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2Bobs—with David C. Baker and Blair Enns

186 EpisodesProduced by David C. Baker and Blair EnnsWebsite

Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

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Farewell

February 22nd, 2024

0:39

An important message from RadioPublic

The Dichotomy of the Expert Salesperson

March 13th, 2024

23:51

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 …

Maximizing Pro Bono Opportunities

February 28th, 2024

19:23

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 …

Attending the Way

February 14th, 2024

21:51

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 …

A 7-part Theory of Principal Compensation

January 31st, 2024

23:13

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 …

The Time Value of Knowledge

January 17th, 2024

29:20

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.

 

Revisiting Remote Work

January 3rd, 2024

27:55

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 …

Ditch the (Sales) Script

December 20th, 2023

24:30

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 …

Constrained by Artificial Boundaries

December 6th, 2023

24:19

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he sees too many creative firms failing to make “rational” decisions because they choose to bind their businesses with outdated and overly-constraining ideals …

A Theory of Leisure

November 22nd, 2023

26:12

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

November 8th, 2023

28:16

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 …

How Much Should You Spend on Your Own Marketing?

October 25th, 2023

29:44

David addresses another frequently asked question, looking at what creative firms should budget in terms of both money and time for their website, …

The Conflicting Ethics of Selling and Negotiating

October 11th, 2023

22:57

Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don’t …

Doing Employee Orientation Right

September 27th, 2023

23:02

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 …

The War on Payment Terms

September 13th, 2023

32:54

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 …

What Your Team Wants From You

August 30th, 2023

31:51

While analyzing data from his Total Business Reset surveys, David has noticed five significant trends which principals should be aware of to run …

How to Ask for Referrals

August 16th, 2023

27:06

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 …

How to Make Referrals

August 2nd, 2023

26:43

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

Do You Even Need New Business People?

July 19th, 2023

23:36

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

July 5th, 2023

24:22

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

Six Barriers to New Business Success

June 21st, 2023

28:02

Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit …

Ten Questions I Want to Ask You

June 7th, 2023

32:04

This is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm.

Qualities of the World’s Best Project Managers

May 24th, 2023

29:14

David feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he’s gathered a list of traits from the best project managers he’s met in the hundreds of agencies he’s …

CRM and the Mistakes to Avoid

May 10th, 2023

27:54

A lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why …

Why We Suck at Negotiating

April 26th, 2023

32:29

Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.

Developing a Client Conflict Strategy

April 12th, 2023

17:49

David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.

Inbound, Outbound, and In Between

March 29th, 2023

24:01

Blair has been getting too much spam lately and sees an opportunity with warm leads that lies between inbound and outbound marketing which is not being mined well among the creative firms.

 

Links

“Inbound, Outbound …

The Perils of "Good/Better/Best" Pricing

March 15th, 2023

27:59

Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered.

Read the episode notes and …

Reverse Trojan Horse Syndrome

March 1st, 2023

31:32

Blair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how …

Is Your Firm Addicted to New Business?

February 15th, 2023

29:17

Blair sees some creative firms as “black holes” where accounts go in and seemingly never come out, and others as “new business development machines,” …

Secret Tradecraft of Elite Advisors

February 1st, 2023

30:41

David has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he’s nervous about how it will be …

Innoficiency in Your Agency

January 18th, 2023

38:55

Blair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into this idea with David.

 

Churn, Baby, Churn

January 4th, 2023

30:22

David gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s …

Reboot Your Culture Through New Business

December 21st, 2022

34:20

Blair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where …

Who Should Be Promoted?

December 7th, 2022

26:02

Have your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms …

Maintaining the Expert Position...After the Sale

November 23rd, 2022

32:31

Without turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client …

When Your Engagement Level Drops

November 9th, 2022

33:43

David has 16 things for principals to try when they feel the need to do something different from running their firm.

