The Waterfall of Differentiation
When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or ...
4 Kesä 202527min
Always Be Anchoring
Blair 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...
21 Touko 202530min
What to Ask, Sign, and Share With a Potential Buyer
Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short list of material...
7 Touko 202523min
The Power of a Metaphor
The 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 ...
23 Huhti 202526min
Should 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 shou...
9 Huhti 202524min
Facing an Existential Crisis?
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. ...
12 Maalis 202528min
Who 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...
26 Helmi 202541min
