David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold with...
Why Entrepreneurs Are Unemployable (00:23:53)
Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone els...
The Problem of Mechanistic Thinking (00:20:48)
David interviews Blair about his recent article in which he explores how our businesses are not simple machines that can be tuned (or killed) with specific wrenches, but they are complex adaptive orga...
Oppositio Singularis: The Positioner's Folly (00:13:44)
David sees too many marketing agencies trying to attract new business by staking claims of specialness on things for which nobody is claiming the opposite, instead of building their positioning on uni...
Dealing With the Ghosting Problem (00:24:19)
Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response and then provides three tools to address the ghosting proble...
Defending the Castle When the Moats Are Drained (00:30:39)
One characteristic of our industry is disappearing moats. After a brief overview of the fourteen moats we've lost from 1965 to today, we'll look at what turf we really have left to defend and what the...
The Four Priorities of Winning New Business (00:27:32)
What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progre...
Understanding Earnouts (00:25:03)
If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts. LINKS "Un...
Grow or Die? (00:32:56)
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting genuine progress for various reasons. LINKS "Chief Growth O...
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?" LINKS "Repeating Yourself as an Expert" by David C. Baker for punc...
How to Get $500M to Build a Website (00:30:13)
Blair tells the story of recreation.gov and how its performance pay deal has been nothing but wins for every party involved, with plenty of lessons for buyers and sellers of all kinds of services. L...
When a Key Employee Wants Equity (00:21:14)
David provides a framework for one of the most important conversations in a creative agency principal's life. LINKS "When A Key Employee Wants Equity" by David C. Baker for punctuation.com "Pros + C...
SpamHack Your Way to Growth! (00:19:35)
Instead of railing against AI-generated spam, Blair decides to "get in on the action" with his brand new SpamHack AI Growth System™️ in this spoof episode.
What I Learned From Teaching Motorcycle Racing (00:25:04)
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies. LINKS "What I Learned from the Race Track" by David C...
A DIY New Business System (00:33:23)
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization's long-term sales system. LIN...
Dealing With Today's Employee (00:24:44)
David finds the courage to address a topic he's been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ...
There Is No Credential Meeting (00:30:32)
Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the "Probative...
The Waterfall of Differentiation (00:27:21)
When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or ...
Always Be Anchoring (00:30:26)
Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is...
What to Ask, Sign, and Share With a Potential Buyer (00:23:54)
Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short list of material...
The Power of a Metaphor (00:26:28)
The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise. LINKS ...
Should You Entertain That Acquisition Offer? (00:24:39)
Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals shou...
When Your Clients Talk to Each Other (00:23:38)
Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links "How to Ask for Referrals" 2Bobs episo...
Facing an Existential Crisis? (00:28:43)
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. ...
Who Should Set Prices? (00:41:01)
As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about...
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2Bobs—with David C. Baker and Blair Enns - Gratis RSS Feed for Norsk Podcast | OpenPodMe | OpenPodMe - Åpen RSS for Norske Podcaster