 

Links

Play the Game of Constraints Read the epsisode notes and transcript at

The Marketing Procurement Problem

October 26th, 2022

32:02

Blair talks about his new podcast with Leah Power, 20% - The Marketing Procurement Podcast, in which they are speaking with marketing, procurement, and agency professionals about how to "procure" creativity without …

The Agency Gatekeeper

October 12th, 2022

31:15

Blair recommends five things firms need to be effective at qualifying new business opportunities in order to prevent the over-allocation of resources against early-stage buyers.

 

Links

Slapping Down Your Childlike Glee

Prostitutes and Scope Creep

September 28th, 2022

30:49

David thinks creative firms can learn something from sex workers about how to run their business.

Read the transcript and episode notes at http://2bobs.com/podcast/prostitutes-and-scope-creep

How Would You Prepare for a Downturn?

September 14th, 2022

28:38

David is not an economist so he doesn’t have any idea if an economic downturn is imminent, but the signs aren’t great. If you decide that a downturn …

Selling Should Be Fun or You Aren't Doing It Right

August 31st, 2022

38:28

Blair had fun on a week of sales calls and came up with four reasons why he thinks most people can learn to have fun selling like he did.

Read the …

Models Everywhere

August 17th, 2022

31:35

Blair and David go into detail about what a model is for a creative firm and how they can be useful in closing new business and improving …

How Categories and Positioning Options Might Change

August 3rd, 2022

32:29

David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and …

The Evolution of a Marketing Firm

July 20th, 2022

32:33

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 …

Shortcomings of the EBITDA Multiplier

July 6th, 2022

34:09

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 …

The Emotional Journey of Buying and Selling

June 22nd, 2022

33:41

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 …

Hard Lines, Soft Lines

June 8th, 2022

35:10

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 …

Designing Your Service Offerings

May 25th, 2022

29:58

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 …

Secrets Behind the Killer Website

May 11th, 2022

32:57

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 …

Why All My Content Is Ungated

April 27th, 2022

30:29

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

Selling to Different Buyer Types

April 13th, 2022

40:39

Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the …

The Power of Process

March 30th, 2022

32:25

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

What Would YOUR Employee Review Look Like?

March 16th, 2022

33:32

Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.

Secrets Behind the Killer Proposal

March 2nd, 2022

32:18

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 …

Six Hidden Benefits of Client Concentration

February 16th, 2022

34:39

Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of …

Everything Can Change in One Conversation

February 2nd, 2022

37:09

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

Languishing

January 19th, 2022

29:33

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 …

Sales Clichés and the Damage Done

December 15th, 2021

36:16

Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See …

Ten Set Pieces

December 1st, 2021

39:53

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.

Collecting From Deadbeat Clients

November 17th, 2021

31:07

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.

Firing a Client

November 3rd, 2021

30:41

Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.

Attribution Errors

October 20th, 2021

30:26

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 …

How to Write That Book

October 6th, 2021

30:44

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.

Should You Write That Book?

September 22nd, 2021

34:32

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.

Are You Ready for a Minority Partner?

September 8th, 2021

29:20

David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.

Approaching Normal

August 25th, 2021

34:48

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 …

Talking About Mental Health

August 11th, 2021

31:56

Blair interviews David on his recent article in which he was very open and honest about his struggles with depression and anxiety.

 

LINKS

"I …

Orbiting the Giant Hairball

July 28th, 2021

35:27

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.

Five Levels of Pricing Success

July 14th, 2021

33:57

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.

Your Four Advantages Over an In-House Department

June 30th, 2021

31:53

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 …

A Ten Year Retrospective on the Manifesto

June 16th, 2021

27:29

David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto.

What an Acquirer Will - and Will Not - Care About

June 2nd, 2021

28:13

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 …

You Contain Multitudes

May 19th, 2021

28:37

In a nod to the Walt Whitman line, Blair believes successful sales people - as well as agency principals - often need to present themselves as …

The Challenges of Growing Too Quickly

May 5th, 2021

28:45

As we’ve seen independent creative marketing and digital firms experience rapid growth over this past year, David offers five factors that principals …

The Tao of No

April 21st, 2021

34:47

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.

