Shows
2Bobs—with David C. Baker and Blair EnnsA DIY New Business SystemInstead 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. LINKS "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 "Who Should Set Prices?" 2Bobs episode "Mastering the Value Conversation" 2Bobs episode2025-07-1633 min
2Bobs—with David C. Baker and Blair EnnsThere Is No Credentials MeetingInstead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the “Probative Conversation” from his Four Conversations sales model. LINKS "There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com "The Four Conversations: A New Model for Selling Expertise" 2Bobs episode The Four Conversations: A New Model for Selling Expertise book by Blair Enns2025-06-1830 min
Agency BytesEp 107 – Blair Enns, Win Without Pitching – The Fourth ConversationFeaturing: Blair Enns, Win Without Pitching
In episode 107 of Agency Bytes, I sit down with Blair Enns, founder of Win Without Pitching and author of The Win Without Pitching Manifesto and The Four Conversations. If you’ve heard Blair on other shows—or are one of the many who’ve followed his work for years—you might think you’ve heard it all. Not this time. In this conversation, we go beyond the usual talking points and uncover insights he’s never shared before.
Blair opens up about the real mindset shifts creative professionals need to make if they want...2025-04-2238 min
2Bobs—with David C. Baker and Blair EnnsShould You Entertain That Acquisition Offer?Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals should consider, whether or not you are actively looking to sell your firm. Links “Should You Entertain That Offer?” by David C. Baker for punctuation.com 2Bobs London Meet-up on Thursday 8 May, 2025 at 2pm2025-04-0924 min
2Bobs—with David C. Baker and Blair EnnsWhen Your Clients Talk to Each OtherYour clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links “How to Ask for Referrals” 2Bobs episode2025-03-2623 min
2Bobs—with David C. Baker and Blair EnnsDon't Bother Eating Your VeggiesIn Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode2025-01-1524 min
Podcasting in Professional Services2Bobs: Co-Hosted Conversations for Creative Entrepreneurs, with David C. Baker and Blair EnnsWhat do you get when two opinionated and well-respected business consultants record and publish conversations? One of the top podcasts in professional services. Since 2017, David C. Baker and Blair Enns have published value-rich conversations on the art of creative entrepreneurship through their podcast, 2Bobs. In their professional lives, David and Blair are competitors and collaborators, so their personal interactions can be a lot of fun. In this episode, you'll learn:The story of how 2Bobs beganHow David and Blair select episode topics and structure their showThe benefits of co-hosting a podcastThe impact...2024-11-1142 min
HUM Curated PodcastsThe Four Conversations: A New Model for Selling Expertise Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: The Four Conversations: A New Model for Selling ExpertisePub date: 2024-10-23Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationDavid interviews Blair about his new book, which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversations: A New Model for Selling Expertise by Blair EnnsThe podcas...2024-11-0130 min
2Bobs—with David C. Baker and Blair Enns200th Episode SpecialBlair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.2024-10-0930 min
2Bobs—with David C. Baker and Blair EnnsHow to Avoid Commodifying Your OfferingBlair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing. LINKS "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com "Phase Your Client Engagements" 2Bobs episode2024-09-1129 minHUM Curated PodcastsAre You Fishing in the Right Pond? Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: Are You Fishing in the Right Pond?Pub date: 2024-07-31Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationGiven these uncertain economic times we are in right now, Blair is asking if some creative firms might need to rethink the market they serve, looking at whether their positioning might be too broad, too narrow, or just wrong. LINKS "The Target Is Not the Market" by Blair...2024-08-0132 min
