“We do not begin to solve our clients’ problems before we are engaged.”
— BLAIR ENNS
I’ve been dipping in and out of Blair Enns’ Win Without Pitching Manifesto for the past week. Lots of solid advice to use when dealing with clients. Here’s an example.
“Only We Present Our Work.
“Whenever our diagnostic findings, strategic recommendations, or creative solutions are presented to anyone in our client companies, it will be personnel from our firm that does so.”
I’ve worked on projects where my ideas were delivered to boards of directors through middle-people — brand managers, for instance. So I wasn’t there to guide decision-makers or answer questions. This meant much more back-and-forth where the board would relay thoughts through my contact, kind of like Chinese whispers. Not ideal for either of us.
One general premise of Blair’s book is that if a design studio is asked to pitch for a client’s business, the studio should be paid to write the proposal.
“Doctors charge for MRIs. Accountants charge for audits. Lawyers charge for discovery. And we charge for our diagnostic work as well, whether it is a brand audit or discovery session that we conduct ourselves, or outside research that we commission.”
You can follow the author (and fellow Liverpool supporter) Blair Enns on Twitter.
Looking for other good books? Here are a few.