Bringing Order and Experience to an Up-and-Coming Experiential Company.
Innovation without focus
Dimension 5, a cutting-edge, experiential technology company, possessed a wealth of creative ideas and truly innovative concepts. However, a lack of structured business practices hindered their ability to fully capitalise on their potential.
Internally, the company lacked a clear road-map for growth, accountability measures were absent, and the team's focus could be easily diverted by new ventures. Additionally, the sales process lacked a consistent approach, and pricing didn't accurately reflect the value Dimension 5 offered.
A Strategic Partnership
Recognising the need for support, the founder, Ian, partnered with The Hutch Consultancy in the summer of 2023. Together, we embarked on a journey to harness the company's magic and realise its full potential.
Transformation Journey
We focused on equipping Ian with the tools necessary to confidently present Dimension 5's new value proposition to prospective clients. We implemented value-based pricing models, replacing the previous time and materials approach. Additionally, a clear and achievable business plan with defined accountability measures was established.
A Stronger Future
With ongoing support, Dimension 5 has embarked on a successful transition from a video production company to a specialised, experiential technology company within the last year.
Now operating with a clear road-map, the team is efficiently achieving defined objectives. Development of new products is underway, and pricing now reflects the true value delivered.
Moreover, Ian has transformed his presence, projecting himself as a visionary expert in client meetings and through social media channels.
Most significantly, Dimension 5 is now attracting exciting businesses that recognise the unique value they offer at the intersection of creativity and technology opening doors to new opportunities and potential collaborations.
The Hutch Consultancy continues to work with Dimension 5
Highlights:
• Empowering founder to project expertise.
• Value-Based pricing
• Strategic plan
• Team accountability
Results:
• Transition to a specialised, expert-driven business
• Stronger pricing & increased revenue
• Happier team with improved focus
• Developing reputation as a dynamic, creative force
The Framework: Mastering the Expert Sale
You’ll learn the Win Without Pitching, Four Conversations model, a proven framework that helps creative agencies step into the expert seat and lead sales with confidence.
This is not theory. It’s practical, hands-on training with role play, feedback, and frameworks you can use the very next day.
The Probative Conversation
What You'll Learn:- How to move from vendor to expert practitioner in the mind of the client by adopting the mindset required to behave and get paid like the expert you are.
- The 6 key principles that put you in the driver’s seat during the sale and keep you there.
Leads come to you already seeing you as the expert, putting you in the position to lead from the outset.
The Qualifying Conversation
What You'll Learn:- The questions you must ask to quickly and reliably qualify leads (including one question that gets to the heart of what a decision-maker wants and what they’re willing to pay).
- How to get prospects to reveal their decision-makers, timeframe, and honest budget.
From the very first hello you can now set the tone, lead the client and establish the terms of the sales process.
The Value Conversation
What You'll Learn:- A deep dive into the value conversation, ensuring you emerge ready and able to get paid for the value you add.
- How to work collaboratively with the client to define success in measurable terms and explore exactly what achieving it is worth to them.
One of the most valuable skills in business, mastering the value conversation will allow you to create opportunity that you didn't know existed.
Proposals & Pricing
What You'll Learn:- The one-page proposal that derails the RFP process and results in more and bigger deals at a lower cost of sale.
- Learn the art of the three-option proposal and value-based pricing techniques to permanently move beyond time and materials.
Win business at a higher price and with greater profit.
The Closing Conversation
What You'll Learn:- How to present your solutions with absolute confidence, without pressure or over-explaining, so you can naturally help the client choose their best path forward.
- Ways to quickly and confidently close the deal in a way that is stress-free for everyone involved.
The pressure and stress of closing has disappeared. You approach these conversations calmly and ready to reassure and facilitate a decision.
The Transformation
You Will:- Develop an approach to selling that aligns with your values as an expert advisor.
- Better understand the real value you create for your clients.
- Capture more of that value through increased fees and average proposal value.
- Improve your closing ratios.
- Decrease your cost of sale and time to close.
- Find a new level of competence and joy in selling.
Sales Transformation: How it works
There are three ways to learn The Four Conversations model for selling expertise.
Choose the format that fits how many people you want to train and the way you like to learn.
After the training, you and your team will walk away with a shared language for selling, the confidence to lead client conversations, and a repeatable process for turning expertise into revenue.
Public Workshop
Learn The Four Conversations alongside an intimate cohort of around 10 industry peers.
Delivered in-person over two consecutive days or four half-days, this isn't a teacher and student lecture. It's a highly interactive, practical workshop.
We use real-life scenarios and guided practice to bring the frameworks to life, ensuring you can apply the conversations to your agency immediately.
View Schedule
- Morning 1 The Probative Conversation
- Afternoon 1 Qualifying Conversation
- Morning 2 Value Conversation
- Afternoon 2 Pricing, Proposals and Closing
Hybrid Coaching
A private training programme delivered virtually for companies wanting to train 3 to 20 people.
Over 6 to 8 weeks, your team completes self-paced, online learning modules featuring videos from Blair Enns and practical, thought-provoking exercises.
This is paired with weekly live coaching sessions with me to dissect your actual pipeline, unpack the nuances, and embed the habits.
View Modules
- Module 1 Probative Conversation
- Module 2 Qualifying Conversation
- Module 3 Value Conversation
- Module 4 Pricing & Proposal Creation
- Module 5 Closing Conversation
- Module 6 Putting into Practice
Private Workshop
An exclusive, hands-on version of The Four Conversations brought directly into your business.
Delivered in-person or virtually over a two-day intensive or four half-days, the sessions are shaped entirely around your agency's actual challenges and live examples.
These workshops are a great opportunity to learn with your colleagues, in the same room, using real life successes and failures from your agency to bring the frameworks to life. Your team will leave with a unified approach and total alignment.
View Schedule
- Morning 1 The Probative Conversation
- Afternoon 1 Qualifying Conversation
- Morning 2 Value Conversation
- Afternoon 2 Pricing, Proposals and Closing
All training packages include:
Lifetime Academy Access
Ongoing access to the Win Without Pitching Academy, a vibrant academy with hundreds of Win Without Pitching graduates and coaches who are there to support, answer questions and offer insights and solutions.
Live Monthly AMA
An exclusive invitation to a monthly 'Ask Me Anything' group session hosted directly by the founder of Win Without Pitching, Blair Enns. Bring any sales challenge and Blair and fellow graduates will help to diagnose and solve the problem with you.
Inspired to create similar growth for your creative business?
Get in touch to talk about how new pricing models can change your direction.