Shows
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
2Bobs—with David C. Baker and Blair EnnsAlways Be AnchoringBlair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is the best time to present the anchor option within the sales conversation? Links “Anchor High” by Blair Enns for winwithoutpitching.com2025-05-2130 min
2Bobs—with David C. Baker and Blair EnnsThe Power of a MetaphorThe 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. LINKS "The Power of a Metaphor" written by Blair Enns for winwithoutpitching.com2025-04-2326 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 EnnsWho Should Set Prices?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 four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title. Links “Who Should Set Prices In Your Firm?” written by Blair Enns for WinWithoutPitching.com2025-02-2641 min
2Bobs—with David C. Baker and Blair Enns10 Reasons a Buyer Might Want Your FirmDavid 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 it. Being aware of options as your firm matures can give you the leverage you might need in negotiations. Links “Ten Reasons Firms Are Bought” by David C. Baker for punctuation.com2025-02-1232 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
2Bobs—with David C. Baker and Blair EnnsAdapting Hiring Strategies Over TimeDavid describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by David C. Baker for punctuation.com “The Problem of Standards” by David Maister2025-01-0126 min
2Bobs—with David C. Baker and Blair EnnsSelling Your Professional Services FirmBlair interviews David about his new book, Selling Your Professional Services Firm: A Primer. LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.2024-12-0441 min
2Bobs—with David C. Baker and Blair EnnsQuestions, Not AnswersBlair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces. Links “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com2024-11-2024 min
2Bobs—with David C. Baker and Blair EnnsAssume an Advantaged PlayerBlair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor. Links “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.com2024-11-0622 min
2Bobs—with David C. Baker and Blair EnnsThe Four Conversations: A New Model for Selling ExpertiseDavid 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 Enns2024-10-2330 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 Account Managers Deliver StrategyDavid unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "Account Managers and Strategy" by David C. Baker at punctuation.com2024-09-2523 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 min
2Bobs—with David C. Baker and Blair EnnsHow to Make Horizontal Positioning WorkDavid provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals. Links “Strengthening a Weak Horizontal Positioning” by David C. Baker on punctuation.com2024-08-1423 min
2Bobs—with David C. Baker and Blair EnnsAre You Fishing in the Right Pond?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, looking at whether their positioning might be too broad, too narrow, or just wrong. LINKS "The Target Is Not the Market" by Blair Enns on winwithoutpitching.com2024-07-3132 min
2Bobs—with David C. Baker and Blair EnnsLeading in a Chaotic WorldDavid shares his decision-making framework that will help agency principals make better decisions during chaotic times like these. LINKS “Leading in a Chaotic World” article by David C. Baker on Punctuation.com2024-07-1728 min
2Bobs—with David C. Baker and Blair EnnsCreating a Premium Pricing CulturePricing 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 all move into a realm of higher pricing. Links “Creating a Culture of Premium Pricing” by Blair Enns at WinWithoutPitching.com “Have we Hit Peak Strategy?” “Be the Client You Want to See in the World”2024-07-0331 min
2Bobs—with David C. Baker and Blair EnnsHave We Hit Peak Strategy?Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more “strategic.” Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services. Links Blair’s “What Is Strategy?” episode of the Ditching Hourly podcast with Jonathan Stark2024-06-0524 min
2Bobs—with David C. Baker and Blair EnnsThe Dichotomy of the Expert SalespersonAs 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 prospective clients need them to be. LINKS "The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com "Ditch the (Sales) Script"2024-03-1323 min
2Bobs—with David C. Baker and Blair EnnsMaximizing Pro Bono OpportunitiesWhile discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together. LINKS “Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com Left-handed Mango Chutney2024-02-2819 min
