The Death Throes of the Pitch
Blair weighs in on this year's Forrester report, which shows the ridiculous amount of money agencies have been wasting on pitches. LINKS "Are These the Last Days of the Pitch?" by Blair Enns for Win...
8 Nov 202328min
How Much Should You Spend on Your Own Marketing?
David addresses another frequently asked question, looking at what creative firms should budget in terms of both money and time for their website, SaaS/automation, PR, content creation, and social med...
25 Okt 202329min
The Conflicting Ethics of Selling and Negotiating
Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don't adapt our bargaining approach to match our opponents...
11 Okt 202322min
Doing Employee Orientation Right
In an era of rapid turnover and remote working arrangements, developing a structured onboarding process for new staff is more important than ever. David has a checklist to help agencies get their new ...
27 Sep 202323min
The War on Payment Terms
Blair sees non-standard payment terms as a two-sided issue, where agencies should be creatively leveraging terms more to their own benefit as opposed to just defending themselves against procurement d...
13 Sep 202332min
What Your Team Wants From You
While analyzing data from his Total Business Reset surveys, David has noticed five significant trends which principals should be aware of to run their firms more effectively, as well as one thing your...
30 Aug 202331min
How to Ask for Referrals
As a follow-up to the discussion in the previous episode, Blair has some criteria for firms that would beneift from prioritizing and codifying an effective referral strategy as a way to gain new busin...
16 Aug 202327min
How to Make Referrals
In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before t...
2 Aug 202326min
