This week, we used a puff of smoke to catch pricing magician Blair Enns performing his favourite trick; making RFPs disappear.

 

Founder of Win Without Pitching and Author of The Win Without Pitching Manifesto and Pricing Creativity, Blair is dead set on getting creative businesses to price their work properly, single-handedly saving those who sell ideas for a living from giving them away for nada. 

We pulled a ton of topics out of a hat including his early years in account management and new business, pitching and RFPs, generalist vs specialist agencies, value-based pricing, why your agency should have a portfolio of pricing models, pricing creatively, how to raise your prices with current clients (and not p**s them off in the process), search consultants, hissing cockroaches and loads more.   

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Follow Blair on Twitter and LinkedIn 

Check out Blair’s website 

Get his books Pricing Creativity and The Win Without Pitching Manifesto

Here’s the 2Bobs podcast 

And listen to Blair’s new show 20% The Marketing Procurement Podcast 

Strange Creatures: Pitches, Search Consultants, and Hissing Cockroaches by Blair Enns

Consultative Selling: Beating The Odds by Tom Lewis 

Thank you to everyone who has lent their ears and their brains for over 100 episodes of the Call To Action® podcast. It’s a real privilege. Please do share and review the podcast to help more marketers feel better about marketing. 

  

(01:52) - Quick fire questions

(03:58) - Account management as a gateway drug into ad land 

(09:38) - Doing new business remotely in 2000

(13:45) - The real problem with pitching 

(21:44) - Value based pricing 

(24:22) - Does the blame lie with agencies or clients? 

(27:11) - Why pricing is a prison cell in your own mind of your own making

(31:53) - Pricing as a creative act 

(37:25) - The importance of presenting more than one price

(43:28) - Listener questions 

(50:36) - 4 pertinent posers 

$100M Offers by Alex Hormozi 

The Boutique by Greg Alexander 

The Business of Expertise by David C. Baker 

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