2Bobs—with David C. Baker and Blair EnnsBuilding a Scalable Sales StrategyDavid wants agency principals to develop new business plans which delivers more new leads with less labor so their organizations can have more controllable growth, as well as increasing their likelihood for a successful exit when that time comes. Links 2Bobs episode: “The Rungs You Can Reach on the Ladder of Lead Generation” NY Times article: “How a Self-Published Book Broke ‘All the Rules’ and Became a Best Seller”2024-06-1926 minHUM Curated PodcastsJust Stop Talking Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: Just Stop TalkingPub date: 2024-04-10Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationThe fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes. Links “How and When to Talk About Your Firm” “Replacing Presentations With Conversations”The podcast and ar...2024-05-0131 minHUM Curated PodcastsThe Dichotomy of the Expert Salesperson Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: The Dichotomy of the Expert SalespersonPub date: 2024-03-13Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationAs 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 person during the sale: pitching, persuading, and convincing instead of as the leader their prosp...2024-04-0223 min
Creative Agency Account Manager PodcastAgency strategy and predicting the future with AI, with Nikolas PearmineWelcome to episode 106. If you’d like to know how one agency has been using AI since 2011 to predict the future for their clients, this chat will be interesting for you. It will also be insightful if you’re curious how the agency works with their global CPG and FMCG brands.Nik Pearmine, Chief Strategy Officer at Black Swan Data, and I cover a range of topics including:- his view on what it takes to be successful in account management- what he thinks is in store for the future - and whether we should b...2024-01-2341 min
20% - The Marketing Procurement Podcast2Bobs: The Win Without Pitching Manifesto—A 10 Year RetrospectiveBlair and Leah are concluding their brief summer hiatus, back in the studio this week, preparing to bring you a brand new interview in two weeks time. Until then, Blair has shamelessly selected another episode of his other podcast, 2Bobs: Conversations on the Art of Creative Entrepreneurship, which he cohosts with David C. Baker. In this episode from 2021, David interviews Blair about his Amazon #1 best-selling book, The Win Without Pitching Manifesto, ten years after its launch. Blair's Twitter Blair's Linkedin Win Without Pitching Leah's Linkedin The IC...2023-08-0928 min
The Soul of Enterprise: Business in the Transformation EconomyThe Innoficiency Principle with Blair EnnsBlair Enns is the founder of Win Without Pitching, the sales training organization for creative professionals. He is the author of two books, The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He is the co-host, along with David C. Baker, of the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Best of all, he is the guest on this week’s show with Ron and Ed. A good portion of the show will be spend talking about The Innoficiency Principle. Blair laid out the thoughts behind this principle at this link an...2023-07-2154 min20% - The Marketing Procurement Podcast2Bobs: Innoficiency in Your AgencyWhile Blair and Leah take a brief summer hiatus, we're delighted to bring you an episode of Blair's other podcast, 2Bobs: Conversations on the Art of Creative Entrepreneurship. In this episode, Blair and his co-host David C. Baker talk about Blair's Innoficiency Principle as it applies to running an agency. Blair's Twitter Blair's Linkedin Win Without Pitching The ICA's Linkedin Leah's Linkedin The ICA David C. Baker 2Bobs The Innoficiency Problem 2023-07-1239 min
Context & Clarity for Small Firm Architects274: Win Without Pitching feat. Blair EnnsIn this podcast episode, Jeff Echols and Co-Host Katie Kengas welcomed Blair Enns to Context & Clarity LIVE. Blair is the founder of Win Without Pitching, the sales training and coaching organization for creative professionals, the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts of the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship with David Baker. Blair is on a mission to change the way creative services are bought and sold the world over. To watch the full conversation, visit YouTube. 2023-06-201h 03
2Bobs—with David C. Baker and Blair EnnsThe Perils of "Good/Better/Best" PricingBlair 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 transcript at http://2bobs.com/podcast/the-perils-of-good-better-best-pricing2023-03-1527 min
2Bobs—with David C. Baker and Blair EnnsSecret Tradecraft of Elite AdvisorsDavid 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 received. Links Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth Read the transcrtipt and episode notes at http://2bobs.com/podcast/secret-tradecraft-of-elite-advisors2023-02-0130 min
Call To ActionHow to raise your prices with current clients (and not p**s them off in the process) with Blair Enns, Win Without Pitching
This week, we used a puff of smoke to catch pricing magician Blair Enns performing his favourite trick; making RFPs disappear.
