The Win Without Pitching Manifesto

While we dislike routine, the client – and ultimately, any consistency of success – demands it.

our highest value offering is our ability to bring new perspective and understanding to our clients’ problems.

We Will Diagnose Before We Prescribe We will take seriously our professional obligation to begin at the beginning, and we will never put our clients or ourselves in the position where we are prescribing solutions without first fully diagnosing the client’s challenge.

If we have not specialized and set ourselves apart from our competition in a meaningful way then all we have left is convincing.

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.

Expertise forces selectivity.

The narrower our claim of expertise, the more integrity we earn. By staking a narrow claim we build the credibility for the client to assume we have capabilities beyond our claim, whereas a broad claim generates the opposite reaction.

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

we must not mistake the seeking of inspiration for the will to move forward.