Win Without Pitching®: Thinking

Blair remembers what it was like when he was an account person himself, and David shares five ways firms can treat their account people better.

via 2Bobs

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Blair Enns
Blair Enns is the Win Without Pitching founder and CEO and the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour.
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Recent Thinking

You’re Always Selling. Everything is a Negotiation.

Two common refrains that you are “always selling” and that “everything is a negotiation” are often stated as facts, but they’re not facts, they’re points of view, and I don’t happen to subscribe to either of them.

Who’s Going to Own This?

Do you ever wonder why some of your clients are transformed by your work and others, meh—not so much? It’s the multi-million dollar question, isn’t it?

Why We Suck at Negotiating

The more I get to know procurement professionals through my pet project that is 20% – The Marketing Procurement Podcast, the more I am struck by how bad we in the creative professions are at negotiating.

Win more business at higher prices and a lower cost of sale