Say What You Think
Say what you think. Say it early before stress and resentment build. You’ll make...
Pricing Difficult-to-Quantify Forms of Value
In the Win Without Pitching Workshop you heard me say that I think the...
Proving Your Expertise
Okay, you’ve repositioned your firm as a narrowly focused expert. Now what, you ask?...
Beyond the Rolodex
Last week Adweek published an article titled Shortcut to a Long Relationship in which...
Workshops: Better or Worse Than a Paid Pitch?
It's been common for a long time for agencies to kick off a new...
The Story of Storytelling (Or, How To Make your Positioning Real)
The role of storytelling in your positioning in articulating your expertise — where it...
Reboot Your Culture Through New Business
You reinvent your firm one new client at a time. You are only 3-4...