The Four Priorities of Winning New Business
What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progress like we'd hoped. Links "The Only New Business Indicator That Matters" 2Bobs episode "Assume an Advantaged Player" 2Bobs episode "Slapping Down Your Childlike Glee" 2Bobs episode
5 Nov 27min
Understanding Earnouts
If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts. LINKS "Understanding Earnouts" by David C. Baker for punctuation.com
22 Okt 25min
Grow or Die?
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting genuine progress for various reasons. LINKS "Chief Growth Officer" by Blair Enns for winwithoutpitching.com
8 Okt 32min
You're Cheating Clients Unless You're Repetitive
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?" LINKS "Repeating Yourself as an Expert" by David C. Baker for punctuation.com "Questions, Not Answers" 2Bobs episode
24 Sep 21min
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
