The Win Without Pitching Manifesto

It is more likely that the client’s perspective will be wrong, or at least incomplete, than it is that it will be whole and accurate. We know this. Doctors know the same of their patients. Lawyers and accountants know the same of their clients. The customer is not always right. More correctly, he usually has strong ideas and a strong sense that he

“It is our policy to not begin to solve our clients’ problems before we are engaged.”

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

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.

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

Selectivity Deepens with Expertise

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

Expertise forces selectivity.