Design Strategy, Innovation and other cranial jetsam
“ Three Steps to Winning Without Pitching The Win Without Pitching approach can be distilled down to three steps:
1. GAIN POWER THROUGH POSITIONING
Agencies suffer from lack of power in the buy-sell relationship. The way to get this power back is through proper positioning of the firm. With no power, the firm is at the mercy of the pitch, the procurement department and the client-dictated buying process. We help firms reclaim power.
2. SYSTEMATIZE YOUR APPROACH
Power, once achieved, is leveraged through established sales protocols. We use a breakthrough selling system licensed from TheRevenueBuilder, adapted specifically to marketing communication agencies, to help rate opportunities and determine the appropriate next steps. We train agencies on this system, and we’ve worked with Workamajig and FunctionFox (coming soon) to help them build it into their CRM applications.
3. DERAIL THE PITCH
Closing is all about reassuring a late-stage client-to-be that yours is the right firm for the job. We train agencies to look past the request (free pitch, written proposal, etc.) to the motivation behind it, and find an alternative way forward - one that doesn’t include giving away free thinking or writing proposals. ”
