Things Principals Should Do More Of
David and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success. Links "The Problem of Standards" by David Maister 20...
24 Apr 201922min
There Are NOT Seven Reasons Why Clients Hire You
Blair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.
10 Apr 201930min
Where Do Ideas Come From?
Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services. Read the transcript ➝
27 Mars 201932min
It's a Small World After All
David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
13 Mars 201929min
Why Account People Should Close New Business
David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
27 Feb 201923min
A Beginner's Guide to Negotiating
David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years. LINKS "10 Negotiating Tips" (with 5 bonus tips) "Selling in One Lesson," 2Bobs ep...
13 Feb 201935min
Seven Positioning Mistakes to Avoid
After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make when positioning themselves.
30 Jan 201934min
Debriefing After a New Business Call
David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefing process. LINKS Episode #15 - The Best Learning ...
16 Jan 201930min
