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Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
Blair identifies three recurring categories of lost sales in creative firms and offers solutions to each. Fixing two of these patterns can r...
David sees a lot of creative agencies making bad assumptions about their client relationships by not making the distinction between the reas...
Blair is stunned that he still encounters so many advisory businesses like ad agencies, consulting firms, legal and accounting practices — l...
Blair interviews David about a recent article he's been receiving a lot of feedback on, in which he lists all of the things he would try to...
Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, a...
Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a "central planni...
David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological respon...
Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard f...
David interviews Blair about his recent article in which he explores how our businesses are not simple machines that can be tuned (or killed...
David sees too many marketing agencies trying to attract new business by staking claims of specialness on things for which nobody is claimin...
Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response...
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...
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...
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 Da...
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting g...
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?" LINKS "R...
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...
David provides a framework for one of the most important conversations in a creative agency principal's life. LINKS " When A Key Employee Wa...
Instead of railing against AI-generated spam, Blair decides to "get in on the action" with his brand new SpamHack AI Growth System ™️ in thi...
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agenc...
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as...
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 b...
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...
When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: categ...
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...
Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get a...
The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbo...
Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportu...
Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arisi...
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confu...
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 fo...
David thinks principals should build their firms as if they were going to sell it while Blair's advice is to run it as if you'll never sell...
Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize th...
In Blair's experience, the most common reason a lead generation plan doesn't get executed is it doesn't recognize and leverage the strengths...
David describes the differences in what kind of people principals should hire during the early stage of their creative firm's development wh...
Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategie...
Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer . LINKS Buy a copy of David's new book from him...
Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise...
Blair shares how to determine whether or not we are the advantaged player the "polite battle for control" within the game of sales, and how...
David interviews Blair about his new book , which lays out his proven framework B2B service providers can use to increase closing ratios and...
Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they'v...
David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "...
Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertain...
Every few years we're told that we need to move on from using email newsletters as a part of our marketing platform. And David says that adv...
David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals. Lin...
Given these uncertain economic times we are in right now, Blair is asking if some creative firms might need to rethink the market they serve...
David shares his decision-making framework that will help agency principals make better decisions during chaotic times like these. LINKS "Le...
Pricing is a prison cell of our own making. And it's cultural. Blair has come up with a series of prompts as a creative exercise to help us...
David wants agency principals to develop new business plans which delivers more new leads with less labor so their organizations can have mo...
Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more "strateg...