What a Normal Person Thinks of Your Creative Firm

April 7th, 2021

29:19

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 …

Communication Components in Your Sales Toolbox

March 24th, 2021

34:36

Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.

Performance Bands

March 10th, 2021

36:25

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.

Creative Bullshit Bingo

February 24th, 2021

23:12

David is in a cynical mood and takes turns with Blair sharing clichés they hear their clients use to describe their business.

Is "Agency" Still the Right Word?

February 10th, 2021

25:52

Blair stops to think about what "agency" actually means, and if it's the right term to describe firms in the creative services space.

Let's Talk About Money

January 27th, 2021

32:04

David lists eight truths about money that he's identified in his efforts to help entrepreneurs make better business decisions.

The Enemy Within

January 13th, 2021

29:05

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.

Holding Opposite Perspectives in a Healthy Tension

December 30th, 2020

30:54

David wants entrepreneurs to live with tension in various aspects of their business, using it to their advantage in making important decisions …

Slapping Down Your Childlike Glee

December 16th, 2020

34:29

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

Myth of "I Just Need More Opportunities to Get in Front of Prospects"

December 2nd, 2020

21:55

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.

Big Clients Vs Small Clients

November 18th, 2020

36:02

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 …

The Great Migration

November 4th, 2020

29:21

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 …

Foibles of an Executive Leadership Team

October 21st, 2020

29:08

David thinks firms have too many meetings and offers some solutions, and Blair pushes back.

Transcending Timesheets

October 7th, 2020

32:52

David torches Blair's highfalutin notions of timekeeping and offers four instances when timekeeping can actually be used without polluting your …

How Our Deepest Fears Shape Our Approach to Business

September 23rd, 2020

32:20

David articulates five fears that tend to shape management style and impact decisions principals make for their firms.

Objections to Specialization

September 9th, 2020

30:52

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.

Do Generalists Really Triumph Over Specialists?

August 26th, 2020

24:03

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.

The Rungs You Can Reach on the Ladder of Lead Generation

August 12th, 2020

36:32

Blair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.

The Journey From Generalist to Specialist

July 29th, 2020

34:09

David and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.

How and When to Talk About Your Firm

July 15th, 2020

26:36

Blair wonders if he's made an error in his efforts to prevent agencies from going into presentation mode during the sales process.

Four Regrets You're About to Have

July 1st, 2020

28:28

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 …

When to Shut Up and Listen and When to Speak Up

June 17th, 2020

26:14

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 …

Critical Questions Your New Business Person Should Be Able to Answer

June 3rd, 2020

33:31

David is frequently surprised by how many new business people have trouble answering five particular important questions about their jobs and their …

The Hate Sandwich You're About to Eat

May 20th, 2020

32:54

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.

Will You Be My Friend

May 6th, 2020

37:52

David expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people …

Changes in the Agency Client Landscape

April 22nd, 2020

29:31

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.

Business As Unusual - Managing in a Pandemic

April 8th, 2020

30:05

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.

When Rightsizing Makes Sense...And How to Do It

March 25th, 2020

34:32

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.

The Power of Options

March 11th, 2020

35:20

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 …

How Digital Firms Are Different

February 26th, 2020

35:46

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 …

The Impact of Agile in the Real World

February 12th, 2020

36:17

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 …

Phase Your Client Engagements

January 29th, 2020

38:31

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 …

Understanding Account People

January 15th, 2020

31:42

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 …

What Leverage Do You Have With Client Contracts and MSAs?

January 1st, 2020

32:11

Blair and David share their frustrations around some contracts that they have been asked to sign, making it clear why they are not attorneys.

 

This episode does not contain legal advice. Get a lawyer for that:

Sharon …

When You Put Someone Else In Charge of Your Firm

December 18th, 2019

30:09

David keeps seeing principals who get someone else to run their firm, which is not a good idea. Then he gets Blair's thoughts on why he thinks it happens.

