
When I think of the firms that drive numerous inbound leads they all have one very clear thing they do. Their lead generation efforts are as focused as their positioning. They’ve resisted diluting their efforts across numerous channels, avoiding Warren Buffet’s admonishment that “Diversification is for people who don’t know what they are doing.”
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.
The closer a principal gets to his target exit age, the less risk he takes. At some point, within the five year window, the firm quits evolving altogether, and just when he should be building something strong that will survive the transition to new owners and therefore be easy to sell, the firm begins to deteriorate. The last few years in the business are poor ones. If it gets sold at all, it’s not at the price hoped for. The result is underfunded retirement for a burned out entrepreneur who put all his eggs into the end-game basket. The journey was unnecessarily painful and stressful because of the decisions deferred, and the payout wasn’t there in the end. Lose, lose.
Learn how to win
You will get a curated collection of Blair’s best writing, videos, and podcast episodes immediately after signing up.
Then, you’ll receive Blair’s latest work as it’s published.