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 Jul 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 Jul 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 Jun 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 Jun 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 Mai 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 Mai 201834min
What Good Clients Are Really Looking For
Listeners on Twitter wanted to know what clients actually want from creative firms, so David makes a list based on his experience of what good clients want, while Blair's reaction is "who cares what c...
18 Apr 201834min
Mastering the Value Conversation
David gets Blair to expound on his statement that "the value conversation is where value pricing theory goes to die," and how crucial that conversation is within the sales framework he lays out in his...
4 Apr 201835min