 

Links

David C. Baker Seminar

Win Without Pitching Workshops …

Productized Vs Customized Services and Monthly Recurring Revenue

December 4th, 2019

35:17

David and Blair lay out some of the reasons why they think, in most cases, agencies pursuing recurring revenue models are making a mistake.

 

Links

“Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal” by …

Which RFPs Should You Respond To?

November 20th, 2019

30:32

David brings up one of Blair's favorite topics: how they keep themselves and their clients from being trapped by requests for proposal.

 

LINKS

2Bobs episode 70, “The Only New Business Indicator That Matters”

A Podcast After-Action Review

November 6th, 2019

31:40

 

Blair and David share what they have learned as they have recorded 2Bobs podcast episodes for almost 4 years - what has worked well, what has been …

Common Traits of Success

October 23rd, 2019

25:41

Blair and David consider the hundreds of firms they have each worked with over the years to identify the characteristics of highest performing firms and what they have seen agency principals do to succeed.

The Only New Business Indicator That Matters

October 9th, 2019

28:19

Blair shares some new data (at the time he and David recorded this discussion in January of 2016) that points to the one variable that can predict the likelihood of a prospect hiring your firm.

Taking the Team Seriously

September 25th, 2019

34:59

David wants to know if Blair thinks it's harder for creative firms to find great prospective clients, or great employees, as they unpack how to attract the right candidates using a “lead generation” plan.

 

Ideas for …

Top Ten New Business Development Myths

September 11th, 2019

34:33

Blair is in the spotlight discussing some bad practices driven by assumptions he's seen his clients make over the past couple decades, a few of which …

Six Staffing Blunders

August 28th, 2019

31:42

Blair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.

Making Adversarial Assumptions in the Sales Process

August 14th, 2019

35:02

Blair has another podcast therapy session about “good clients vs. bad clients,” as David tries to help him see procurement people as actual human beings who sometimes are just overwhelmed.

Building Your Personal Brand

July 31st, 2019

34:03

Blair has an aversion to the topic of personal branding, so David offers examples of why, when, and how the personal brands he’s seen principals …

Can We Learn Anything From the Consulting Firms?

July 17th, 2019

34:51

Blair and David explore the differences they see between consultants and agencies in an effort to understand how the landscape is changing and what …

Be the Client You Want to See in the World

July 3rd, 2019

34:08

David admits to making a mistake, as Blair finishes his discussion from a couple episodes back on the eighth pricing model, which he claims “is the highest expression of entrepreneurship there is.”

 

Links

2Bobs episode …

Size Matters

June 19th, 2019

32:48

David and Blair address the obsession that many principals have with the size of firms, and the advantages of being either big or small.

Different Pricing Models

June 5th, 2019

34:48

Blair is struck by how creative businesses have trouble applying their creativity to their revenue models, so he and David discuss some of the best ways firms can get paid.

 

LINKS

Subscribed: Why the Subscription Model …

Greatness Requires Discomfort

May 22nd, 2019

28:27

David and Blair each share their own perspectives on how chasing comfort has kept them and their clients making the right decisions in both management and sales situations.

 

LINKS

2Bobs Episode 2: Say What You Think

Selling to Clients With In-house Resources

May 8th, 2019

29:34

Blair wants creative firms to quit viewing in-house resources as the enemy and demonstrates how the arrangements between the two can be mutually beneficial.

 

LINKS

2Bobs Episode 2: Say What You Think

2Bobs Episode 57: …

Things Principals Should Do More Of

April 24th, 2019

22:05

David and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success.

 

There Are NOT Seven Reasons Why Clients Hire You

April 10th, 2019

30:13

Blair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.

Where Do Ideas Come From?

March 27th, 2019

32:28

Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services.

 

Read the transcript ➝

It's a Small World After All

March 13th, 2019

29:49

David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a …

Why Account People Should Close New Business

February 27th, 2019

23:14

David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.

