Pitcher's Poker - Part 1

"But most of our work is fixed price work that we bid for. How are we going to get our clients to this Agile working? They'd never go for it."

What's your first move? Your first move is to know how much projects like this have cost you in the past. What did you say you could do the project for? What did it actually cost? If you know this information, then the chances are that you won't even be pitching. If you really knew the costs of pitching and delivering fixed-price projects, you'd be doing something else. Like spending that money in a sales effort to find customers who don't ask you to pitch, or pay you for your pitching.

If you haven't started counting the cost of pitching for fixed-price jobs, you should start now.