What I Learned From Teaching Motorcycle Racing
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies. LINKS "What I Learned from the Race Track" by David C...
30 Jul 202525min
A DIY New Business System
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization's long-term sales system. LIN...
16 Jul 202533min
Dealing With Today's Employee
David finds the courage to address a topic he's been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ...
2 Jul 202524min
There Is No Credential Meeting
Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the "Probative...
18 Jun 202530min
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 Jun 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 Mai 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 Mai 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 Apr 202526min