Founder of Win Without Pitching and Author of The Win Without Pitching Manifesto and Pricing Creativity, Blair is dead set on getting creative businesses to price their work properly, single-handedly saving those who sell ideas for a living from giving them away for nada.
We pulled a ton of topics out of a hat including his early years in account management and new business, pitching and RFPs, generalist vs specialist agencies, value-based pricing, why your ag...2023-01-1355 min
2Bobs—with David C. Baker and Blair EnnsChurn, Baby, ChurnDavid gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back. LINKS "Reboot Your Culture Through New Business" "Your Firm Should Be A Team—Not A Family" "The Problem of Standards" by David Maister Read the transcript and episode notes at http://2bobs.com/podcast/churn-baby-churn2023-01-0430 min
2Bobs—with David C. Baker and Blair EnnsWho Should Be Promoted?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 he's worked with, and then lists what he looks for in great team leaders. Read the episode notes and transcript at http://2bobs.com/podcast/who-should-be-promoted2022-12-0726 min
2Bobs—with David C. Baker and Blair EnnsMaintaining the Expert Position...After the SaleWithout turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client engagements long term. Read the epiosde notes and transcript at http://2bobs.com/podcast/maintaining-the-expert-position-after-the-sale2022-11-2332 min
2Bobs—with David C. Baker and Blair EnnsWhen Your Engagement Level DropsDavid 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 http://2bobs.com/podcast/when-your-engagement-level-drops2022-11-0933 min
2Bobs—with David C. Baker and Blair EnnsThe Marketing Procurement ProblemBlair 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 killing it. Read the episode notes and transcript at http://2bobs.com/podcast/the-marketing-procurement-problem2022-10-2632 min
2Bobs—with David C. Baker and Blair EnnsThe Agency GatekeeperBlair 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 Mastering the Value Conversation Models Everywhere Critical Questions Your New Business Person Should Be Able to Answer How and When to Talk About Your Firm Read the episode notes and transcript at http://2bobs.com/podcast/the-agency-gatekeeper2022-10-1231 min
2Bobs—with David C. Baker and Blair EnnsProstitutes and Scope CreepDavid 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-creep2022-09-2830 min
2Bobs—with David C. Baker and Blair EnnsHow Would You Prepare for a Downturn?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 is around the corner, what would you do right now? Read the transcript and episode notes at http://2bobs.com/podcast/how-would-you-prepare-for-a-downturn2022-09-1428 min
2Bobs—with David C. Baker and Blair EnnsSelling Should Be Fun or You Aren't Doing It RightBlair 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 episode notes and transcript at http://2bobs.com/podcast/selling-should-be-fun-or-you-arent-doing-it-right Links “Are We Having Fun Yet?” “This Should Be Fun” “Coaches Corner: Now This Is Fun”2022-08-3138 min
2Bobs—with David C. Baker and Blair EnnsModels EverywhereBlair 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 profitability. Read the transcript and episode notes at http://2bobs.com/podcast/models-everywhere2022-08-1731 min
2Bobs—with David C. Baker and Blair EnnsHow Categories and Positioning Options Might ChangeDavid and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and positioning might look in the near future. Read this episode's transcript and get links to what was discussed at http://2bobs.com/podcast/how-categories-andpositioning-options-might-change2022-08-0332 min
MORE - The Digital Marketing Tech Tools PodcastAri Krzyzek | Three Tools Recommended by an 11-Year-Old SuccessWhatever type of business you run, there are basic tools and systems that can make running your business a more (pun intended) seamless process. In today’s episode of the MORE podcast, Ricardo is joined by solopreneur-turned-brand consultancy founder, Ari Krzyzek, to discuss three universally beneficial tools companies should utilize, regardless of industry. Entrepreneurs figure things out. They find a way to stay on track and figure out what they want to do. Ari and her partner have been in business for 11 years, now with 12 people in their company, and she collaborates and works alongside both her...2022-08-0333 min
2Bobs—with David C. Baker and Blair EnnsThe Evolution of a Marketing Firm 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 trends are Blair and David seeing as businesses and technology continue to evolve? Read the transcript and listen to more episodes at http://2bobs.com/podcast/the-evolution-of-a-marketing-firm 2022-07-2032 min
