Valuing and Selling Your Firm
Blair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.
13 Dec 201734min
The Complexities of Commission Culture
David picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between full commission and salary with no incentives.
29 Nov 201735min
The Role of Profit in a Creative Enterprise
Blair has some questions this week and David has answers. The topic is profit - what it is and the targets firms should be setting.
15 Nov 201727min
Mea Culpa
David offers to help Blair remember all the times he's been wrong over the past couple decades. Then Blair says he'll be happy to reveal all of the places he's wrong now but doesn't even know it yet.
1 Nov 201731min
The Science Behind Structuring Roles
David reveals some of the science behind the extensive research he has done over the past couple decades to develop a key part of his Total Business Review. Blair asks him to explain the three roles principals cannot let go of, along with the three roles they should give up first if they want their firms to really thrive.
18 Okt 201733min
The Business of Expertise - Part 2
Blair revisits David's new book, interviewing him on the two chapters that cover the important topic of positioning: "Distinguishing Between Vertical and Horizontal Expertise," and "Principles for the Less Exchangeable Positioning of Expertise."
4 Okt 201734min
Seven Words You Can't Say in Business Development
David and Blair discuss a list of words Blair came up with that you should avoid to keep you out of trouble and in control of the buy-sell relationship.
20 Sep 201732min
Paid Time Off or Earned Time On
Blair needs a vacation. And David is blown away by how little time principals take off.
6 Sep 201726min
