Phase Your Client Engagements

David 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-ungated

27 Huhti 202230min

Blair 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-types

13 Huhti 202240min

Blair 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-process

30 Maalis 202232min

Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.

16 Maalis 202233min

WARNING: 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.

2 Maalis 202232min

Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.

16 Helmi 202234min

Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.

2 Helmi 202237min

The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.

19 Tammi 202229min