Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
Similar Podcasts
Libros para Emprendedores
En cada episodio se resume un libro de utilidad para emprendedores o para aquellos que quieran serlo algún día. Libros de negocios, marketing, ventas, inspiración, motivación, educación, gestión de personal, hablar en público, gestión económica, relaciones y networking. Un podcast de Luis Ramos, emprendedor, empresario y experto en Marca Personal.Con más de 40 millones de descargas, Libros para Emprendedores es el podcast de Negocios más escuchado del mundo. See acast.com/privacy for privacy and opt-out information.
La Mente Creativa
Te enseño lo que voy aprendiendo al crear empresas y proyectos. Los fracasos y los éxitos, la historia REAL detrás de mis startups. Hablemos de creatividad, emprendimiento, tecnología, y conozcamos historias de vida de otros creadores. En vivo cada domingo a las 9 p.m., hora de Cuba, vía t.me/lugodev.
Going Deep with Aaron Watson
The Going Deep with Aaron Watson podcast is a forum for having meaningful, deep conversations about the passions, fears and problems of people from all walks of life. Guests talk about entrepreneurship, sports, finance, comedy and lifestyle design.
The Impact of Agile in the Real World
David does all the heavy lifting for Blair in his recent article so they can finally discuss the overlap between Agile as a management method and pricing policy. LINKS “Pros and Cons of Agile…in the Real World” by David C. Baker 2Bobs episode 78: “Phase Your Client Engagements” Manifesto for Agile Software Development “Agile is Dead (Long Live Agility)” by Dave Thomas
Phase Your Client Engagements
Blair wants firms to get paid to write their proposals, which is the first of his four phases of client engagement. LINKS “Different Pricing Models” - 2Bobs episode 61 “A Beginner’s Guide to Negotiating” - 2Bobs episode 53 “Alternative Forms of Reassurance” - 2Bobs episode 46 Transcript
Understanding Account People
David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes. 2Bobs episode 44: “The Best Ways to Disrespect Account People” WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES: Pull necessary data from the client, even when it’s tough to get their cooperation. Sell recommendations back to them that are in their best interest. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.) Protect margins. Grow the account. Send the client to hell...and help them enjoy the trip (e.g., change orders). Read social signals and intervene before catastrophe strikes. Manage an account review, disputes, mistakes, etc. Follow client contacts to their next job. Keep ear to the ground as agency innovates client offerings. PERSONALITY: Goal is authority and prestige. Judges others by their ability to verbalize and be flexible. Overuses enthusiasm, selling ability, and optimism. Fears boxed in environment without room to grow.
What Leverage Do You Have With Client Contracts and MSAs?
Blair and David share their frustrations around some contracts that they have been asked to sign, making it clear why they are not attorneys. This episode does not contain legal advice. Get a lawyer for that: Sharon Toerek Candice Kersh Jeffrey Dermer Michael Lasky
When You Put Someone Else In Charge of Your Firm
David keeps seeing principals who get someone else to run their firm, which is not a good idea. Then he gets Blair's thoughts on why he thinks it happens. Links David C. Baker Seminar Win Without Pitching Workshops with Blair Enns Built to Sell: Creating a Business That Can Thrive Without You by John Warrillow Entrepreneurial Operating System Traction Library The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success by William Thorndike
Productized Vs Customized Services and Monthly Recurring Revenue
David and Blair lay out some of the reasons why they think, in most cases, agencies pursuing recurring revenue models are making a mistake. Links “Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal” by David C. Baker The End of Average: How We Succeed in a World That Values Sameness by Todd Rose Pricing Creativity: A Guide to Profit Beyond the Billable Hour by Blair Enns The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing by Marie Kondō “Unbundling the Corporation” by John Hagel III and Marc Singer for Harvard Business Review
Which RFPs Should You Respond To?
