Creating a Premium Pricing Culture

Blair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where principals can be looking to upgrade their agency’s culture through the next new client.   Links Tim Williams, The Unscalable Business Model Jim de Zoete, Don't Pitch Your Mental Health Maintaining the Expert Position...After the Sale The Agency Gatekeeper Slapping Down Your Childlike Glee Everything Can Change in One Conversation The Enemy Within Mastering the Value Conversation Selling in One Lesson The Power of Options

21 Des 202234min

Have your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms he's worked with, and then lists what he looks for in great team leaders. Read the episode notes and transcript at http://2bobs.com/podcast/who-should-be-promoted

7 Des 202226min

Without turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client engagements long term.   Read the epiosde notes and transcript at http://2bobs.com/podcast/maintaining-the-expert-position-after-the-sale

23 Nov 202232min

David has 16 things for principals to try when they feel the need to do something different from running their firm.   Links Play the Game of Constraints Read the epsisode notes and transcript at http://2bobs.com/podcast/when-your-engagement-level-drops

9 Nov 202233min

Blair talks about his new podcast with Leah Power, 20% - The Marketing Procurement Podcast, in which they are speaking with marketing, procurement, and agency professionals about how to "procure" creativity without killing it. Read the episode notes and transcript at http://2bobs.com/podcast/the-marketing-procurement-problem

26 Okt 202232min

Blair recommends five things firms need to be effective at qualifying new business opportunities in order to prevent the over-allocation of resources against early-stage buyers.   Links Slapping Down Your Childlike Glee Mastering the Value Conversation Models Everywhere Critical Questions Your New Business Person Should Be Able to Answer How and When to Talk About Your Firm   Read the episode notes and transcript at http://2bobs.com/podcast/the-agency-gatekeeper

12 Okt 202231min

David thinks creative firms can learn something from sex workers about how to run their business. Read the transcript and episode notes at http://2bobs.com/podcast/prostitutes-and-scope-creep

28 Sep 202230min

David is not an economist so he doesn’t have any idea if an economic downturn is imminent, but the signs aren’t great. If you decide that a downturn is around the corner, what would you do right now? Read the transcript and episode notes at http://2bobs.com/podcast/how-would-you-prepare-for-a-downturn

14 Sep 202228min