The Power of Options
David asks Blair to clarify his advice on offering proposal options and anchoring. Is it about more than just scope and price? LINKS Implementing Value Pricing: A Radical Business Model for Professi...
11 Mars 202035min
How Digital Firms Are Different
Blair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital's Owner Summit. Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live r...
26 Feb 202035min
The Impact of Agile in the Real World
David does all the heavy lifting for Blair in his recent article so they can finally discuss the overlap between Agile as a management method and pricing policy. LINKS "Pros and Cons of Agile…in the...
12 Feb 202036min
Phase Your Client Engagements
Blair wants firms to get paid to write their proposals, which is the first of his four phases of client engagement. LINKS "Different Pricing Models" - 2Bobs episode 61 "A Beginner's Guide to Negoti...
29 Jan 202038min
Understanding Account People
David keeps encountering clients who don't appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes. 2Bob...
15 Jan 202031min
What Leverage Do You Have With Client Contracts and MSAs?
Blair and David share their frustrations around some contracts that they have been asked to sign, making it clear why they are not attorneys. This episode does not contain legal advice. Get a lawyer...
1 Jan 202032min
When You Put Someone Else In Charge of Your Firm
David keeps seeing principals who get someone else to run their firm, which is not a good idea. Then he gets Blair's thoughts on why he thinks it happens. Links David C. Baker Seminar Win Without Pi...
18 Dec 201930min
Productized Vs Customized Services and Monthly Recurring Revenue
David and Blair lay out some of the reasons why they think, in most cases, agencies pursuing recurring revenue models are making a mistake. Links "Why Monthly Recurring Revenue (MRR) Arrangements Ma...
4 Dec 201935min
