EP 152 | Pricing Creativity with Blair Enns – Part 2

February 17, 2020

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About this Episode

It is possible to earn the respect of clients and trades while charging what you’re worth. Possible, but rarely easy. Pricing for Creativity author, Blair Enns and Kimberley Seldon discuss the merits of value-based pricing, while anticipating some of the largest obstacles in this two-part conversation.

In this episode we learn

  • the value we pass on as designer’s is (in part) a feeling—the client feels elated when the project is complete
  • the biggest asset of value-based fee model is extraordinary profits
  • profitability is a test you must pass
  • act like a professional, lead the client through the project


Take Aways

Win without Pitching

How to Win the Flat Fee Game


Design Intervention

Blair Enn’s Jedi Mantra:

  1. I am the expert; I am the prize.
  2. I am on a mission to help.
  3. In order to help, I must lead.
  4. All will not follow.
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, the sales training and coaching organization for creative professionals, and the author of two books on selling and pricing for creatives. The Win Without Pitching Manifesto​, published in 2010, has sold over 30,000 copies and launched a revolution in how creative and marketing firms approach developing new business development. Pricing Creativity: A Guide to Profit Beyond the Billable Hour​, published in 2018, is a comprehensive guide to value-based pricing for creative firms. It is available in multiple formats, only at pricingcreativity.com. Blair also hosts, with David C. Baker, the podcast ​2Bobs: Conversations on the Art of Creative Entrepreneurship​. According to the UK’s The Agency Collective, 2Bobs is the second most listened to podcast by agency owners, after The Tim Ferriss Show. Blair lives in the remote mountain village of Kaslo, British Columbia, Canada. He can be found online at winwithoutpitching.com and @blairenns on Twitter and LinkedIn.

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