EP 152 | Pricing Creativity with Blair Enns – Part 2

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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.

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, 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.


Recommended Learning

COURSE: Business of Design™ Flat Fee Contract | Master Course

PODCAST: EP 150 | Pricing Creativity with Blair Enns – Part 1


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Legal Disclosure | This podcast is for educational purposes only and should not be used for any legal decisions. Kimberley Seldon Design Group, Kimberley Seldon Productions Inc., Kimberley Seldon Design and Media, Inc., Business of Design™, or any of its affiliated companies or staff is not responsible for any errors or omissions effecting accuracy in any content, and they will not be held liable for the use or misuse of information, facts, details or any other aspects should there arise any defects, errors, omissions or perhaps inaccuracies. Extensive research has been conducted to put this podcast together for the purpose of educating our industry in order to better serve the public. Care has been taken to acknowledge ownership of copyrighted material. The advice and strategies contained herein may not be suitable for every situation. This work is offered with the understanding that we do not render any legal, accounting or other professional advice. Seek the advice of a lawyer and/or other competent professional person in all matters of law. Further, listeners should be aware that internet websites mentioned may change or disappear between when this was recorded and when it was listened to.

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