E259 | Exploring A Bold Approach To Value-Based Pricing with Blair Enns

In the world of professional services, how you approach sales and how you price your products or services can make or break your business. Our guest this week has seen how shifting from a price buyer to a value buyer mindset has a massive impact on the success of a business. This week we’re learning from Blair Enns, the founder of Win Without Pitching. Blair is known for his impactful insights on pricing strategies and value-based selling in professional services, whose journey began 21 years ago. He perceived creative professionals as people working in advertising or design, a mindset that gradually transformed with the shifting dynamics of the creative firm market. He realised that creativity was more than that; it was the ability to see, bring a novel perspective to a problem, and propel entrepreneurs towards their vision. He now guides them through the process of selling, not as a predatory act, but as a path of facilitating and helping clients buy. Blair's path was not without its challenges. He grappled with the balance between selling as an expert versus a vendor, and the different outcomes each role could produce. While being an expert provided more power and leverage, being a vendor resulted in reduced impact, lower margins, and a higher cost of sale. Recognising the importance of vision and selling, Blair began to view these roles as the foundations of leadership, a perspective that helped him let go, take risks, and say no in order to scale his business. Embracing these lessons, Blair is now inspiring others to do the same, helping them navigate their own journeys in the world of professional services. Download and listen to learn more.

Om Podcasten

Do you want to dive deep into the minds of those who dare? With an insatiable appetite for knowledge and a disdain for mediocrity, ‘Curious Leadership with Dominic Monkhouse’, is your fortnightly look into the mindsets of some of the world’s most trailblazing leaders. From seasoned strategists and investors to pioneering entrepreneurs and experts, I’ll explore their personal journeys, unorthodox decisions, and the lessons they've learned while shaping the future. About Dominic - Dominic Monkhouse is the founder of Monkhouse & Company. He scaled two UK tech firms from zero to £30 million in five years, coached 10 founders to successful exits, and published two books to keep others from making the same mistakes. He works with the 1% of founders committed to scaling—building elite teams, navigating the messy middle, and growing without drowning in chaos or losing control. His mission is to see 200 founder-led firms scale from 50 to 250+ employees, creating 300,000 jobs and £52 billion in revenue and reshaping the UK’s business landscape.