David C Baker And Blair Enns 팟 캐스트

David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and positioning might look in the near future. Read this episode's transcript and get links to what was discussed at http://2bobs.com/podcast/how-categories-andpositioning-options-might-change…

Creative or marketing firms look a lot different today than they did 20 years ago. What happened to the ad agencies and design firms? And what trends are Blair and David seeing as businesses and technology continue to evolve? Read the transcript and listen to more episodes at http://2bobs.com/podcast/the-evolution-of-a-marketing-firm…

David keeps getting asked: “what multiple are you seeing these days?” As if there’s some simple, magic answer that’ll lead to a company’s value. EBITDA is a great tool…but an incomplete one. Read the transcript and episode notes at http://2bobs.com/podcast/shortcomings-of-the-ebitda-multiplier저자 2Bobs - with David C. Baker and Blair Enns

When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-…

Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines저자 2Bobs - with David C. Baker and Blair Enns

Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design. Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings저자 2Bobs - with David C. Baker and Blair Enns

In a follow-up to the popular “Secrets Behind the Killer Proposal” episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink wink).저자 2Bobs - with David C. Baker and Blair Enns

David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone. Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated저자 2Bobs - with David C. Baker and Blair Enns

Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you’re selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types…

Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process저자 2Bobs - with David C. Baker and Blair Enns

Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.저자 2Bobs - with David C. Baker and Blair Enns

WARNING: If you only listen to only one episode of 2Bobs it should NOT be this one. In this send up of the ridiculous things people put in their proposals David and Blair give exactly the WRONG advice, hoping you get the joke.저자 2Bobs - with David C. Baker and Blair Enns

Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.저자 2Bobs - with David C. Baker and Blair Enns

Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.

The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.저자 2Bobs - with David C. Baker and Blair Enns

Blair has David expand on his recent article titled "You’re A Dictatorship That Gathers Individual Democracies—Good For You."

Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript

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 conversation, 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