Always Be Anchoring
Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is...
21 Maj 202530min
What to Ask, Sign, and Share With a Potential Buyer
Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short list of material...
7 Maj 202523min
The Power of a Metaphor
The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise. LINKS ...
23 Apr 202526min
Should You Entertain That Acquisition Offer?
Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals shou...
9 Apr 202524min
When Your Clients Talk to Each Other
Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links "How to Ask for Referrals" 2Bobs episo...
26 Mars 202523min
Facing an Existential Crisis?
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. ...
12 Mars 202528min
Who Should Set Prices?
As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about...
26 Feb 202541min
10 Reasons a Buyer Might Want Your Firm
David thinks principals should build their firms as if they were going to sell it while Blair's advice is to run it as if you'll never sell it. Being aware of options as your firm matures can give you...
12 Feb 202532min
