Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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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.
Slapping Down Your Childlike Glee
Blair offers some ways to help prevent over-excited new business people and principals from giving away the shop and appearing unprofessional.
Myth of "I Just Need More Opportunities to Get in Front of Prospects"
David draws a picture for Blair about the implications of this statement he hears almost all of his clients and prospects say about being able to close new business.
Big Clients Vs Small Clients
Blair shares the tradeoffs creative firms have to deal with when pursuing firms of a particular size, and David gets Blair riled up again about procurement.
The Great Migration
As agencies are trading their big city offices for working at home during the pandemic, Blair wants to know if David thinks he should get into real estate.
Foibles of an Executive Leadership Team
David thinks firms have too many meetings and offers some solutions, and Blair pushes back.
Transcending Timesheets
David torches Blair's highfalutin notions of timekeeping and offers four instances when timekeeping can actually be used without polluting your pricing.
How Our Deepest Fears Shape Our Approach to Business
David articulates five fears that tend to shape management style and impact decisions principals make for their firms.