Win Without Pitching

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Join me and a diverse group of your peers in a monthly deep dive into a single Win Without Pitching principle or practice.

We’ll work through the parts you’re struggling with together.

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Win Without Pitching

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Win Without Pitching training for small teams or individuals, delivered via virtual public workshops in cohorts of 28.

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The Sale is The Sample

Any sale of expertise is the sample of the engagement to follow. It’s where you claim the high ground of the expert or are relegated to a lowly vendor. How you sell, therefore, affects what you are able to sell, how much value you create and the fees you earn.

We teach you to sell and price like the expert you are.

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The Four Conversations: A New Model for Selling Expertise

The here’s-how-to follow-up to The Win Without Pitching Manifesto, Blair Enns’ new book The Four Conversations gives you the entire Win Without Pitching playbook for selling your expertise.

This framework of conversations will help you love selling in a way that carefully preserves the reputation you’ve worked so hard to build.

David C. Baker, “The Expert’s Expert,” (NY Times)
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Win Without Pitching Has Helped Thousands of Experts From Firms of All Sizes

A recent proposal for a rapidly growing global manufacturing outsourcing company included a creative pricing alternative: a substantial engagement capped at $700k to keep them below our single-account maximum of 25% revenue, a minor project at $50k, or an acquisition of our firm for $20M.

Their response was overwhelmingly positive!

Founder, Marketing firm Focused On Manufacturing
 

This workshop was really, really good. It’s surprising to me after reading both books and listening to the podcasts that it only clicked in the last four days, this workshop really helped me connect the dots. Thanks for that. I should be leading more in the sales process, listening more and embracing silence. One of my action steps is reworking my proposals as a result.

Peter Fodor, Founder and CEO
AppAgent

About 30 minutes after the workshop, I had a first meeting with a referral. Granted the referral was fairly warm, I slightly altered how I explain my fees by using WWP’s pricing tiers. I quoted four tiers anchoring with a fee 10x what I have been charging. I probably undershot the 2nd tier, but the client elected it and that fee is the highest that I have charged yet for planning.

Financial Planner,
Company

Get Insights and Expertise Directly From the Win Without Pitching Team

Access a vast base of knowledge through our insightful articles. Empower your team to win more pitches with our proven strategies.

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Uncategorized

To Speed up Lead Generation, Slow Down

A client of mine, Manny, said it best. “Instead of thinking about lead generation as a campaign, we should think of it as a practice.” 

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Agency Business

Your Business Is Not A Machine

Your business — like you, the economy, the planet, even the universe — is not a machine, it’s a complex adaptive system.

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Pricing

It’s Never Really About the Money

Even when it’s about the money it’s never really about the money. Use The Value Conversation to uncover what the client really wants. Find the value beyond the money.

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Navigating the Sale

The Answer Is: Sell a Diagnostic

How do you help an early-stage prospect move forward with you? How do you quantify and scope a messy or complex opportunity? How do you get paid to write a proposal? The answer to these questions, and many more, is you sell a diagnostic.

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Navigating the Sale

Ghosted. Now What?

The 100-day sprint began last Tuesday. This is a great time of year, right after summer vacation, to send The Magic Email. 

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