2bobs - With David C. Baker And Blair Enns
- Autor: Vários
- Narrador: Vários
- Editor: Podcast
- Duración: 97:28:11
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Sinopsis
Conversations on the art of creative entrepreneurship
Episodios
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What Tech Bros Get Right...and Wrong
22/05/2024 Duración: 21minDavid definitely doesn’t want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.
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Turning Your Delivery Team Into a Sales Team
08/05/2024 Duración: 30minBlair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts. LINKS “Turning Your Delivery Team Into a Sales Team” article by Blair on WinWithoutPitching.com
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Advising Clients Ethically
24/04/2024 Duración: 24minWhether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work. LINKS "Advising Clients Ethically" article on Punctuation.com
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Just Stop Talking
10/04/2024 Duración: 31minThe fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes. Links “How and When to Talk About Your Firm” “Replacing Presentations With Conversations”
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Working With a Maverick
27/03/2024 Duración: 23minWhen it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.
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The Dichotomy of the Expert Salesperson
13/03/2024 Duración: 23minAs 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"
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Maximizing Pro Bono Opportunities
28/02/2024 Duración: 19minWhile 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
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Attending the Way
14/02/2024 Duración: 21minBlair 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
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A 7-part Theory of Principal Compensation
31/01/2024 Duración: 23minDavid 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.
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The Time Value of Knowledge
17/01/2024 Duración: 29minDavid 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
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Revisiting Remote Work
03/01/2024 Duración: 27minDavid 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”
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Ditch the (Sales) Script
20/12/2023 Duración: 24minBlair 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”
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Constrained by Artificial Boundaries
06/12/2023 Duración: 24minBlair’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
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A Theory of Leisure
22/11/2023 Duración: 26minDavid shares his thoughts on some bad advice he hears involving the focus on pursuing personal passions in business.
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The Death Throes of the Pitch
08/11/2023 Duración: 28minBlair 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
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How Much Should You Spend on Your Own Marketing?
25/10/2023 Duración: 29minDavid 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.
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The Conflicting Ethics of Selling and Negotiating
11/10/2023 Duración: 22minBlair 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
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Doing Employee Orientation Right
27/09/2023 Duración: 23minIn 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.
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The War on Payment Terms
13/09/2023 Duración: 32minBlair 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"
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What Your Team Wants From You
30/08/2023 Duración: 31minWhile 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.