David C Baker And Blair Enns 팟 캐스트

Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some “set piece” phrases that are handy to have at the ready.

If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy’s front lines.저자 2Bobs - with David C. Baker and Blair Enns

Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.저자 2Bobs - with David C. Baker and Blair Enns

Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.저자 2Bobs - with David C. Baker and Blair Enns

You don’t need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.

If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.저자 2Bobs - with David C. Baker and Blair Enns

David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.저자 2Bobs - with David C. Baker and Blair Enns

In this follow-up to their July 2020 discussion, “Four Regrets You’re About to Have,” David interrogates Blair on the extent to which he is a valuable and accurate predictor of what is happening in the marketplace.저자 2Bobs - with David C. Baker and Blair Enns

Blair interviews David on his recent article in which he was very open and honest about his struggles with depression and anxiety. LINKS "I Struggle With Mental Health. Maybe You Do Too." mentally-healthy.org Mentally Healthy 2020 Results

For the last time—ever—David and Blair discuss client-side marketing departments, their struggle to be entrepreneurial and what we can learn from them.저자 2Bobs - with David C. Baker and Blair Enns

Blair combines a few of the deeper topics he and David have already covered to provide a larger view of the overall pricing journey he recommends creative firms take.저자 2Bobs - with David C. Baker and Blair Enns

In-house creative departments aren't going anywhere, so David wants agencies to be mindful of the unique value they bring to the projects for which their clients still need them.저자 2Bobs - with David C. Baker and Blair Enns

David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto.저자 2Bobs - with David C. Baker and Blair Enns

Most of us haven’t sold one firm that we’ve owned, and those principals who have formerly sold their firm aren’t always...ahem...telling the truth.저자 2Bobs - with David C. Baker and Blair Enns

In a nod to the Walt Whitman line, Blair believes successful sales people - as well as agency principals - often need to present themselves as different personalities in different situations. And David believes sales trainers are actually therapists.저자 2Bobs - with David C. Baker and Blair Enns

As we’ve seen independent creative marketing and digital firms experience rapid growth over this past year, David offers five factors that principals should consider in order to avoid growing for the wrong reasons and/or mismanaging that growth.저자 2Bobs - with David C. Baker and Blair Enns

Having a problem with either hearing or saying “no” can lead to problems for your business. Blair has 12 statements about the word “no” that can help.저자 David C. Baker and Blair Enns

When people from other industries learn about what goes on inside your firm, are they awe-struck in a good or bad way? Blair and David come up with a list of things that are unique to the creative firm biz and how they’ve seen outsiders react to them.저자 2Bobs - with David C. Baker and Blair Enns

Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.저자 2Bobs - with David C. Baker and Blair Enns

David and Blair discuss what the four performance bands are, eleven critical factors that keep firms stuck at the lower performance bands, and what firms can do to move into a higher band.저자 2Bobs - with David C. Baker and Blair Enns

David is in a cynical mood and takes turns with Blair sharing clichés they hear their clients use to describe their business.저자 2Bobs - with David C. Baker and Blair Enns

Blair stops to think about what "agency" actually means, and if it's the right term to describe firms in the creative services space.저자 2Bobs - with David C. Baker and Blair Enns

David lists eight truths about money that he's identified in his efforts to help entrepreneurs make better business decisions.저자 2Bobs - with David C. Baker and Blair Enns

Blair addresses the internal struggle for margin that happens in many firms between delivery teams and business development teams due to their lack of distinction between cost and price.저자 2Bobs - with David C. Baker and Blair Enns

David wants entrepreneurs to live with tension in various aspects of their business, using it to their advantage in making important decisions instead of just worrying about resolving the tension itself.저자 2Bobs - with David C. Baker and Blair Enns

Blair offers some ways to help prevent over-excited new business people and principals from giving away the shop and appearing unprofessional.저자 David C. Baker and Blair Enns

David draws a picture for Blair about the implications of this statement he hears almost all of his clients and prospects say about being able to close new business.저자 2Bobs - with David C. Baker and Blair Enns

Blair shares the tradeoffs creative firms have to deal with when pursuing firms of a particular size, and David gets Blair riled up again about procurement.저자 2Bobs - with David C. Baker and Blair Enns