2Bobs—with David C. Baker and Blair EnnsShortcomings of the EBITDA MultiplierDavid 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 value. EBITDA is a great tool…but an incomplete one. Read the transcript and episode notes at http://2bobs.com/podcast/shortcomings-of-the-ebitda-multiplier2022-07-0634 minHUM Curated PodcastsThe Emotional Journey of Buying and Selling Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: The Emotional Journey of Buying and SellingPub date: 2022-06-22Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationWhen 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 to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com...2022-06-2833 min
Dit leer je niet op school019 - Uiteindelijk doet iedereen maar wat — met Jim DriesenJim Driesen is een creatief strateeg met een een bijzonder CV. De wens van zijn 15e jarige zelf om burgemeester van Boskoop te worden is nog niet vervuld, gelukkig is Jim wel goed terecht gekomen. Via de tweede kamer, een headhuntbureau en een maf eigen bedrijfje over ijsjes op stokjes is Jim beland bij Grrr in Amsterdam, het digitale bureau voor zinnige zaken. In dit gesprek deelt Jim z’n belangrijkste levenslessen met anekdotes over zijn moeder, over zijn bel-angst, en over de kerntaken van een strateeg in de creatieve industrie anno 2022.Shownotes: Ji...2022-06-2355 min
Dit leer je niet op school019 - Uiteindelijk doet iedereen maar wat — met Jim DriesenJim Driesen is een creatief strateeg met een een bijzonder CV. De wens van zijn 15e jarige zelf om burgemeester van Boskoop te worden is nog niet vervuld, gelukkig is Jim wel goed terecht gekomen. Via de tweede kamer, een headhuntbureau en een maf eigen bedrijfje over ijsjes op stokjes is Jim beland bij Grrr in Amsterdam, het digitale bureau voor zinnige zaken. In dit gesprek deelt Jim z’n belangrijkste levenslessen met anekdotes over zijn moeder, over zijn bel-angst, en over de kerntaken van een strateeg in de creatieve industrie anno 2022.
Shownotes:
Jim luistert naar 2bo...2022-06-2355 min
2Bobs—with David C. Baker and Blair EnnsThe Emotional Journey of Buying and SellingWhen 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 to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling2022-06-2233 min
2Bobs—with David C. Baker and Blair EnnsHard Lines, Soft Lines 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 transcript at http://2bobs.com/podcast/hard-lines-soft-lines 2022-06-0835 min
2Bobs—with David C. Baker and Blair EnnsDesigning Your Service OfferingsDoes 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 episode notes at http://2bobs.com/podcast/designing-your-service-offerings2022-05-2529 min
2Bobs—with David C. Baker and Blair EnnsWhy All My Content Is UngatedDavid 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 http://2bobs.com/podcast/why-all-my-content-is-ungated2022-04-2730 min
2Bobs—with David C. Baker and Blair EnnsSelling to Different Buyer TypesBlair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you’re selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types2022-04-1340 min
2Bobs—with David C. Baker and Blair EnnsThe Power of ProcessBlair 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 http://2bobs.com/podcast/the-power-of-process2022-03-3032 min
The CMD-Z ShowHow do you price creative projects?In this episode, Matt asks Dylan how he prices his creative projects.More info on David C. Baker and Blair Enns at https://2bobs.comMore info on Chris Do at https://thefutur.comMore info on Matt's Content Marketing Skillshare course at https://skl.sh/3k4MHy0CMD+Z is presented by Made By Things and Menges Design. You can learn more about Made By Things and Matt Vojacek at madebythings.com. You can learn more about Dylan Menges at menges.design2022-03-2156 min
2Bobs—with David C. Baker and Blair EnnsSecrets Behind the Killer ProposalWARNING: 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 proposals David and Blair give exactly the WRONG advice, hoping you get the joke.2022-03-0232 minHUM Curated PodcastsTen Set Pieces Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: Ten Set PiecesPub date: 2021-12-01Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationBlair 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.The podcast and artwork embedded on this page are from David C. Baker and Blair Enns, which is the property of its owner...2022-01-0739 min
Dit leer je niet op school007 - The fastest way to learn is to teach — with Blair EnnsThat’s what my special guest found out while consulting his clients, and the rest is history. I’m very excited to share my conversation with Blair Enns. As always, I’ve learned a lot from Blair during this one hour call and did my best to discover his story behind the story we all know from him.
