The Win Without Pitching Manifesto offers valuable advice for creative firms on winning business by positioning themselves as expert consultants rather than relying on pitches. The book's 12 proclamations emphasize specialization, replacing presentations with conversations, and diagnosing before prescribing solutions. While the advice is insightful, it may be more applicable to established firms with strong reputations.
The Win Without Pitching Manifesto provides a comprehensive guide for creative firms looking to transform their business practices. The book's 12 proclamations are written to inspire owners of independent creative businesses to rethink how their services are bought and sold. The emphasis on specialization, replacing presentations with conversations, and diagnosing before prescribing solutions is particularly noteworthy. The writing is intelligent, confident, professional, and sophisticated, making it a valuable resource for those in the creative industry. However, the advice may be more applicable to established firms with strong reputations, as newer firms may find it challenging to implement some of the strategies.
Quick quotes
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.
The very best salespeople are respectful, selective facilitators of change. They help people move forward to solve their problems and capitalize on their opportunities. The rest talk people into things.