Creating a Premium Pricing Culture

In a nod to the Walt Whitman line, Blair believes successful sales people - as well as agency principals - often need to present themselves as different personalities in different situations. And David believes sales trainers are actually therapists.

19 Touko 202128min

As we’ve seen independent creative marketing and digital firms experience rapid growth over this past year, David offers five factors that principals should consider in order to avoid growing for the wrong reasons and/or mismanaging that growth.

5 Touko 202128min

Having a problem with either hearing or saying “no” can lead to problems for your business. Blair has 12 statements about the word “no” that can help.

21 Huhti 202134min

When people from other industries learn about what goes on inside your firm, are they awe-struck in a good or bad way? Blair and David come up with a list of things that are unique to the creative firm biz and how they’ve seen outsiders react to them.

7 Huhti 202129min

Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.

24 Maalis 202134min

David and Blair discuss what the four performance bands are, eleven critical factors that keep firms stuck at the lower performance bands, and what firms can do to move into a higher band.

10 Maalis 202136min

David is in a cynical mood and takes turns with Blair sharing clichés they hear their clients use to describe their business.

24 Helmi 202123min

Blair stops to think about what "agency" actually means, and if it's the right term to describe firms in the creative services space.

10 Helmi 202125min