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.
You can win more business at higher prices and a lower cost of sale — without donating your best thinking. Learn how at the Win Without Pitching Workshop.
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.
The Flip is our name for the moment in the conversation between you and a prospective client when you move, in their eyes, from the position of lowly vendor to the more lofty one of expert practitioner.
If you have the appetite for it, consider investing in a venture unit where one success has the potential to generate the equivalent of years of profit.
In this post I lay out the five levels of pricing success and ask you to do an assessment of where you are now. Then I identify the best resources to help you move up from your current level.
