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
Do You Even Need New Business People?
Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.
19 Juli 202323min
Predictive Traits of Successful Owners
David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
5 Juli 202324min
