Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Six Hidden Benefits of Client Concentration
Every firm will face the possibility of a client concentration challenge, and every client should probably say “yes” to that opportunity in spite of the warnings going off in their heads.
Everything Can Change in One Conversation
Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.
Languishing
The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Blair has David expand on his recent article titled "You’re A Dictatorship That Gathers Individual Democracies—Good For You."
Sales Clichés and the Damage Done
Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript
Ten Set Pieces
Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some “set piece” phrases that are handy to have at the ready.
Collecting From Deadbeat Clients
If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy’s front lines.
Firing a Client
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
Attribution Errors
Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.
How to Write That Book
You don’t need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.
Should You Write That Book?
If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.
Are You Ready for a Minority Partner?
David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.
Approaching Normal
In this follow-up to their July 2020 discussion, “Four Regrets You’re About to Have,” David interrogates Blair on the extent to which he is a valuable and accurate predictor of what is happening in the marketplace.
Talking About Mental Health
Blair interviews David on his recent article in which he was very open and honest about his struggles with depression and anxiety. LINKS "I Struggle With Mental Health. Maybe You Do Too." mentally-healthy.org Mentally Healthy 2020 Results
Orbiting the Giant Hairball
For the last time—ever—David and Blair discuss client-side marketing departments, their struggle to be entrepreneurial and what we can learn from them.