The Win Without Pitching Manifesto

Develop a systematic diagnostic process

Instructions

Establish a systematic diagnostic process.
Before jumping into solutions, take the time to thoroughly understand the problem or opportunity at hand. This means not taking the client's self-diagnosis at face value but rather applying a systematic approach to uncover the true nature of the challenge. This could involve creating a checklist of questions to ask, conducting interviews, or using diagnostic tools.
Map out your diagnostic process.
Take the time to formalize and document your diagnostic process. This could involve creating a step-by-step guide or checklist that outlines how you approach client challenges.
Advocate for your process.
When faced with clients who dictate the engagement process, advocate for the importance of following your established diagnostic approach. Make a compelling case for how your process leads to more successful outcomes.
Recognize the signs of control.
Be vigilant for signs that a client is attempting to control the engagement process, such as dictating solutions without proper diagnosis. If necessary, politely assert your expertise and the importance of following your process.
Maintain control of the engagement.
Throughout the engagement, strive to maintain control by guiding the process based on your expertise and established methods. However, if a client insists on proceeding without proper diagnosis or refuses to respect your process, be prepared to walk away from the engagement. Recognize when the client's demands compromise the integrity of your work.