Mastering the Value Conversation
David gets Blair to expound on his statement that “the value conversation is where value pricing theory goes to die,” and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour."
4 Apr 201835min
Defining Success for Creatives
David and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.
21 Mars 201830min
Words That Make Us Wince
Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.
7 Mars 201833min
Positioning Cheats
David is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they either aren't ready or don't believe in the idea of tight positioning. You’ll feel dirty.
21 Feb 201831min
Words We Try to Define
Expertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.
7 Feb 201838min
The Business of Expertise - Part 3, Live from London
Blair revisits David's new book, "The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" in front of a live audience in London, who get to ask their own questions.
24 Jan 201829min
Pricing Creativity
Blair talks about his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour," and the process it took to write it. David gets him to share three of the main rules laid out in the book that firms should apply in order to see significant increases in profit.
10 Jan 201828min
Planning for the New Year
David and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.
27 Dec 201732min