2bobs - With David C. Baker And Blair Enns

  • Autor: Vários
  • Narrador: Vários
  • Editor: Podcast
  • Duración: 102:38:36
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Sinopsis

Conversations on the art of creative entrepreneurship

Episodios

  • The Four Conversations: A New Model for Selling Expertise

    23/10/2024 Duración: 30min

    David 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 Enns

  • 200th Episode Special

    09/10/2024 Duración: 30min

    Blair 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.

  • How Account Managers Deliver Strategy

    25/09/2024 Duración: 23min

    David 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.com

  • How to Avoid Commodifying Your Offering

    11/09/2024 Duración: 29min

    Blair 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 episode

  • Are Email Newsletter Even Viable Anymore?

    28/08/2024 Duración: 29min

    Every few years we’re told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has always been wrong.   Links David’s article on Punctuation.com (subscribe to his newsletter at the bottom of the page) “Email is the Most Consistent, Reliable Marketing Channel on the Web and I Can Prove It” by Rand Fishkin

  • How to Make Horizontal Positioning Work

    14/08/2024 Duración: 23min

    David 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.com

  • Are You Fishing in the Right Pond?

    31/07/2024 Duración: 32min

    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.com

  • Leading in a Chaotic World

    17/07/2024 Duración: 28min

    David 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.com

  • Creating a Premium Pricing Culture

    03/07/2024 Duración: 31min

    Pricing 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”

  • Building a Scalable Sales Strategy

    19/06/2024 Duración: 26min

    David 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”

  • Have We Hit Peak Strategy?

    05/06/2024 Duración: 24min

    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 Stark

  • What Tech Bros Get Right...and Wrong

    22/05/2024 Duración: 21min

    David definitely doesn’t want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.

  • Turning Your Delivery Team Into a Sales Team

    08/05/2024 Duración: 30min

    Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts.    LINKS “Turning Your Delivery Team Into a Sales Team” article by Blair on WinWithoutPitching.com

  • Advising Clients Ethically

    24/04/2024 Duración: 24min

    Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.   LINKS "Advising Clients Ethically" article on Punctuation.com

  • Just Stop Talking

    10/04/2024 Duración: 31min

    The 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”

  • Working With a Maverick

    27/03/2024 Duración: 23min

    When it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.

  • The Dichotomy of the Expert Salesperson

    13/03/2024 Duración: 23min

    As 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"

  • Maximizing Pro Bono Opportunities

    28/02/2024 Duración: 19min

    While 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 Chutney

  • Attending the Way

    14/02/2024 Duración: 21min

    Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy.   LINKS "Attending the Way" article by Blair on WinWithoutPitching.com AltGroup.net

  • A 7-part Theory of Principal Compensation

    31/01/2024 Duración: 23min

    David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he’s come up with a 7-point framework he can use in each unique scenario.

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