The Time Value of Knowledge
David interviews Blair about his recent article in which he takes a lesson from investing with compound interest to understand the increasing returns we can receive from our relentless pursuit of knowledge over time. Links "The Time Value of Knowledge" article on WinWithoutPitching.com
17 Jan 202429min
Revisiting Remote Work
David looks at the current data and weighs all the pros and cons of continuing to have staff who work from home in our post-pandemic economy, which makes Blair wonder if he would even survive if he was starting out in his profession today. Links "The Pros/Cons of Remote Work"
3 Jan 202427min
Ditch the (Sales) Script
Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement. Links "Ten Set Pieces" "Mastering the Value Conversation"
20 Dec 202324min
Constrained by Artificial Boundaries
Blair's latest obsession is bounded rationality, in which he sees too many creative firms failing to make "rational" decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle. Links "The Great Convergence is Upon Us" by Blair Enns for Win Without Pitching Award-winning "Unapologetically Human" ad campaign by Kruger and BHLA Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong
6 Dec 202324min
A Theory of Leisure
David shares his thoughts on some bad advice he hears involving the focus on pursuing personal passions in business.
22 Nov 202326min
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 Without Pitching "A New Forrester Report Urges Brands and Agencies to 'Ditch the Pitch'" by Olivia Morley for AdWeek published on 4 A's
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 media.
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 in the game of negotiation. Links "The Conflicting Ethics of Selling & Negotiating" article by Blair Enns on WinWithoutPitching.com
11 Okt 202322min
