Why We Suck at Negotiating
Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.
26 Apr 202332min
Developing a Client Conflict Strategy
David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.
12 Apr 202317min
Inbound, Outbound, and In Between
Blair has been getting too much spam lately and sees an opportunity with warm leads that lies between inbound and outbound marketing which is not being mined well among the creative firms. Links "In...
29 Mars 202324min
The Perils of "Good/Better/Best" Pricing
Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered. Read the episode ...
15 Mars 202327min
Reverse Trojan Horse Syndrome
Blair is confused by David's mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying...
1 Mars 202331min
Is Your Firm Addicted to New Business?
Blair sees some creative firms as "black holes" where accounts go in and seemingly never come out, and others as "new business development machines," consistently generating half of their revenue from...
15 Feb 202329min
Secret Tradecraft of Elite Advisors
David has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he's nervous abo...
1 Feb 202330min
Innoficiency in Your Agency
Blair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into thi...
18 Jan 202338min