A Beginner's Guide to Negotiating

February 13th, 2019

35:11

David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years.

 

LINKS

“10 Negotiating Tips” (with 5 bonus tips)

“Selling in One Lesson,” 2Bobs episode 49

Buying …

Seven Positioning Mistakes to Avoid

January 30th, 2019

34:07

After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make …

Debriefing After a New Business Call

January 16th, 2019

30:29

David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that …

Shoot - Now What Do We Do?

January 2nd, 2019

34:10

Blair asks David to make some predictions about the new year, and then they discuss some ways that businesses can prepare for and react to (God forbid) an economic downturn.

 

TRANSCRIPT

BLAIR ENNS: David, predict the …

Selling in One Lesson

December 19th, 2018

34:55

Blair describes to David how he was able to distill his Win Without Pitching approach into a simple formula:

P=db/D

Power = desirability / Desire

 

The Risk Episode

December 5th, 2018

31:02

After touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role …

Open Book Management

November 21st, 2018

24:04

Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually benefit both employees …

Alternative Forms of Reassurance

November 7th, 2018

29:33

Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.

 

LINKS

“Transtheoretical Model” (Prochaska & …

Seven Strategies to Grow Accounts

October 24th, 2018

31:33

David disagrees with Blair (sort of) on his model for growing existing accounts in the post-AOR era, and then offers his list of 6 ideas on the topic.

 

Links

The Peter principle

The Challenger Sale by Matthew Dixon and …

The Best Ways to Disrespect Account People

October 10th, 2018

29:28

Blair remembers what it was like when he was an account person himself, and David shares five ways firms can treat their account people better.

 

LINKS

“How to Drive Your Employees Bat Sh*t Crazy” 2Bobs episode

 

The Seven Masteries of the Rainmaker

September 26th, 2018

33:01

Blair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle.

 

Links

"The …

The X-Factor

August 29th, 2018

32:31

Blair gives David some homework to identify patterns in the principals of creative practices who are successful and have that "je ne sais quoi."

 

Starting...Existing...Thriving

August 15th, 2018

34:25

Blair interviews David on what each of the three levels of success in running a creative firm looks like.

 

Links

2Bobs Episode 39 - "Replacing Presentations With Conversations"

The Win Without Pitching Manifesto, by …

Replacing Presentations With Conversations

August 1st, 2018

28:43

David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.

 

TRANSCRIPT

DAVID C. BAKER: Blair, we …

Reviewing the "Surveillance Footage"

July 18th, 2018

26:35

There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it leads their clients to say, “you must have hidden cameras in my office!"

Hacking Heuristics

July 4th, 2018

40:58

 

Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without …

Collaborating with Competitors

June 20th, 2018

27:21

David and Blair compare each other's competitiveness, and then offer some specific ways principals can actually collaborate with their competitors as …

Four Segments of New Business

June 6th, 2018

27:31

Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the "pantheon" for new business: positioning, lead generation, sales, and pricing.

Pricing Creativity: A Guide …

Using Assessment Instruments in Your Firm

May 16th, 2018

33:49

David and Blair explore the big topic of personality assessment tools that can help firms “get the right people on the bus.”

Not Your Typical …

Thoughts on Partnership

May 2nd, 2018

34:35

Blair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.

What Good Clients Are Really Looking For

April 18th, 2018

34:13

Listeners on Twitter wanted to know what clients actually want from creative firms, so David makes a list based on his experience of what good clients want, while Blair's reaction is "who cares what clients want... all …

Mastering the Value Conversation

April 4th, 2018

35:00

David gets Blair to expound on his statement that “the value conversation is where value pricing theory goes to die,” and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing …

Defining Success for Creatives

March 21st, 2018

30:51

David and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.

Words That Make Us Wince

March 7th, 2018

33:40

Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.

Positioning Cheats

February 21st, 2018

31:48

David is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they …

Words We Try to Define

February 7th, 2018

38:05

Expertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for …

The Business of Expertise - Part 3, Live from London

January 24th, 2018

29:04

Blair revisits David's new book, "The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" in front of a live audience in London, who get to ask their own questions.

