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
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Defending the Castle When the Moats Are Drained
2Bobs—with David C. Baker and Blair Enns
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 look at what turf we really have left to defend and what the future will look like if we get this right. It'll be very different, and you'd better get ahead of it.
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The Four Priorities of Winning New Business
2Bobs—with David C. Baker and Blair Enns
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 precepts we can follow when the sales process doesn’t progress like we’d hoped. Links
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Understanding Earnouts
2Bobs—with David C. Baker and Blair Enns
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 David gives a crash course in everything earnouts. LINKS
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Grow or Die?
2Bobs—with David C. Baker and Blair Enns
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting genuine progress for various reasons. LINKS
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You're Cheating Clients Unless You're Repetitive
2Bobs—with David C. Baker and Blair Enns
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: “am I delivering value?” LINKS
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How to Get $500M to Build a Website
2Bobs—with David C. Baker and Blair Enns
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 lessons for buyers and sellers of all kinds of services. LINKS
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When a Key Employee Wants Equity
2Bobs—with David C. Baker and Blair Enns
David provides a framework for one of the most important conversations in a creative agency principal’s life. LINKS "" by David C. Baker for punctuation.com "" by David C. Baker for punctuation.com
info_outlineInstead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization’s long-term sales system.
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"Critical Questions Your New Business Person Should Be Able to Answer" 2Bobs episode
"How to Ask for Referrals" 2Bobs episode
"CRM and the Mistakes to Avoid" 2Bobs episode