Do You Even Need New Business People?
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 Juli 202323min
Predictive Traits of Successful Owners
David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
5 Juli 202324min
Six Barriers to New Business Success
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 Juni 202328min
Ten Questions I Want to Ask You
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 Juni 202332min
Qualities of the World’s Best Project Managers
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 Maj 202329min
CRM and the Mistakes to Avoid
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 Maj 202327min
Why We Suck at Negotiating
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
Developing a Client Conflict Strategy
David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.
12 Apr 202317min