So instead of talking hours about value based prizing or why hourly billing is nuts, I’ve invited Blair to share a few anecdotes about some life changing events that got him where he is right now.
Yes, we did go a bit tech...2021-12-201h 01
Dit leer je niet op school007 - The fastest way to learn is to teach — with Blair EnnsThat’s what my special guest found out while consulting his clients, and the rest is history. I’m very excited to share my conversation with Blair Enns. As always, I’ve learned a lot from Blair during this one hour call and did my best to discover his story behind the story we all know from him.So instead of talking hours about value based prizing or why hourly billing is nuts, I’ve invited Blair to share a few anecdotes about some life changing events that got him where he is right now.Yes, we did go a bit...2021-12-201h 01Listening PostDifferent Pricing Models Podcast: 2Bobs—with David C. Baker and Blair Enns (LS 50 · TOP 0.5% what is this?)Episode: Different Pricing ModelsPub date: 2019-06-05Get Podcast Transcript →powered by Listen411 - fast audio-to-text and summarizationBlair 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 Will Be Your Company's Future - and What to Do About It by Tien Tzuo The Me...2021-07-2434 min
Creative Agency Account Manager PodcastAn agency leader's guide to account management, with David C BakerI hope you come away with lots of new ideas about the account management role. Now if you are an account manager, and you want to raise your value, increase your confidence, improve your consultancy skills, and grow your existing accounts, then come and join me at the Account Accelerator Programme. The next one starts on 15th April. It's for three months, and I take your agency from unpredictable project revenue to more predictable account growth. If you want some more details, please contact me on LinkedIn at Jenny Plant or drop me an email at jenny@accountmanagementskills.com. I'll s...2021-03-2648 min
Humans Behind DXJeff Walpole: Telecom Sales, Creating An Internal CRM System For The NFL, On How Tech Unites Us, & MoreComputers first piqued Jeff’s interest when he volunteered to help with them at his first job in addition to his sales responsibilities. After that, Jeff decided he wanted to work in software so he moved to Washington DC for bigger opportunities.In 2001 Jeff founded his agency, Phase2, which has become a pillar of the Drupal community it was formed in. Since founding Phase2, Jeff has served two terms on the Drupal Associate Board and is a frequent volunteer and participant at global events.Jeff is also actively involved in diversity and inclusion initiatives—including trai...2021-02-0440 min
2Bobs—with David C. Baker and Blair EnnsThe Impact of Agile in the Real WorldDavid 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 pricing policy. LINKS “Pros and Cons of Agile…in the Real World” by David C. Baker 2Bobs episode 78: “Phase Your Client Engagements” Manifesto for Agile Software Development “Agile is Dead (Long Live Agility)” by Dave Thomas 2020-02-1236 min
2Bobs—with David C. Baker and Blair EnnsPhase Your Client EngagementsBlair 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 episode 53 “Alternative Forms of Reassurance” - 2Bobs episode 46 Transcript2020-01-2938 min
2Bobs—with David C. Baker and Blair EnnsUnderstanding Account PeopleDavid 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 Best Ways to Disrespect Account People” WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES: Pull necessary data from the client, even when it’s tough to get their cooperation. Sell recommendations back to them that are in their best interest. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.) Protect margins. Grow the account. Send the client to hell...2020-01-1531 min
2Bobs—with David C. Baker and Blair EnnsWhich RFPs Should You Respond To?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”2019-11-2030 min
