Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Qualities of the World’s Best Project Managers
David feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he’s gathered a list of traits from the best project managers he’s met in the hundreds of agencies he’s worked with over the years. Links “Understanding Account People”
CRM and the Mistakes to Avoid
A lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why Excel isn’t a good tool for managing sales leads.
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.
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.
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 “Inbound, Outbound & In Between” article on WinWithoutPitching.com
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 notes and transcript at http://2bobs.com/podcast/the-perils-of-good-better-best-pricing
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 to demonstrate how much more your firm can provide.
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 new clients every year. Links “Is Your Firm Addicted to New Business?” “Churn, Baby, Churn”
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 about how it will be received. Links Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth Read the transcrtipt and episode notes at http://2bobs.com/podcast/secret-tradecraft-of-elite-advisors
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 this idea with David. Links “The Innoficiency Problem” “The Marketing Procurement Problem” The Google Cemetery “The Enemy Within” “The Complex Battle for Margin” “Five Levels of Pricing Success”
Churn, Baby, Churn
David gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back. LINKS "Reboot Your Culture Through New Business" "Your Firm Should Be A Team—Not A Family" "The Problem of Standards" by David Maister Read the transcript and episode notes at http://2bobs.com/podcast/churn-baby-churn
Reboot Your Culture Through New Business
Blair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where principals can be looking to upgrade their agency’s culture through the next new client. Links Tim Williams, The Unscalable Business Model Jim de Zoete, Don't Pitch Your Mental Health Maintaining the Expert Position...After the Sale The Agency Gatekeeper Slapping Down Your Childlike Glee Everything Can Change in One Conversation The Enemy Within Mastering the Value Conversation Selling in One Lesson The Power of Options
Who Should Be Promoted?
Have your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms he's worked with, and then lists what he looks for in great team leaders. Read the episode notes and transcript at http://2bobs.com/podcast/who-should-be-promoted
Maintaining the Expert Position...After the Sale
Without turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client engagements long term. Read the epiosde notes and transcript at http://2bobs.com/podcast/maintaining-the-expert-position-after-the-sale
When Your Engagement Level Drops
David has 16 things for principals to try when they feel the need to do something different from running their firm. Links Play the Game of Constraints Read the epsisode notes and transcript at http://2bobs.com/podcast/when-your-engagement-level-drops