2Bobs—with David C. Baker and Blair EnnsConstrained by Artificial BoundariesBlair’s latest obsession is bounded rationality, in which he sees too many creative firms failing to make “rational” decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle. Links “The Great Convergence is Upon Us” by Blair Enns for Win Without Pitching Award-winning “Unapologetically Human” ad campaign by Kruger and BHLA Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong2023-12-0624 min
2Bobs—with David C. Baker and Blair EnnsThe Death Throes of the PitchBlair weighs in on this year's Forrester report, which shows the ridiculous amount of money agencies have been wasting on pitches. LINKS "Are These the Last Days of the Pitch?" by Blair Enns for Win Without Pitching "A New Forrester Report Urges Brands and Agencies to 'Ditch the Pitch'" by Olivia Morley for AdWeek published on 4 A's 2023-11-0828 min
2Bobs—with David C. Baker and Blair EnnsThe Conflicting Ethics of Selling and NegotiatingBlair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don’t adapt our bargaining approach to match our opponents in the game of negotiation. Links “The Conflicting Ethics of Selling & Negotiating” article by Blair Enns on WinWithoutPitching.com2023-10-1122 min
2Bobs—with David C. Baker and Blair EnnsBig Clients Vs Small ClientsBlair shares the tradeoffs creative firms have to deal with when pursuing firms of a particular size, and David gets Blair riled up again about procurement.2020-11-1836 min
2Bobs—with David C. Baker and Blair EnnsObjections to SpecializationIn part two of their specialization conversation, David and Blair address six arguments they have heard from certain clients who toyed with the idea of broader positioning for their firms.2020-09-0930 min
2Bobs—with David C. Baker and Blair EnnsDo Generalists Really Triumph Over Specialists?David and Blair have experienced a backlash against experts, expertise, and specialization thanks to David Epstein's book, and they disagree on whether or not it's worth reading.2020-08-2624 min
2Bobs—with David C. Baker and Blair EnnsThe Rungs You Can Reach on the Ladder of Lead GenerationBlair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.2020-08-1236 min
2Bobs—with David C. Baker and Blair EnnsThe Journey From Generalist to SpecialistDavid and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.2020-07-2934 min
2Bobs—with David C. Baker and Blair EnnsFour Regrets You're About to HaveBlair predicts when we are through the COVID-19 pandemic and business is approaching normal (whatever that means), agency principals will look back with some regrets about the things they did not do, rather than the things they did. LINKS "Four Regrets You’re About to Have" by Blair Enns "Play the Game of Constraints" by Blair Enns2020-07-0128 min
2Bobs—with David C. Baker and Blair EnnsWhen to Shut Up and Listen and When to Speak UpBlair and David, as two white business leaders, try talking about the traumatic and emotional yet very necessary changes happening now to end systemic racism. As they listen and allow space for the voices of diversity that need to be heard, they also struggle with when to speak up as examples, owning up to their mistakes which will hopefully help lead the way for real change. LINKS “How I’m Trying to Process Things Right Now” by David C. Baker “Speech and Systems” - episode 186 of Exponent podcast A Statement f...2020-06-1726 min
2Bobs—with David C. Baker and Blair EnnsThe Hate Sandwich You're About to EatBlair gets David to share a part of his upcoming book about how all client relationships have a cycle of love-hate-love that we have to be prepared for and push through.2020-05-2032 min
2Bobs—with David C. Baker and Blair EnnsWill You Be My FriendDavid expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people and clients, and principals and employees.2020-05-0637 min
2Bobs—with David C. Baker and Blair EnnsChanges in the Agency Client LandscapeDavid and Blair try to predict the future about what principals of creative firms can expect in their relationships with clients as the COVID-19 pandemic continues to impact business.2020-04-2229 min
2Bobs—with David C. Baker and Blair EnnsBusiness As Unusual - Managing in a PandemicBlair and David address five common questions they have heard from creative entrepreneurs as they both have been helping firms navigate the economic changes being caused by the COVID-19 pandemic.2020-04-0830 min