As agencies are trading their big city offices for working at home during the pandemic, Blair wants to know if David thinks he should get into real estate.저자 2Bobs - with David C. Baker and Blair Enns

David thinks firms have too many meetings and offers some solutions, and Blair pushes back.저자 2Bobs - with David C. Baker and Blair Enns

David torches Blair's highfalutin notions of timekeeping and offers four instances when timekeeping can actually be used without polluting your pricing.저자 2Bobs - with David C. Baker and Blair Enns

David articulates five fears that tend to shape management style and impact decisions principals make for their firms.저자 2Bobs - with David C. Baker and Blair Enns

In part two of their specialization coversation, David and Blair address six arguments they have heard from certain clients who toyed with the idea of broader positioning for their firms.저자 2Bobs - with David C. Baker and Blair Enns

David and Blair have experienced a backlash against experts, expertise, and specialization thanks to David Epstein's book, and they disagree on whether or not it's worth reading.저자 2Bobs - with David C. Baker and Blair Enns

Blair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.저자 2Bobs - with David C. Baker and Blair Enns

David and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.저자 2Bobs - with David C. Baker and Blair Enns

Blair wonders if he's made an error in his efforts to prevent agencies from going into presentation mode during the sales process.저자 2Bobs - with David C. Baker and Blair Enns

Blair predicts when we are through the COVID-19 pandemic and business is approaching normal (whatever that means), agency principals will look back with some regrets about the things they did not do, rather than the things they did. LINKS "Four Regrets You’re About to Have" by Blair Enns "Play the Game of Constraints" by Blair Enns…

Blair and David, as two white business leaders, try talking about the traumatic and emotional yet very necessary changes happening now to end systemic racism. As they listen and allow space for the voices of diversity that need to be heard, they also struggle with when to speak up as examples, owning up to their mistakes which will hopefully help l…

David is frequently surprised by how many new business people have trouble answering five particular important questions about their jobs and their firms.저자 2Bobs - with David C. Baker and Blair Enns

Blair gets David to share a part of his upcoming book about how all client relationships have a cycle of love-hate-love that we have to be prepared for and push through.저자 2Bobs - with David C. Baker and Blair Enns

David expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people and clients, and principals and employees.저자 2Bobs - with David C. Baker and Blair Enns

David and Blair try to predict the future about what principals of creative firms can expect in their relationships with clients as the COVID-19 pandemic continues to impact business.저자 2Bobs - with David C. Baker and Blair Enns

Blair and David address five common questions they have heard from creative entrepreneurs as they both have been helping firms navigate the economic changes being caused by the COVID-19 pandemic.저자 2Bobs - with David C. Baker and Blair Enns

Given where the economy is currently heading, David offers a framework that can help principals of creative firms make those tough staffing decisions in a timely and considerate manner.저자 2Bobs - with David C. Baker and Blair Enns

David asks Blair to clarify his advice on offering proposal options and anchoring. Is it about more than just scope and price? LINKS Implementing Value Pricing: A Radical Business Model for Professional Firms by Ronald Baker The Strategy and Tactics of Pricing: A Guide to Growing More Profitably by Thomas T. Nagle and Georg Müller Pricing with Conf…

Blair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital’s Owner Summit. Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live recording at the Owner Summit on February 7, 2020 in New Orleans. And thank you to the amazing staff at the Orpheum Theater for helping us with the produ…

David does all the heavy lifting for Blair in his recent article so they can finally discuss the overlap between Agile as a management method and pricing policy. LINKS “Pros and Cons of Agile…in the Real World” by David C. Baker 2Bobs episode 78: “Phase Your Client Engagements” Manifesto for Agile Software Development “Agile is Dead (Long Live Agil…

Blair wants firms to get paid to write their proposals, which is the first of his four phases of client engagement. LINKS “Different Pricing Models” - 2Bobs episode 61 “A Beginner’s Guide to Negotiating” - 2Bobs episode 53 “Alternative Forms of Reassurance” - 2Bobs episode 46 Transcript저자 2Bobs - with David C. Baker and Blair Enns

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes. 2Bobs episode 44: “The Best Ways to Disrespect Account People” WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES: Pull necessary data from the client, even when it’s …