English

Win Without Pitching Manifesto

This book tells how creative firms can win business by being expert consultants instead of pitching. It also tells how to walk clients through the sales process and how to charge more, and provides other valuable advice. There are 12 proclamations in this "Manifesto of Business Practices for Creative Firms." The writing is intelligent, confident, professional, and sophisticated. The Twelfth Proclamation contains an excellent summary: "We will see ourselves as professional practitioners who bring real solutions to our clients’ business problems. We will seek respect above money, for only when we are respected as experts will we be paid the money we seek." I especially like the approach to sales as the expert practitioner determining fit, rather than as the persuader. I feel that the proclamations are easier for established firms to follow than those that haven't yet built up a strong reputation. I read this because it was recommended by The Freelancers Show . I read it online . Following are my notes for several of the proclamations. We Will Specialize "Expertise is the only valid basis for differentiating ourselves from the competition. Not personality. Not process. Not price. When

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