Want to hear more about Blair Enns and his thoughts behind the Win Without Pitching Manifesto? Join Chris Do on this video version of our The Futur Podcast. Chris is able to sit down with the man who wrote the book that has shaped much of Chris’ business philosophy.
➪ References from the show:
Twelve Resolutions for the New Year (genesis of the Win Without Pitching Manifesto book)
Say What you think (how to not bottle up what you feel inside when dealing with a client)
INBOUND 2016: Blair Enns “Price the Client, Not the Job”
Follow:
@blairenns
Buy the book:
Win Without Pitching Manifesto
http://amzn.to/2mGzHCu
Annotations
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00:41 What do you do when clients dictate how you should work.
01:48 Meet Blair Enns
02:33 Q: What was your background/area of study in school?
05:34 Q: Are you conflicted when it comes to giving advice about school to your kids?
05:57 Q: How did you transition into advertising?
09:13 How Chris discovered the Win Without Pitching Manifesto Book
10:30 Q: When did you write the book?
14:42 Q: Was there was something that prompted you to write this book?
15:45 If you don’t have a point of view, there is not point in publishing your book.
16:54 Q: How has writing the book changed you personally or professionally?
21:05 “The peculiarities of the creative personality that make selling difficult in the ideas business”. Can you explain what that means?
23:25 A producer’s challenge is the market, but a marketer’s challenge is production.
25:03 Q: How do you overcome seeing yourself as an artist?
26:50 Pick a Door: trust that there is a diverse world of paths once you pick a niche
30:30 Money is not a zero-sum game. Most people earn money by helping people.
35:11 Q: What is your business model today, and your minimum level of engagement?
35:40 Productized service vs. Customized service
38:24 Q: How many books on average do you sell per year?
38:48 Q: How are you currently building awareness?
40:14 Q: Do you only publish your thoughts/writings on your site, or do you distribute through other platforms like Medium?
42:25 Q: How many people are in the group?
42:45 Q: How big is your team at the moment?
43:21 Q: How do you scale your business right now?
45:25 Q: What’s your exit?
47:57 Q: What business books and resources would you recommend?
48:31 Q: How would you get initial clients for a new agency?
49:10 Anytime you compromise the fee you would charge to build your portfolio, make sure to let the client know.
50:52 Q: Do you have any resources on how to say what you are thinking?
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Credits:
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Host– Chris Do
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