2Bobs—with David C. Baker and Blair EnnsThe Power of OptionsDavid asks Blair to clarify his advice on offering proposal options and anchoring. Is it about more than just scope and price? LINKS Implementing Value Pricing: A Radical Business Model for Professional Firms by Ronald Baker The Strategy and Tactics of Pricing: A Guide to Growing More Profitably by Thomas T. Nagle and Georg Müller Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table by Reed Holden and Mark Burton Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed Ho...2020-03-1135 min
2Bobs—with David C. Baker and Blair EnnsHow Digital Firms Are DifferentBlair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital’s Owner Summit. Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live recording at the Owner Summit on February 7, 2020 in New Orleans. And thank you to the amazing staff at the Orpheum Theater for helping us with the production and staging!2020-02-2635 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 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 EnnsWhat Leverage Do You Have With Client Contracts and MSAs?Blair and David share their frustrations around some contracts that they have been asked to sign, making it clear why they are not attorneys. This episode does not contain legal advice. Get a lawyer for that: Sharon Toerek Candice Kersh Jeffrey Dermer Michael Lasky2020-01-0132 min
2Bobs—with David C. Baker and Blair EnnsWhen You Put Someone Else In Charge of Your FirmDavid keeps seeing principals who get someone else to run their firm, which is not a good idea. Then he gets Blair's thoughts on why he thinks it happens. Links David C. Baker Seminar Win Without Pitching Workshops with Blair Enns Built to Sell: Creating a Business That Can Thrive Without You by John Warrillow Entrepreneurial Operating System Traction Library The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success by William Thorndike2019-12-1830 min
2Bobs—with David C. Baker and Blair EnnsProductized Vs Customized Services and Monthly Recurring RevenueDavid and Blair lay out some of the reasons why they think, in most cases, agencies pursuing recurring revenue models are making a mistake. Links “Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal” by David C. Baker The End of Average: How We Succeed in a World That Values Sameness by Todd Rose Pricing Creativity: A Guide to Profit Beyond the Billable Hour by Blair Enns The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing by Marie Kondō “Unbundling the Corp...2019-12-0435 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
2Bobs—with David C. Baker and Blair EnnsCommon Traits of SuccessBlair and David consider the hundreds of firms they have each worked with over the years to identify the characteristics of highest performing firms and what they have seen agency principals do to succeed.2019-10-2325 min
2Bobs—with David C. Baker and Blair EnnsThe Only New Business Indicator That MattersBlair shares some new data (at the time he and David recorded this discussion in January of 2016) that points to the one variable that can predict the likelihood of a prospect hiring your firm.2019-10-0928 min
2Bobs—with David C. Baker and Blair EnnsTaking the Team SeriouslyDavid wants to know if Blair thinks it's harder for creative firms to find great prospective clients, or great employees, as they unpack how to attract the right candidates using a “lead generation” plan. Ideas for “Lead Generation” of candidates: Social media presence Guest teach a single class at a known school that typically turns out a best student every semester Offer your facility as a meeting place for trade/association meetings Put a rotating art gallery with an open house when the display rotates Quarterly webinar for prospective employees on topics they would be fascin...2019-09-2534 min
2Bobs—with David C. Baker and Blair EnnsTop Ten New Business Development MythsBlair is in the spotlight discussing some bad practices driven by assumptions he's seen his clients make over the past couple decades, a few of which are new to David. 10. Branding and Full Service Advertising are Specializations 9. The More You Have to Sell the More Likely a Sale 8. An Increase in Meetings Leads to an Increase in Sales 7. The Written Proposal is a Necessary Step in the Sales Process 6. Build Personal Relationships to Build Sales 5. Presentation Skills Training Leads to Improved Business Development Success 4. Chemistry...2019-09-1134 min
2Bobs—with David C. Baker and Blair EnnsSix Staffing BlundersBlair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.2019-08-2831 min
