2Bobs—with David C. Baker and Blair Enns
David C. Baker and Blair Enns
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Firms Most at Risk
Which segments of our field will thrive in the near future and which ones will slowly lose relevance, and why? David wants creative entrepreneurs to continue being resilient and reinventing…
Pricing Resentment
Blair sees creative entrepreneurs opening themselves up to pricing resentment from their clients when the value of their contributions diminishes over time, especially when they've created…
People vs. Profits
Prompted by a recent trip to Europe, David considers how the differences between worker protection laws in Europe compared to North America affect starting and running an agency in this fast-changing…
Three Patterns of Lost Opportunities
Blair identifies three recurring categories of lost sales in creative firms and offers solutions to each. Fixing two of these patterns can reap the dividends immediately, and adjusting your sales…
Why Clients Come, Stay, and Leave
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…
Is AI Going to Kill Labor-based Pricing?
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…
If I Were Starting a New Firm
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…
Decoy or Anchor?
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…
We Are All Closet Socialists
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…
Shower Your Way to Sales Success
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…
Why Entrepreneurs Are Unemployable
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…
The Problem of Mechanistic Thinking
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…
Oppositio Singularis: The Positioner's Folly
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…
Dealing With the Ghosting Problem
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…
Defending the Castle When the Moats Are Drained
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 Four Priorities of Winning New Business
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…
Understanding Earnouts
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…
Grow or Die?
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 "Chief Growth…
You're Cheating Clients Unless You're Repetitive
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?" LINKS "Repeating Yourself as an Expert" by David C. Baker for…
How to Get $500M to Build a Website
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. …
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2Bobs—with David C. Baker and Blair Enns has published 243 episodes since February 2017, covering topics in Business, Entrepreneurship.
2Bobs—with David C. Baker and Blair Enns is currently highly active with new episodes every 2 weeks. Average episode length is 29m.
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