2bobs - With David C. Baker And Blair Enns

Informações:

Sinopsis

Conversations on the art of creative entrepreneurship

Episodios

  • The Dichotomy of the Expert Salesperson

    13/03/2024 Duración: 23min

    As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.   LINKS "The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com "Ditch the (Sales) Script"

  • Maximizing Pro Bono Opportunities

    28/02/2024 Duración: 19min

    While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.   LINKS “Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com Left-handed Mango Chutney

  • Attending the Way

    14/02/2024 Duración: 21min

    Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy.   LINKS "Attending the Way" article by Blair on WinWithoutPitching.com AltGroup.net

  • A 7-part Theory of Principal Compensation

    31/01/2024 Duración: 23min

    David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he’s come up with a 7-point framework he can use in each unique scenario.

  • The Time Value of Knowledge

    17/01/2024 Duración: 29min

    David interviews Blair about his recent article in which he takes a lesson from investing with compound interest to understand the increasing returns we can receive from our relentless pursuit of knowledge over time.   Links “The Time Value of Knowledge” article on WinWithoutPitching.com

  • Revisiting Remote Work

    03/01/2024 Duración: 27min

    David looks at the current data and weighs all the pros and cons of continuing to have staff who work from home in our post-pandemic economy, which makes Blair wonder if he would even survive if he was starting out in his profession today.   Links “The Pros/Cons of Remote Work”

  • Ditch the (Sales) Script

    20/12/2023 Duración: 24min

    Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement.   Links “Ten Set Pieces” “Mastering the Value Conversation”

  • Constrained by Artificial Boundaries

    06/12/2023 Duración: 24min

    Blair’s latest obsession is bounded rationality, in which he sees too many creative firms failing to make “rational” decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle.   Links “The Great Convergence is Upon Us” by Blair Enns for Win Without Pitching Award-winning “Unapologetically Human” ad campaign by Kruger and BHLA Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong

  • A Theory of Leisure

    22/11/2023 Duración: 26min

    David shares his thoughts on some bad advice he hears involving the focus on pursuing personal passions in business.

  • The Death Throes of the Pitch

    08/11/2023 Duración: 28min

    Blair weighs in on this year's Forrester report, which shows the ridiculous amount of money agencies have been wasting on pitches.   LINKS "Are These the Last Days of the Pitch?" by Blair Enns for Win Without Pitching "A New Forrester Report Urges Brands and Agencies to 'Ditch the Pitch'" by Olivia Morley for AdWeek published on 4 A's  

  • How Much Should You Spend on Your Own Marketing?

    25/10/2023 Duración: 29min

    David addresses another frequently asked question, looking at what creative firms should budget in terms of both money and time for their website, SaaS/automation, PR, content creation, and social media.

  • The Conflicting Ethics of Selling and Negotiating

    11/10/2023 Duración: 22min

    Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don’t adapt our bargaining approach to match our opponents in the game of negotiation.   Links “The Conflicting Ethics of Selling & Negotiating” article by Blair Enns on WinWithoutPitching.com

  • Doing Employee Orientation Right

    27/09/2023 Duración: 23min

    In an era of rapid turnover and remote working arrangements, developing a structured onboarding process for new staff is more important than ever. David has a checklist to help agencies get their new employees up to speed as quickly as possible.

  • The War on Payment Terms

    13/09/2023 Duración: 32min

    Blair sees non-standard payment terms as a two-sided issue, where agencies should be creatively leveraging terms more to their own benefit as opposed to just defending themselves against procurement departments who impose onerous terms.   LINKS "Payment Terms, On Your Terms"

  • What Your Team Wants From You

    30/08/2023 Duración: 31min

    While analyzing data from his Total Business Reset surveys, David has noticed five significant trends which principals should be aware of to run their firms more effectively, as well as one thing your team wishes you’d stop doing.

  • How to Ask for Referrals

    16/08/2023 Duración: 27min

    As a follow-up to the discussion in the previous episode, Blair has some criteria for firms that would beneift from prioritizing and codifying an effective referral strategy as a way to gain new business.   LINKS “The Best Referral Machine I Have Ever Seen”

  • How to Make Referrals

    02/08/2023 Duración: 26min

    In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before talking about how to get more referrals.

  • Do You Even Need New Business People?

    19/07/2023 Duración: 23min

    Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.

  • Predictive Traits of Successful Owners

    05/07/2023 Duración: 24min

    David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

  • Six Barriers to New Business Success

    21/06/2023 Duración: 28min

    Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes.   Links Mastering the Value Conversation The Complexities of Commission Culture Innoficiency in Your Agency The Enemy Within The Complex Battle for Margin Debriefing After a New Business Call Is Your Firm Addicted to New Business? Who’s Going to Own This?

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