How to Get $500M to Build a Website
Blair tells the story of recreation.gov and how its performance pay deal has been nothing but wins for every party involved, with plenty of lessons for buyers and sellers of all kinds of services. LINKS "Performance Pay Leads to a $500M Website" by Blair Enns for winwithoutpitching.com Recreation.gov
10 Sep 30min
When a Key Employee Wants Equity
David provides a framework for one of the most important conversations in a creative agency principal’s life. LINKS "When A Key Employee Wants Equity" by David C. Baker for punctuation.com "Pros + Cons of Having a Partner" by David C. Baker for punctuation.com
27 Aug 21min
SpamHack Your Way to Growth!
Instead of railing against AI-generated spam, Blair decides to "get in on the action" with his brand new SpamHack AI Growth System™️ in this spoof episode.
13 Aug 19min
What I Learned From Teaching Motorcycle Racing
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies. LINKS “What I Learned from the Race Track” by David C. Baker for punctuation.com
30 Juli 25min
A DIY New Business System
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization’s long-term sales system. LINKS "Critical Questions Your New Business Person Should Be Able to Answer" 2Bobs episode "How to Ask for Referrals" 2Bobs episode "CRM and the Mistakes to Avoid" 2Bobs episode "Who Should Set Prices?" 2Bobs episode "Mastering the Value Conversation" 2Bobs episode
16 Juli 33min
Dealing With Today's Employee
David finds the courage to address a topic he’s been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ongoing process of resolving tensions within their teams. LINKS "Adapting to a Modern Workforce" by David C. Baker for punctuation.com
2 Juli 24min
There Is No Credential Meeting
Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the “Probative Conversation” from his Four Conversations sales model. LINKS "There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com "The Four Conversations: A New Model for Selling Expertise" 2Bobs episode The Four Conversations: A New Model for Selling Expertise book by Blair Enns
18 Juni 30min
The Waterfall of Differentiation
When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or qualifying characteristics).
4 Juni 27min
