Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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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.
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.