Why Clients Come, Stay, and Leave
2Bobs—with David C. Baker and Blair Enns
David sees a lot of creative agencies making bad assumptions about their client relationships by not making the distinction between the reasons why clients come to them in the first place, why they choose to continue working with them as time passes, and then why they ultimately move on. LINKS
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Is AI Going to Kill Labor-based Pricing?
2Bobs—with David C. Baker and Blair Enns
Blair is stunned that he still encounters so many advisory businesses like ad agencies, consulting firms, legal and accounting practices — large and small — that are still selling time. So he and David discuss what new revenue models should look like as we all adapt to how AI is changing our businesses. Links by Paul Dunn and Ronald J. Baker by John Warrillow by Robbie Kellman Baxter by Tien Tzuo and Gabe Weisert
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If I Were Starting a New Firm
2Bobs—with David C. Baker and Blair Enns
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 incorporate into a brand new creative agency, based on what he’s seen and learned from working with thousands of firms over the years. Links
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Decoy or Anchor?
2Bobs—with David C. Baker and Blair Enns
Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option pricing when used appropriately. Links
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We Are All Closet Socialists
2Bobs—with David C. Baker and Blair Enns
Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a “central planning” model. Instead, David encourages entrepreneurial leaders to set clear standards, give staff more freedom, and institute kind accountability, for them and ourselves. Links
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Shower Your Way to Sales Success
2Bobs—with David C. Baker and Blair Enns
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 within sales conversations. LINKS
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Why Entrepreneurs Are Unemployable
2Bobs—with David C. Baker and Blair Enns
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 else’s company. LINKS
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The Problem of Mechanistic Thinking
2Bobs—with David C. Baker and Blair Enns
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 organisms that we need to understand differently. LINKS
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Oppositio Singularis: The Positioner's Folly
2Bobs—with David C. Baker and Blair Enns
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 uniquely defined expertise.
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Dealing With the Ghosting Problem
2Bobs—with David C. Baker and Blair Enns
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 problem. Links
info_outlineThe 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.
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"The Power of a Metaphor" written by Blair Enns for winwithoutpitching.com