Creating a Premium Pricing Culture

In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before talking about how to get more referrals.

2 Aug 202326min

Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.

19 Jul 202323min

David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

5 Jul 202324min

Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes.   Links Mastering the Value Conversation The Complexities of Commission Culture Innoficiency in Your Agency The Enemy Within The Complex Battle for Margin Debriefing After a New Business Call Is Your Firm Addicted to New Business? Who’s Going to Own This?

21 Jun 202328min

This is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm.   LINKS "The Four Types of Employees at Your Firm"

7 Jun 202332min

David feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he’s gathered a list of traits from the best project managers he’s met in the hundreds of agencies he’s worked with over the years. Links “Understanding Account People”

24 Mai 202329min

A lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why Excel isn’t a good tool for managing sales leads.

10 Mai 202327min

Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.

26 Apr 202332min