Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Five Levels of Pricing Success
Blair combines a few of the deeper topics he and David have already covered to provide a larger view of the overall pricing journey he recommends creative firms take.
Your Four Advantages Over an In-House Department
In-house creative departments aren't going anywhere, so David wants agencies to be mindful of the unique value they bring to the projects for which their clients still need them.
A Ten Year Retrospective on the Manifesto
David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto.
What an Acquirer Will - and Will Not - Care About
Most of us haven’t sold one firm that we’ve owned, and those principals who have formerly sold their firm aren’t always...ahem...telling the truth.
You Contain Multitudes
In a nod to the Walt Whitman line, Blair believes successful sales people - as well as agency principals - often need to present themselves as different personalities in different situations. And David believes sales trainers are actually therapists.
The Challenges of Growing Too Quickly
As we’ve seen independent creative marketing and digital firms experience rapid growth over this past year, David offers five factors that principals should consider in order to avoid growing for the wrong reasons and/or mismanaging that growth.
The Tao of No
Having a problem with either hearing or saying “no” can lead to problems for your business. Blair has 12 statements about the word “no” that can help.
What a Normal Person Thinks of Your Creative Firm
When people from other industries learn about what goes on inside your firm, are they awe-struck in a good or bad way? Blair and David come up with a list of things that are unique to the creative firm biz and how they’ve seen outsiders react to them.
Communication Components in Your Sales Toolbox
Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.
Performance Bands
David and Blair discuss what the four performance bands are, eleven critical factors that keep firms stuck at the lower performance bands, and what firms can do to move into a higher band.
Creative Bullshit Bingo
David is in a cynical mood and takes turns with Blair sharing clichés they hear their clients use to describe their business.
Is "Agency" Still the Right Word?
Blair stops to think about what "agency" actually means, and if it's the right term to describe firms in the creative services space.
Let's Talk About Money
David lists eight truths about money that he's identified in his efforts to help entrepreneurs make better business decisions.
The Enemy Within
Blair addresses the internal struggle for margin that happens in many firms between delivery teams and business development teams due to their lack of distinction between cost and price.
Holding Opposite Perspectives in a Healthy Tension
David wants entrepreneurs to live with tension in various aspects of their business, using it to their advantage in making important decisions instead of just worrying about resolving the tension itself.