Win Without Pitching®: Thinking

Procurement

Replacing the Gorilla Account

Are you being held hostage by a gorilla account that, if they left, would destabilize or even destroy your firm?

The threat is very real according to David C. Baker at ReCourses, who quantifies these things. “One half of all firms that lose a client representing at least 35% of their revenue do NOT survive.”

You might want to get ahead of that.

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Are You Trying Too Hard to Win New Business?

A competitive mindset can sometimes be at odds with a creative one. David Brooks, author of The Social Animal, made this claim in a New York Times op-ed piece last year. (All links to external sources are at the bottom of this article.) When you’re constantly trying to outcompete others, says Brooks, it’s less likely

Pitches, Search Consultants & Hissing Cockroaches

It’s been interesting to read the heated online discussions in recent days regarding the Zappos pitch and the Portand Online website design contest. Agencies and clients are squaring off in mixed camps over whether these pitches are handled fairly or are even appropriate to begin with. I thought I would dust off this article that

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