2Bobs—with David C. Baker and Blair EnnsMaking Adversarial Assumptions in the Sales ProcessBlair has another podcast therapy session about “good clients vs. bad clients,” as David tries to help him see procurement people as actual human beings who sometimes are just overwhelmed.2019-08-1435 min
2Bobs—with David C. Baker and Blair EnnsBuilding Your Personal BrandBlair has an aversion to the topic of personal branding, so David offers examples of why, when, and how the personal brands he’s seen principals develop can be either helpful or harmful for their firms. LINKS “Launch Your Career as a Podcast Guest” by David C. Baker Episode 1 of Dexter Guff is Smarter Than You: “You Don’t Exist Without a Personal Brand” The Visible Expert® by Hinge Marketing “Personal Branding for Creative Professionals” course by Dorie Clark 2019-07-3134 min
2Bobs—with David C. Baker and Blair EnnsCan We Learn Anything From the Consulting Firms?Blair and David explore the differences they see between consultants and agencies in an effort to understand how the landscape is changing and what creative firms can do to beat consultants at their own game. Links The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth by David C. Baker Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life by Rory Sutherland2019-07-1734 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 EnnsSize MattersDavid and Blair address the obsession that many principals have with the size of firms, and the advantages of being either big or small.2019-06-1932 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 EnnsThings Principals Should Do More OfDavid and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success. Links "The Problem of Standards" by David Maister 20012019-04-2422 min
2Bobs—with David C. Baker and Blair EnnsThere Are NOT Seven Reasons Why Clients Hire YouBlair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.2019-04-1030 min
2Bobs—with David C. Baker and Blair EnnsWhere Do Ideas Come From?Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services. Read the transcript ➝2019-03-2732 min
2Bobs—with David C. Baker and Blair EnnsIt's a Small World After AllDavid finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.2019-03-1329 min
2Bobs—with David C. Baker and Blair EnnsWhy Account People Should Close New BusinessDavid gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.2019-02-2723 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
2Bobs—with David C. Baker and Blair EnnsDebriefing After a New Business CallDavid asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefing process. LINKS Episode #15 - The Best Learning Method Ever Devised: After Action Reviews, from The Soul of Enterprise Podcast with Ron Baker and Ed Kless TRANSCRIPT DAVID C. BAKER: Blair, today we are going to talk about debriefing after a new business call. Not after just a business call, but a new business call, right? So how did this topic come to your mind? What go...2019-01-1630 min
2Bobs—with David C. Baker and Blair EnnsShoot - Now What Do We Do?Blair asks David to make some predictions about the new year, and then they discuss some ways that businesses can prepare for and react to (God forbid) an economic downturn. TRANSCRIPT BLAIR ENNS: David, predict the future. Coming year, the year ahead ... It doesn't matter when people are listening to this or when we've recorded it, but in the year ahead is it going to be a year of abundance or is it batten the hatches, we've got trouble? DAVID C. BAKER: I think it'll probably be right in the middle. I...2019-01-0234 min
2Bobs—with David C. Baker and Blair EnnsSelling in One LessonBlair describes to David how he was able to distill his Win Without Pitching approach into a simple formula: P=db/D Power = desirability / Desire Links Economics in One Lesson: The Shortest and Surest Way to Understand Basic Economics by Henry Hazlitt Economics in One Lesson Wikipedia page Henry Hazlitt Wikipedia page The Win Without Pitching Manifesto by Blair Enns Transcript DAVID C. BAKER: Blair, We are going to talk about selling in one lesson. BLAIR ENNS: I know why you're laughin...2018-12-1934 min
2Bobs—with David C. Baker and Blair EnnsThe Risk EpisodeAfter touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role of risk in entrepreneurship. LINKS "Confessions of a Recovering Consultant" by Blair Enns Hyman P. Minsky Archive Twitter exchange with Jonathan Stark on risk Strategic Coach program with Dan Sullivan "A Mission With No Exit" by Blair Enns Peter Drucker TRANSCRIPT BLAIR ENNS: David, what's the riskiest thing you've ever done? DAVI...2018-12-0531 min
