A World First in Professional Services
Well it is official!
I am thrilled to finally announce the launch of Win Without Pitching - Professional Services together with the amazing Blair Enns, Founder and CEO of WWP and author of Pricing Creativity: A Guide to Profit Beyond the Billable Hour.
This is a collaboration Blair and I have been working on for over twelve months. Let me tell you a little bit about its gestation.
As part of First Follower’s evidence-based approach to designing and executing growth strategies, I was researching and analysing leading practices in business development for professional services across the world (yes, I am a complete nerd, don’t let the shoes fool you…).
Most of the methodologies and frameworks were too ‘salesy’ with tired clichés and were heavily reliant on discounting to ‘get in the door’ or ‘land and expand’. The approaches were not appropriate for professional service organisations and their senior personnel primarily, accountants, engineers, lawyers and architects. These are professions who are typically uncomfortable with business development and traditional sales approaches.
In a professional services environment, it is the value being sold, not the time and materials. Value comes from advisers who are capable of tackling VUCA style problems and conceptualising offerings in a stakeholder rich environment with competing agendas.
This value is created by professionals who are drawing on their intellect, networks and collective power of their organisations in an era of collaboration and co-design. Indeed, we must generate better solutions to existing problems but also have the foresight to conceptualise a desired future state.
But how do you articulate this value?
How do you price such intangibles?
How do you ultimately sell this at a premium level?
It requires a contemporary approach to business development, one where advisers assist professional services consumers in problem solving complex issues that drive extraordinary performance.
Ladies and gentlemen, I am delighted to introduce you to Win Without Pitching – Professional Services. This is the contemporary approach to business development and value pricing, specifically designed for the world of professional services. This approach has already revolutionised the creative services world and has been successfully adapted to meet the demands of the professional services world.
I can’t wait to show you the way of the future and help you achieve extraordinary value creation for your clients and your firm. Join Blair Enns and I next month in Melbourne and Sydney (with Singapore to follow soon after) to learn more about this leading edge methodology. Places are strictly limited, for more information about the launch events and to book your ticket please visit https://www.winwithoutpitchingprofessional.com/.
Ceinwen McNeil is the founder and managing director of First Follower, an international strategy consulting firm which designs and executes growth strategies for professional services. Drawing on over twenty years of business development and client management experience in both the public and private sectors, she founded First Follower to enable businesses to successfully navigate step growth change. Ceinwen’s direct approach, commercial acumen and exemplary stakeholder engagement skills make her a highly sought-after adviser. Visit www.firstfollower.com for more information.