We talk with Blair Enns, author of The Win Without Pitching Manifesto about pricing and winning work as a creative firm. Blair is a decades long veteran of advertising and design firms, and has spent thousands of hours learning abut pricing, winning work, and how to strategically influence your odds of winning work for design and development work.
Much of what Blair preaches flies in the face of conventional tactics used by most creative firms. The idea is to become the obvious choice for a client through positioning, derailing the pitching process, or influencing the buying process. If you cannot do any of these three things, your best advice is to walk away from the pitch, as you are unlikely to win.
Agency principals, freelancers, designers, and developers can learn a lot from this interview with Blair.
Win Without Pitching
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