2Bobs—with David C. Baker and Blair EnnsOpen Book ManagementBlair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually benefit both employees and clients when used appropriately. Links Financial Management of a Marketing Firm by David C. Baker TRANSCRIPT BLAIR ENNS: David, today we're going to talk about open book management. How does that sound to you? DAVID C. BAKER: Sounds like you think you're in charge. Why don't you say, "Can...2018-11-2124 min
2Bobs—with David C. Baker and Blair EnnsAlternative Forms of ReassuranceBlair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations. LINKS “Transtheoretical Model” (Prochaska & DiClemente, 1983; Prochaska, DiClemente, & Norcross, 1992) TRANSCRIPT DAVID C. BAKER: Blair, today I want to ask you about something that I've heard you talk about for many years and it's this notion of alternative forms of reassurance. BLAIR ENNS: Yeah. DAVID: We used to do this event together and we did it for like 10 years running. BLAIR: Yo...2018-11-0729 min
2Bobs—with David C. Baker and Blair EnnsSeven Strategies to Grow AccountsDavid disagrees with Blair (sort of) on his model for growing existing accounts in the post-AOR era, and then offers his list of 6 ideas on the topic. Links The Peter principle The Challenger Sale by Matthew Dixon and Brent Adamson Tony Mikes Transcript DAVID C. BAKER: Today Blair, we are coming to you live from the ReCourses Woodworking Shop, where so far I have done no woodworking, but a whole lot of podcast recording. Maybe I need to take my saws up to my office or something, but...2018-10-2431 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 Seven Masteries of the RainmakerBlair offers seven mindsets that any seller of expertise needs to master so that they can behave like the expert in the sales cycle. Links "The Jedi Mindset" by Blair Enns McClelland's Human Motivation Theory, also known as Three Needs Theory, Acquired Needs Theory, Motivational Needs Theory, and Learned Needs Theory Transcript DAVID C. BAKER: Good morning, Blair. You are in London. I'm in Nashville. BLAIR ENNS: Yeah, it's my afternoon, and it's your seven AM. DAVID: And don't tell me you've gotten a lot mo...2018-09-2633 min
2Bobs—with David C. Baker and Blair EnnsIf I Were Starting OverLINKS "The Great Convergence Is Upon Us" by Blair Enns "CRM: The Train Coming At You" by Blair Enns AltGroup.net website "Eight Gauges on Your Agency Dashboard" by David C. Baker The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success by William Thorndike "Rising From the Ashes: A New Agency Model" by Blair Enns TRANSCRIPTION DAVID C. BAKER: Blair today we're going to start over. Both you and I are going to start over. We're going to pretend to start over an...2018-09-1234 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
2Bobs—with David C. Baker and Blair EnnsReplacing Presentations With ConversationsDavid re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them. TRANSCRIPT DAVID C. BAKER: Blair, we are going to talk today about replacing presentations with conversations. BLAIR ENNS: The second proclamation. DAVID: Yeah, it's actually the second chapter in your book, which I'm holding right now in my grimy little hands. The book, it's black with red, looks like foil to make it look expensive, so you could charge an extra c...2018-08-0128 min
2Bobs—with David C. Baker and Blair EnnsReviewing the "Surveillance Footage"There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it leads their clients to say, “you must have hidden cameras in my office!"2018-07-1826 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
2Bobs—with David C. Baker and Blair EnnsCollaborating with CompetitorsDavid and Blair compare each other's competitiveness, and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationships. TRANSCRIPT BLAIR: David, today we're going to talk about how to crush your competition, is that right? DAVID: Instantly I got very excited about the concept, that's really not what we're going to talk about, but I love that idea. Oh my God, I'm just too competitive, but that's actually the opposite of what we're going to talk about I think, unless you w...2018-06-2027 min
2Bobs—with David C. Baker and Blair EnnsFour Segments of New BusinessBlair and David come up with descriptive words that help clarify each of the four parts of what David calls the "pantheon" for new business: positioning, lead generation, sales, and pricing. Pricing Creativity: A Guide to Profit Beyond the Billable Hour Mastering the Value Conversation podcast episode2018-06-0627 min
