The Win Without Pitching Manifesto

Expertise forces selectivity.

the expert will take pains to ensure that his future clients grant him such a position.

our goal with such a prospect is to inspire him to form the intent to solve his problem; it is not to inspire him to hire us.

The dynamics of the relationship with the client are shaped early, before he hires us.

The control that we need in order to do our best work includes the imperative to bring our own methodology to the engagement.

The psychology of buying is the psychology of changing. Selling, therefore, is change management. The very best salespeople are respectful, selective facilitators of change. They help people move forward to solve their problems and capitalize on their opportunities.

We will look for those that we can best help. We will seek out those that see a fit between their needs and our expertise and who are willing to let us lead the engagement.

The fastest way to efficiencies in our business development approach is to unabashedly uncover important information early and use that information to make an honest and practical assessment of a fit. The answer to the question, “Can and will the client afford us?” is vital information that we must resolve to uncover as soon as possible.

We Will Specialize

When given a choice to operate from the position of power that comes with deep expertise or to pursue work outside that area for clients who will not allow him to lead, the expert will refuse.