David brings up one of Blair's favorite topics: how they keep themselves and their clients from being trapped by requests for proposal. LINKS 2Bobs episode 70, “The Only New Business Indicator That Matters”
A Podcast After-Action Review
Blair and David share what they have learned as they have recorded 2Bobs podcast episodes for almost 4 years - what has worked well, what has been challenging, and what they would recommend to those agency principals who might be considering their own podcast. LINKS The Soul of Enterprise Episode 15: “The Best Learning Method Ever Devised: After Action Reviews” with Ron Baker and Ed Kless Build a Better Agency with Drew McClellan EconTalk with Russell Roberts Marcus dePaula, podcast producer and consultant BLAIR'S PODCASTING SETUP Telefunken M82 dynamic XLR microphone Audient iD4 audio interface Rolls MS111 Mic Mute Senal SMH-1000 Professional Field and Studio Monitor Headphones Apple QuickTime Player app for AIFF audio recording using the Maximum quality setting Skype for the conversation (audio only) DAVID'S PODCASTING SETUP Sennheiser HMDC 27 Professional Broadcast Headset with custom extension cable (so David can roam as he records) Audient iD4 audio interface Rolls MS111 Mic Mute Rogue Amoeba Audio Hijack for WAV audio recording of both David's mic and the Skype call (as a backup) Skype for the conversation (audio only) MARCUS' EQUIPMENT RECOMMENDATIONS MARCUS' REMOTE RECORDING INSTRUCTIONS USING CLEANFEED.NET
Common Traits of Success
Blair and David consider the hundreds of firms they have each worked with over the years to identify the characteristics of highest performing firms and what they have seen agency principals do to succeed.
The Only New Business Indicator That Matters
Blair shares some new data (at the time he and David recorded this discussion in January of 2016) that points to the one variable that can predict the likelihood of a prospect hiring your firm.
Taking the Team Seriously
David wants to know if Blair thinks it's harder for creative firms to find great prospective clients, or great employees, as they unpack how to attract the right candidates using a “lead generation” plan. Ideas for “Lead Generation” of candidates: Social media presence Guest teach a single class at a known school that typically turns out a best student every semester Offer your facility as a meeting place for trade/association meetings Put a rotating art gallery with an open house when the display rotates Quarterly webinar for prospective employees on topics they would be fascinated with, including guests (or even a podcast) Skill-building workshops open to the community, bringing in expert teachers Build a model that depends on a steady rotation of contractors to test them out Keep a great relationship w/ employees who leave you—they are frequently your best people when they return after an interim education somewhere else
Top Ten New Business Development Myths
Blair is in the spotlight discussing some bad practices driven by assumptions he's seen his clients make over the past couple decades, a few of which are new to David. 10. Branding and Full Service Advertising are Specializations 9. The More You Have to Sell the More Likely a Sale 8. An Increase in Meetings Leads to an Increase in Sales 7. The Written Proposal is a Necessary Step in the Sales Process 6. Build Personal Relationships to Build Sales 5. Presentation Skills Training Leads to Improved Business Development Success 4. Chemistry Wins New Business 3. Selling is Persuading 2. It’s Everyone’s Job to Sell 1. You Have to Pitch (for Free) to Win a Creative Assignment LINKS Original article by Blair Enns, “Top Ten New Business Development Myths” The Challenger Sale by Neil Rackham Contagious Culture: Show Up, Set the Tone, and Intentionally Create an Organization that Thrives by Anese Cavanaugh
Six Staffing Blunders
Blair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.
Making Adversarial Assumptions in the Sales Process
Blair has another podcast therapy session about “good clients vs. bad clients,” as David tries to help him see procurement people as actual human beings who sometimes are just overwhelmed.
Building Your Personal Brand
Blair has an aversion to the topic of personal branding, so David offers examples of why, when, and how the personal brands he’s seen principals develop can be either helpful or harmful for their firms. LINKS “Launch Your Career as a Podcast Guest” by David C. Baker Episode 1 of Dexter Guff is Smarter Than You: “You Don’t Exist Without a Personal Brand” The Visible Expert® by Hinge Marketing “Personal Branding for Creative Professionals” course by Dorie Clark