2Bobs—with David C. Baker and Blair EnnsUsing Assessment Instruments in Your FirmDavid and Blair explore the big topic of personality assessment tools that can help firms “get the right people on the bus.” Not Your Typical Personality Types →2018-05-1633 min
2Bobs—with David C. Baker and Blair EnnsThoughts on PartnershipBlair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.2018-05-0234 min
2Bobs—with David C. Baker and Blair EnnsWhat Good Clients Are Really Looking ForListeners on Twitter wanted to know what clients actually want from creative firms, so David makes a list based on his experience of what good clients want, while Blair's reaction is "who cares what clients want... all they wanted was a 'faster horse.'"2018-04-1834 min
2Bobs—with David C. Baker and Blair EnnsMastering the Value ConversationDavid gets Blair to expound on his statement that “the value conversation is where value pricing theory goes to die,” and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour."2018-04-0435 min
2Bobs—with David C. Baker and Blair EnnsDefining Success for CreativesDavid and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.2018-03-2130 min
2Bobs—with David C. Baker and Blair EnnsWords That Make Us WinceBlair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.2018-03-0733 min
2Bobs—with David C. Baker and Blair EnnsPositioning CheatsDavid is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they either aren't ready or don't believe in the idea of tight positioning. You’ll feel dirty.2018-02-2131 min
2Bobs—with David C. Baker and Blair EnnsWords We Try to DefineExpertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.2018-02-0738 min
2Bobs—with David C. Baker and Blair EnnsThe Business of Expertise - Part 3, Live from LondonBlair revisits David's new book, "The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" in front of a live audience in London, who get to ask their own questions.2018-01-2429 min
2Bobs—with David C. Baker and Blair EnnsPricing CreativityBlair talks about his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour," and the process it took to write it. David gets him to share three of the main rules laid out in the book that firms should apply in order to see significant increases in profit.2018-01-1028 min
2Bobs—with David C. Baker and Blair EnnsPlanning for the New YearDavid and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.2017-12-2732 min
2Bobs—with David C. Baker and Blair EnnsValuing and Selling Your FirmBlair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.2017-12-1334 min
2Bobs—with David C. Baker and Blair EnnsThe Complexities of Commission CultureDavid picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between full commission and salary with no incentives.2017-11-2935 min
2Bobs—with David C. Baker and Blair EnnsThe Role of Profit in a Creative EnterpriseBlair has some questions this week and David has answers. The topic is profit - what it is and the targets firms should be setting.2017-11-1527 min
2Bobs—with David C. Baker and Blair EnnsMea CulpaDavid offers to help Blair remember all the times he's been wrong over the past couple decades. Then Blair says he'll be happy to reveal all of the places he's wrong now but doesn't even know it yet.2017-11-0131 min
2Bobs—with David C. Baker and Blair EnnsSeven Words You Can't Say in Business DevelopmentDavid and Blair discuss a list of words Blair came up with that you should avoid to keep you out of trouble and in control of the buy-sell relationship.2017-09-2032 min
2Bobs—with David C. Baker and Blair EnnsAn Introduction to Blair EnnsDavid asks Blair to describe his work and his passion for the creative entrepreneurial community, and they discuss how where he lives has such a huge impact on what he does.2017-08-2318 min
2Bobs—with David C. Baker and Blair EnnsAn Introduction to David C. BakerBlair interviews David about who he is and why people should pay attention to what he has to say - if they should at all...2017-07-1219 min
2Bobs—with David C. Baker and Blair EnnsThe Business of Expertise - Part 1David Baker wrote a book! And Blair asks him about his authoring process, publishing, and the book's topic.2017-06-1433 min
2Bobs—with David C. Baker and Blair EnnsWhat Happens When You're AwayDavid and Blair list good and bad things that can happen when the principal steps away from their creative firm for a period of time, which is based on David's blog post on the matter.2017-05-3133 min