To Standardize or Customize
Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique need...
29 Jan 202535min
Don't Bother Eating Your Veggies
In Blair's experience, the most common reason a lead generation plan doesn't get executed is it doesn't recognize and leverage the strengths or motivations of the individuals executing. LINKS "The B...
15 Jan 202524min
Adapting Hiring Strategies Over Time
David describes the differences in what kind of people principals should hire during the early stage of their creative firm's development when it's all about "what we can afford," the middle stage whe...
1 Jan 202526min
The Barbell of Pricing Risk
Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.
18 Dec 202426min
Selling Your Professional Services Firm
Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer. LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.
4 Dec 202441min
Questions, Not Answers
Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offerin...
20 Nov 202424min
Assume an Advantaged Player
Blair shares how to determine whether or not we are the advantaged player the "polite battle for control" within the game of sales, and how we can get the odds of winning the sale to be more in our fa...
6 Nov 202422min
The Four Conversations: A New Model for Selling Expertise
David interviews Blair about his new book, which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversation...
23 Okt 202430min