2Bobs—with David C. Baker and Blair EnnsA Podcast After-Action Review 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 challenging, and what they would recommend to those agency principals who might be considering their own podcast. LINKS The Soul of Enterprise Episode 15: “The Best Learning Method Ever Devised: After Action Reviews” with Ron Baker and Ed Kless Build a Better Agency with Drew McClellan EconTalk with Russell Roberts Marcus dePaula, podcast producer and consultant BLAIR'S...2019-11-0631 min
The Agency Profit PodcastHow to Win Bigger Deals with Higher Prices, all Without Pitching with Blair EnnsIn this episode we're joined by the brilliant Blair Enns from Win Without Pitching to explore his innovative approach to new business for agencies. He shares some of the fundamentals required to sell based on value to command higher prices and close more deals. We also discuss how the sales process can make or break your delivery process by setting precedents in the client relationship and so much more.
About Blair Enns
Blair Enns is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts, al...2019-08-1441 min
2Bobs—with David C. Baker and Blair EnnsBe the Client You Want to See in the WorldDavid 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 61 - “Different Pricing Models” Prohibition Gin and Toolbox Design Cup & Leaf “Unbundling the Corporation” by John Hagel III and Marc Singer for the Harvard Business Review The Futur and Chris Do of Blind™ Conscious Minds 2019-07-0334 min
2Bobs—with David C. Baker and Blair EnnsDifferent Pricing ModelsBlair 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 Will Be Your Company's Future - and What to Do About It by Tien Tzuo The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Kellman Baxter The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow 2Bobs Episode 31: “Mastering the Val...2019-06-0534 min
2Bobs—with David C. Baker and Blair EnnsGreatness Requires DiscomfortDavid 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 The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon2019-05-2228 min
2Bobs—with David C. Baker and Blair EnnsSelling to Clients With In-house ResourcesBlair 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: There are NOT Seven Reasons Why Clients Hire You2019-05-0829 min
Let's talk brandingDavid C. Baker - the business of expertiseIf you are interested in learning more about the business of expertise, I'm giving away a free copy of the book, signed by David. You can visit letstalkbranding.be/davidWe talk about:Positioning your creative businessThe 2bobs podcast PricingEntrepreneurshipStrategy vs executionTaking risksDavid's book: the business of expertise (affiliate link)David also recommended 4 sources on positioning:Blair Enns: https://www.winwithoutpitching.com/about/David C. Baker website Philip MorganTim Williams of Ignition...2019-03-2542 min
The Art of Authority PodcastDavid C. Baker Author of The Business of Expertise- The Art of Authority Podcast with Mike SaundersDavid C. Baker is an author, speaker, and advisor to entrepreneurial creatives worldwide. He has written 5 books, advised 900+ firms, and keynoted conferences in 30+ countries.His work has been discussed in the Wall Street Journal, New York Times, Fast Company, Forbes, USA Today, BusinessWeek, and Inc. Magazine. He lives in Nashville, TN, but grew up in Guatemala, where he lived with the K'anjobal, a tribe of Mayans in San Miguel Acatán, Huehuetanango, where his parents did medical and literacy work. David helps entpreneurial creatives make better business decisions about their positioning and marketing, how they structure their roles i...2019-03-0429 min
