Different Pricing Models
Blair is struck by how creative businesses have trouble applying their creativity to their revenue models, so he and David discuss some of the best ways firms can get paid. LINKS Subscribed: Why the Subscription Model Will Be Your Company's Future - and What to Do About It by Tien Tzuo The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Kellman Baxter The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow 2Bobs Episode 31: "Mastering the Value Conversation" 2Bobs Episode 25: "Pricing Creativity" Pricing Creativity: A Guide to Profit Beyond the Billable Hour by Blair Enns
5 Kesä 201934min
Greatness Requires Discomfort
David and Blair each share their own perspectives on how chasing comfort has kept them and their clients making the right decisions in both management and sales situations. LINKS 2Bobs Episode 2: Say What You Think The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
22 Touko 201928min
Selling to Clients With In-house Resources
Blair wants creative firms to quit viewing in-house resources as the enemy and demonstrates how the arrangements between the two can be mutually beneficial. LINKS 2Bobs Episode 2: Say What You Think 2Bobs Episode 57: There are NOT Seven Reasons Why Clients Hire You
8 Touko 201929min
Things Principals Should Do More Of
David and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success. Links "The Problem of Standards" by David Maister 2001
24 Huhti 201922min
There Are NOT Seven Reasons Why Clients Hire You
Blair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.
10 Huhti 201930min
Where Do Ideas Come From?
Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services. Read the transcript ➝
27 Maalis 201932min
It's a Small World After All
David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
13 Maalis 201929min
Why Account People Should Close New Business
David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
27 Helmi 201923min
