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, by Blair Enns
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Product details
File Size: 191 KB
Print Length: 144 pages
Simultaneous Device Usage: Unlimited
Publisher: RockBench Publishing Corp. (June 20, 2014)
Publication Date: June 20, 2014
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B00L5Y7KTO
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Amazon Best Sellers Rank:
#58,822 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
There are books. There are good books. There are really good books. There are bestsellers. There is even the Good Book. And then there is this kind of book. A true classic. A Thomas Paine's Common Sense for creative business owners and bus dev people. More in the company of Paine, Jefferson, Lincoln, Twain, Franklin, Marx... you know, truly great manifestos. And look, I've read a lot. And you just don't read things this good very often. If you are in the creative professions, you are going to hang on every word, love every sentence and compulsively turn every page. If you happen to own an agency or design firm or web shop or... well you get the point... you are going to find the answers to the questions you've been struggling with - and you're going to find the answers to even better questions you hadn't yet thought to ask.Yes: "The forces of the creative professions are aligned against the artist." However, with this slim, succinct Molotov Cocktail of a book, you can create your own successful revolution, one artist, and one creative firm at a time.
As someone who spent more than a decade in professional services and over a decade on the other side, buying professional services, this is a great book with practical examples that are useful to everyone.In particular - the fact that you should walk away from RFP processes where you don't have the inside tracks, and that the big "surprise" presentation is a bad idea. Also great is the focus on talking money early to establish value and that change orders and small incremental bills kill the relationship much more than the "big" bills that justify the engagement in the first place.For all business people, the key insights are to SPECIALIZE and gain expertise in your craft. There is no way to compete as a generalist in an RFP situation except on price and this is the road to the bottom and bankruptcy.A great book and pithily written and well worth your time. I would pair this with books by Maister on Managing the Professional Service Firm.
I’ve been running my own design agency for almost a decade and this is the first book that I’ve read that has had me emphatically agreeing throughout its entirety that “OH MY GOD THIS GUY GETS IT.â€It is abundantly clear from the first few pages that Mr. Enns has worked extensively with ‘creative types’ across the spectrum and has a great love for this industry. He addresses so many of the common pitfalls that creatives run into: namely, how to set yourself apart from the myriad of technicians who are willing to do free/spec/cheap work for those who do not value their skills and the creative solutions they bring to the table.If you want to position yourself as an expert at your craft, read this book as soon as you can. And bring a highlighter and a notebook - you’re about to get 12 great lessons on how to win at what you do without having to subject yourself to the constant demoralizing pitch.
This has been a complete game changer and I would consider it essential reading if you are in the creative space and need guidance on how to position yourself as an expert. Blair's writing style is engaging and easy-to-read. He's able to distill big concepts into bite-sized, highly actionable, nuggets of gold. Easily could be priced over $100 and still be a bargain in the knowledge you gain. Buy this book. Read it. Re-read it. Apply what you learn and crush it!
If you get paid for the power of your thinking, this is a must-read. The 12 proclamations are deceptively simple if you only read the ‘look inside’ part of the book. The actual text puts each of those proclamations into a context that makes their wisdom undeniable, and gives examples of how each one comes into play. You will see both positive and negative outcomes based on how well you apply the proclamations to your own business. Simply put, just read this. Likely, more than once.
This book is such a pleasure to read. As most great products/ideas do; this book doesn't simply solve a problem, it changes the way you think about the world. Win Without Pitching is equal parts manifesto, strategy guide, and practical advice... and that is a very rare combination. These elements are evenly dispersed throughout the book. I think that's why it's such a refreshing book to read.. It's a manifesto, a movement, which is empowering and inspiring...and yet it also shows you how to do what it proposes, amazingly well. You won't regret reading this book, that's for sure.
This should be on every graphic designer's bookshelf. If you've been in the business very long, you will be nodding your head and saying "Yep, that's exactly how it is" as soon as you start reading it. In the beginning, Enns talks about how a presentation is really a performance that the client judges -- and how wrong it is to try to sell your services that way. Then he goes on to explain how to not do that and how to garner the respect that our craft is lacking. I will be reading this book over and over again because there is so much to learn from it. I've been in the business for 17 years and I shared this book with a colleague who has been around even longer, and he can't put the book down.
I was guided to "A Win Without Pitching Manifesto" by Blair Enns through the content provided by Chris Do and The Futur. I also heard the podcast with Blair Enns which further committed my decision to read this book. It definitely helps to reframe your thinking and likely most everything you've come to learn about business development and how to price yourself within your market and your clients. It's a fast, easy read that provides a clear method of thinking about your approach to building your client roster that is profitable and fulfilling.
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