A Ten Year Retrospective on the Manifesto
David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto.
16 Kesä 202127min
What an Acquirer Will - and Will Not - Care About
Most of us haven't sold one firm that we've owned, and those principals who have formerly sold their firm aren't always...ahem...telling the truth.
2 Kesä 202128min
You Contain Multitudes
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 Davi...
19 Touko 202128min
The Challenges of Growing Too Quickly
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 ...
5 Touko 202128min
The Tao of No
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
What a Normal Person Thinks of Your Creative Firm
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 fir...
7 Huhti 202129min
Communication Components in Your Sales Toolbox
Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.
24 Maalis 202134min
Performance Bands
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
