The Win Without Pitching Manifesto
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Blair Enns makes the case that the traditional pitch, in which an agency or consultant competes against rivals by giving away creative work on speculation, is a poor way to win clients. He argues that most pitching becomes a race to the bottom: buyers get free ideas, sellers get little pay and rarely the work they want. Instead, he proposes that practitioners position themselves as specialists, so that prospects seek them out rather than shop around. The book lays out how to build that reputation, how to talk about fees with confidence, and how to stop competing on price. It is written for people who sell creative services, though its lessons on positioning and value reach well beyond that world.
Liked The Win Without Pitching Manifesto? Here’s where I’d start.
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