2Bobs—with David C. Baker and Blair EnnsA Beginner's Guide to NegotiatingDavid 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 Less for Less: How to avoid the Marketing Procurement dilemma, by Gerry Preece Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value, by Reed K. Holden TRANSCRIPT DAVID C. BAKER: Blair, today we are going to talk about 10 really interesting ways you can get your spouse to go...2019-02-1335 min
Marketing for CreativesHow to Price Your Service with Blair Enns | #84Ep #84: If you think that maybe you don't charge enough for your service, then it could be time to raise your prices. Or if you are new in your business then don’t sell yourself short. In this episode, Blair Enns shares how to how to price your services. You will learn the principles of how to set your prices, how to negotiate with people on the service packages you have, how to raise your price and close higher deals. Blair is on a mission to change the way creative services are bought and...2018-12-1744 min
2Bobs—with David C. Baker and Blair EnnsThe Best Ways to Disrespect Account PeopleBlair 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 TRANSCRIPT BLAIR ENNS: David, we're talking today about how to disrespect people. This is your topic idea. DAVID C. BAKER: Yeah, I get so many requests from people that want help with this, and they naturally ask me. Right? BLAIR: Yeah. Of course they do. DAVID: "Who'd be really an...2018-10-1029 min
2Bobs—with David C. Baker and Blair EnnsThe X-FactorBlair gives David some homework to identify patterns in the principals of creative practices who are successful and have that "je ne sais quoi." LINKS 2Bobs Episode 28 - "Positioning Cheats" Start With Why by Simon Sinek "Top 10 Podcasts Agency Owners Listen To" by Daniel de la Cruz Crucial Conversations - Tools for Talking When Stakes Are High by Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler TRANSCRIPT DAVID C. BAKER: Blair today, we are going to catch up with the rest of the world. I ca...2018-08-2932 min
2Bobs—with David C. Baker and Blair EnnsStarting...Existing...ThrivingBlair 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 Blair Enns The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth, by David C. Baker Built to Sell: Creating a Business That Can Thrive Without You,by John Warrillow Pricing Creativity: A Guide to Profit Beyond the Billable Hour, by Blair Enns 2Bobs Episode 31 - "Mastering the Value Conversation"...2018-08-1534 min
The Six Figure Photography Podcast With Ben HartleySFPP 86: How To Win Without Pitching Featuring Blair EnnsBlair Enns is on a mission to change the way creative services are bought and sold.
At his company, Win Without Pitching, he offers sales training and coaching to creative professionals + shares his wisdom in his Win Without Pitching Manifesto.
Blair teaches pricing strategies, such as how to raise prices in order to attract more clients and how putting prices on your website will actually drive potential customers away. He is also the co-host, along with David C. Baker, of the 2Bobs podcast, a show focused on creative entrepreneurship.
In this episode, Blair an...2018-07-2354 min
2Bobs—with David C. Baker and Blair EnnsHacking Heuristics Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulating them to make a decision that is in their best interest. Links Rory Sutherland Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini Nudge: Improving Decisions About Health, Wealth, and Happiness by Richard Thaler and Cass Sunstein "The Dark Arts of Leveraging Cognitive Biases" by Blair Enns Thinking, Fast and Slow by...2018-07-0440 min
Small Spark Theory: a marginal gains approach to new business and marketingEP16: Pricing Creativity | Blair Enns
Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year.
I’ll admit, I was worried how this transformative approach to pricing would fit into this series, where we explore how we can implement small changes to our sales and marketing toolkit and processes, but rest assured, as Blair explains in this episode, there are changes you can make today that will reap tangible rewards.
