Inbound, Outbound, and In Between
Blair has been getting too much spam lately and sees an opportunity with warm leads that lies between inbound and outbound marketing which is not being mined well among the creative firms. Links “Inbound, Outbound & In Between” article on WinWithoutPitching.com
29 Mars 202324min
The Perils of "Good/Better/Best" Pricing
Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered. Read the episode notes and transcript at http://2bobs.com/podcast/the-perils-of-good-better-best-pricing
15 Mars 202327min
Reverse Trojan Horse Syndrome
Blair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how much more your firm can provide.
1 Mars 202331min
Is Your Firm Addicted to New Business?
Blair sees some creative firms as “black holes” where accounts go in and seemingly never come out, and others as “new business development machines,” consistently generating half of their revenue from new clients every year. Links “Is Your Firm Addicted to New Business?” “Churn, Baby, Churn”
15 Feb 202329min
Secret Tradecraft of Elite Advisors
David has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he’s nervous about how it will be received. Links Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth Read the transcrtipt and episode notes at http://2bobs.com/podcast/secret-tradecraft-of-elite-advisors
1 Feb 202330min
Innoficiency in Your Agency
Blair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into this idea with David. Links “The Innoficiency Problem” “The Marketing Procurement Problem” The Google Cemetery “The Enemy Within” “The Complex Battle for Margin” “Five Levels of Pricing Success”
18 Jan 202338min
Churn, Baby, Churn
David gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back. LINKS "Reboot Your Culture Through New Business" "Your Firm Should Be A Team—Not A Family" "The Problem of Standards" by David Maister Read the transcript and episode notes at http://2bobs.com/podcast/churn-baby-churn
4 Jan 202330min
Reboot Your Culture Through New Business
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 Dec 202234min
