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
Should You Entertain That Acquisition Offer?
Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals shou...
9 Apr 202524min
When Your Clients Talk to Each Other
Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links "How to Ask for Referrals" 2Bobs episo...
26 Mar 202523min
Facing an Existential Crisis?
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. ...
12 Mar 202528min
