Three Patterns of Lost Opportunities
Blair identifies three recurring categories of lost sales in creative firms and offers solutions to each. Fixing two of these patterns can reap the dividends immediately, and adjusting your sales appr...
22 Apr 29min
Why Clients Come, Stay, and Leave
David sees a lot of creative agencies making bad assumptions about their client relationships by not making the distinction between the reasons why clients come to them in the first place, why they ch...
8 Apr 19min
Is AI Going to Kill Labor-based Pricing?
Blair is stunned that he still encounters so many advisory businesses like ad agencies, consulting firms, legal and accounting practices — large and small — that are still selling time. So he and Davi...
25 Mars 27min
If I Were Starting a New Firm
Blair interviews David about a recent article he's been receiving a lot of feedback on, in which he lists all of the things he would try to incorporate into a brand new creative agency, based on what ...
11 Mars 34min
Decoy or Anchor?
Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option ...
25 Feb 21min
We Are All Closet Socialists
Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a "central planning" model. Instead, David encourages entrepreneurial leaders...
11 Feb 20min
Shower Your Way to Sales Success
David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold with...
28 Jan 20min
Why Entrepreneurs Are Unemployable
Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone els...
14 Jan 23min