Pricing Creativity

January 10th, 2018

28:21

Blair talks about his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour," and the process it took to write it. David gets him …

Planning for the New Year

December 27th, 2017

32:11

David and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.

Valuing and Selling Your Firm

December 13th, 2017

34:46

Blair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.

The Complexities of Commission Culture

November 29th, 2017

35:41

David picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between …

The Role of Profit in a Creative Enterprise

November 15th, 2017

27:57

Blair has some questions this week and David has answers. The topic is profit - what it is and the targets firms should be setting.

Mea Culpa

November 1st, 2017

31:30

David offers to help Blair remember all the times he's been wrong over the past couple decades. Then Blair says he'll be happy to reveal all of the places he's wrong now but doesn't even know it yet.

The Science Behind Structuring Roles

October 18th, 2017

33:35

David reveals some of the science behind the extensive research he has done over the past couple decades to develop a key part of his Total Business …

The Business of Expertise - Part 2

October 4th, 2017

34:56

Blair revisits David's new book, interviewing him on the two chapters that cover the important topic of positioning: "Distinguishing Between Vertical and Horizontal Expertise," and "Principles for the Less Exchangeable …

Seven Words You Can't Say in Business Development

September 20th, 2017

32:04

David and Blair discuss a list of words Blair came up with that you should avoid to keep you out of trouble and in control of the buy-sell …

Paid Time Off or Earned Time On

September 6th, 2017

26:47

Blair needs a vacation. And David is blown away by how little time principals take off.

An Introduction to Blair Enns

August 23rd, 2017

18:57

David asks Blair to describe his work and his passion for the creative entrepreneurial community, and they discuss how where he lives has such a huge impact on what he does.

How to Drive Your Employees Bat Sh*t Crazy

August 9th, 2017

28:21

The issue of how principals manage their employees continues to pop up for David year after year, and Blair is worried that he might have this problem in his own firm.

Being Like Everyone Else

July 26th, 2017

30:24

Blair restrains himself from going off on a rant about who his clients choose to learn from.

An Introduction to David C. Baker

July 12th, 2017

19:33

Blair interviews David about who he is and why people should pay attention to what he has to say - if they should at all...

The Business of Expertise - Part 1

June 14th, 2017

33:27

David Baker wrote a book! And Blair asks him about his authoring process, publishing, and the book's topic.

What Happens When You're Away

May 31st, 2017

33:53

David and Blair list good and bad things that can happen when the principal steps away from their creative firm for a period of time, which is based on David's blog post on the matter.

Why Advertising Agencies Don't Advertise

May 17th, 2017

29:48

Blair revisits the first piece of thought leadership he ever wrote, taking a look at why firms may or may not do for themselves what they do for their clients.

Thriving In the Middle of the Road

May 3rd, 2017

30:34

Blair questions David on an article he wrote about identifying the risks on either side of the road and navigating a path between both extremes.

A Sales Skeptic Interviews a Sales Expert

April 19th, 2017

34:48

Blair does his best to reform David's skepticism of sales, discussing what works well and what fails miserably in the sales process.

Five Irrational Fears

April 5th, 2017

25:34

What keeps you up at night? Blair interviews David about the five most common fears that he has seen in the consulting work he has done with over 900 …

The New Entrepreneur

March 15th, 2017

28:59

David and Blair discuss how the nature of entrepreneurship is changing and what the new entrepreneur is facing today.

Truths and Myths About Money

March 1st, 2017

30:31

Do you have trouble talking about money with clients? David makes seven common statements about money and Blair states whether they are true or false and why.

Say What You Think

February 15th, 2017

33:51

David interviews Blair about the art of effectively communicating with clients and coworkers.

How Not to Act Like an Expert

February 1st, 2017

31:10

David and Blair make a list of the common mistakes that people make in trying to portray themselves as experts.

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