The Win Without Pitching Manifesto

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

He must put his passion in its place and walk away from those opportunities where he is not viewed as the expert.

There are greater causes by which to frame an enterprise, and there are nobler metrics by which to measure the value of effort. But we cannot escape the fact that money is both a necessity in life and the most basic scorecard of success in business. Even if it is not the validation we seek, it is the most basic of tests that we must pass: Is there

Any time someone hires an outside expert, the ultimate outcome he seeks is to move forward with confidence. What is the value of good advice not acted upon? Yes, it is our job to tell him what to do, but that is often the easy part. We are equally obliged to give him the strength to do it.

Selectivity Deepens with Expertise

The path to financial strength begins with facing The Difficult Business Decision. There are some exceptions to the proclamation that we must specialize, but it is unlikely that we are one of them. Until we make a brave decision, success will elude us and we will look at the market and complain about the economy or the clients, all the while knowin

We Will Be Selective Instead of seeking clients, we will selectively and respectfully pursue perfect fits – those targeted organizations that we can best help. We will say no early and often, and as such, weed out those that would be better served by others and those that cannot afford us. By saying no we will give power and credibility to our yes.

Our focus needs to remain on the client, helping him to facilitate the change in himself that he is considering.

Our strategy – diagnoses and prescription – is how we do what we do. The strength of our strategic processes, rooted in our deep experience and systematic thinking, is what ensures our high likelihood of a high-quality outcome. This is the basis of the premium we command, therefore we should not be charging for it in units of time.