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Price the Client, Not the Job

Blair Enns

Are you leaving money on the table by trying to fit your clients to standardized offerings and pricing? If every client is a unique, blank slate of opportunity, are your over-packaged solutions pressuring your margins? Do you want to learn how to sell deeper into your client organizations and get paid for the unique value you create rather than the time you spend or the work you perform? Join Win Without Pitching CEO Blair Enns as he explores the differences between productized and customized service firms. Find out where you are on the spectrum and how your place on it impacts your new business approach, your pricing and your profit margins. Learn how to breach the wall between your clients marketing and sales departments and excel at crafting, and pricing, engagements that deliver more client value and greater compensation for your firm.

About Blair Enns

Blair Enns is on a mission to change the way creative services are bought and sold the world over. He is the founder of Win Without Pitching, a new business development system and training program for creative entrepreneurs, and the author of The Win Without Pitching Manifesto. Through his speaking, writing and training program Blair has helped thousands of firms reclaim the practitioner position in their relationships with clients and prospects, and build systematic, sustainable business development programs that win higher margin work at lower costs of sale. Blair lives with his family in the remote mountain village of Kaslo, British Columbia, Canada. He can be found on the web at and on Twitter at @blairenns.

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