Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Objections to Specialization
In part two of their specialization conversation, David and Blair address six arguments they have heard from certain clients who toyed with the idea of broader positioning for their firms.
Do Generalists Really Triumph Over Specialists?
David and Blair have experienced a backlash against experts, expertise, and specialization thanks to David Epstein's book, and they disagree on whether or not it's worth reading.
The Rungs You Can Reach on the Ladder of Lead Generation
Blair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.
The Journey From Generalist to Specialist
David and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.
How and When to Talk About Your Firm
Blair wonders if he's made an error in his efforts to prevent agencies from going into presentation mode during the sales process.
Four Regrets You're About to Have
Blair predicts when we are through the COVID-19 pandemic and business is approaching normal (whatever that means), agency principals will look back with some regrets about the things they did not do, rather than the things they did. LINKS "Four Regrets You’re About to Have" by Blair Enns "Play the Game of Constraints" by Blair Enns
When to Shut Up and Listen and When to Speak Up
Blair and David, as two white business leaders, try talking about the traumatic and emotional yet very necessary changes happening now to end systemic racism. As they listen and allow space for the voices of diversity that need to be heard, they also struggle with when to speak up as examples, owning up to their mistakes which will hopefully help lead the way for real change. LINKS “How I’m Trying to Process Things Right Now” by David C. Baker “Speech and Systems” - episode 186 of Exponent podcast A Statement from the Founders of Monday Night Brewing
Critical Questions Your New Business Person Should Be Able to Answer
David is frequently surprised by how many new business people have trouble answering five particular important questions about their jobs and their firms.
The Hate Sandwich You're About to Eat
Blair gets David to share a part of his upcoming book about how all client relationships have a cycle of love-hate-love that we have to be prepared for and push through.
Will You Be My Friend
David expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people and clients, and principals and employees.
Changes in the Agency Client Landscape
David and Blair try to predict the future about what principals of creative firms can expect in their relationships with clients as the COVID-19 pandemic continues to impact business.
Business As Unusual - Managing in a Pandemic
Blair and David address five common questions they have heard from creative entrepreneurs as they both have been helping firms navigate the economic changes being caused by the COVID-19 pandemic.
When Rightsizing Makes Sense...And How to Do It
Given where the economy is currently heading, David offers a framework that can help principals of creative firms make those tough staffing decisions in a timely and considerate manner.
The Power of Options
David asks Blair to clarify his advice on offering proposal options and anchoring. Is it about more than just scope and price? LINKS Implementing Value Pricing: A Radical Business Model for Professional Firms by Ronald Baker The Strategy and Tactics of Pricing: A Guide to Growing More Profitably by Thomas T. Nagle and Georg Müller Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table by Reed Holden and Mark Burton Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed Holden “6 Psychological Tactics Behind the Starbucks Menu” by Kent Hendricks The Soul of Enterprise podcast, episode 233: “Pricing at Starbucks and Six Tactics You Should Know About”
How Digital Firms Are Different
Blair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital’s Owner Summit. Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live recording at the Owner Summit on February 7, 2020 in New Orleans. And thank you to the amazing staff at the Orpheum Theater for helping us with the production and staging!