I know I say this every time but this is one episode...2018-05-0200 min
Small Spark Theory: a marginal gains approach to new business and marketingEP16: Pricing Creativity | Blair EnnsFollowing the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year. I’ll admit, I was worried how this transformative approach to pricing would fit into this series, where we explore how we can implement small changes to our sales and marketing toolkit and processes, but rest assured, as Blair explains in this episode, there are changes you can make today that will reap tangible rewards. I know I say this every time but this is one episode you really w...2018-05-0243 min
Maturepreneurial Podcast: Interviews with Older Entrepreneurs | Online Business Tips | Learn From Those Who Have Succeeded084: David C. Baker | The Business of ExpertiseDavid C. Baker is a business consultant who has written 5 books, advised 900+ firms, and keynoted conferences in 30+ countries. His work has been discussed in the Wall Street Journal, New York Times, Fast Company, Forbes, USA Today, BusinessWeek, and Inc. Magazine. David lives in Nashville, TN, but grew up in Guatemala, where his parents did medical and literacy work. His family lived with the K'anjobal, a tribe of Mayans in San Miguel Acatán, Huehuetanango. David helps entrepreneurial creatives make better business decisions about their positioning, their marketing, how they structure their roles in the firm, a...2018-04-2500 minSmall Spark Theory: a marginal gains approach to new business and marketingEP13: Agency positioning | David C Baker
In previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies.
So I was delighted to meet David C Baker at a Design Business Association event late last year. David is an author, speaker and leading thinker on agency positioning. Over the last 25 years he has advised hundreds of creative businesses across the world to help them make sense of what comes next.
I managed to persuade David to join me on Sma...2018-02-1300 minSmall Spark Theory: a marginal gains approach to new business and marketingEP13: Agency positioning | David C BakerIn previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies. So I was delighted to meet David C Baker at a Design Business Association event late last year. David is an author, speaker and leading thinker on agency positioning. Over the last 25 years he has advised hundreds of creative businesses across the world to help them make sense of what comes next. I managed to persuade David to join me on Small Spark Th...2018-02-1332 min
Consulting Success PodcastDoubling A $400,000 Revenue Model with Business Trainer Blair EnnsSelf-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. When he wasn’t satisfied with his $400,000 business, he decided to expand it into an organization that now makes exponentially more money that he once thought possible. In this episode, we are talking about ways that you can effectively position yourself as an expert in your field, how to get your expertise recognized, and the danger of productizing your work, as well as what you should be doing instead. Blair has achieved a leve...2018-02-0840 min
Ditching HourlyThe Business of Expertise with special guest David C. BakerGuest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more.David's BioDavid grew up with a tribe of Mayan Indians in a remote village in the highlands of Guatemala. He’s an author, speaker, and advisor to entrepreneurial experts. This is his fifth book.He’s a helicopter and airplane pilot, an avid photographer, and taught high performance motorcycle riding/racing. Based in N...2018-02-0743 min
Authors & Books Archives -Mike Saunders, the Authority Positioning Coach Interviews David C. Baker Author of The Business of ExpertiseDavid has written 5 books, advised 900+ firms, and keynoted conferences in 30+ countries. His work has been discussed in the Wall Street Journal, New York Times, Fast Company, Forbes, USA Today, BusinessWeek, and Inc. Magazine. He lives in Nashville, TN, but grew up in Guatemala, where he lived with the K’anjobal, a tribe of Mayans in San Miguel Acatán, Huehuetanango, where his parents did medical and literacy work. David helps entpreneurial creatives make better business decisions about their positioning and marketing, how they structure their roles in the firm, and how to benchmark their financial performance. His most recent boo...2017-10-3100 min
Influential EntrepreneursMike Saunders, the Authority Positioning Coach Interviews David C. Baker Author of The Business of ExpertiseDavid has written 5 books, advised 900+ firms, and keynoted conferences in 30+ countries. His work has been discussed in the Wall Street Journal, New York Times, Fast Company, Forbes, USA Today, BusinessWeek, and Inc. Magazine. He lives in Nashville, TN, but grew up in Guatemala, where he lived with the K'anjobal, a tribe of Mayans in San Miguel Acatán, Huehuetanango, where his parents did medical and literacy work. David helps entpreneurial creatives make better business decisions about their positioning and marketing, how they structure their roles in the firm, and how to benchmark their financial performance. His most recent book is c...2017-10-3100 min