Starting...Existing...Thriving
Blair 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 Pitch...
15 Elo 201834min
Replacing Presentations With Conversations
David 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....
1 Elo 201828min
Reviewing 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!"
18 Heinä 201826min
Hacking 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 inte...
4 Heinä 201840min
Collaborating with Competitors
David 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 relationshi...
20 Kesä 201827min
Four Segments of New Business
Blair 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 C...
6 Kesä 201827min
Using Assessment Instruments in Your Firm
David 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 →
16 Touko 201833min
Thoughts on Partnership
Blair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.
2 Touko 201834min
