094: Winning Work

Every time I bring up sales, I know I lose a few listeners. This is another one of those topics that I know many architects would rather not hear about because you’re not comfortable with "selling," but it’s one that you need to embrace. “The Win Without Pitching Manifesto" by Blair Enns is one of my favorite books when it comes to business development and sales for architects. In fact, if I’m playing a management consulting role with a client, I actually require that everyone on their leadership team read it before we begin work. It will challenge you, but I think the book will reveal some very healthy mindset shifts that can transform the way you do business.