2bobs - With David C. Baker And Blair Enns
- Autor: Vários
- Narrador: Vários
- Editor: Podcast
- Duración: 96:12:06
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Sinopsis
Conversations on the art of creative entrepreneurship
Episodios
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Predictive Traits of Successful Owners
05/07/2023 Duración: 24minDavid has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
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Six Barriers to New Business Success
21/06/2023 Duración: 28minEven after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes. Links Mastering the Value Conversation The Complexities of Commission Culture Innoficiency in Your Agency The Enemy Within The Complex Battle for Margin Debriefing After a New Business Call Is Your Firm Addicted to New Business? Who’s Going to Own This?
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Ten Questions I Want to Ask You
07/06/2023 Duración: 32minThis is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm. LINKS "The Four Types of Employees at Your Firm"
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Qualities of the World’s Best Project Managers
24/05/2023 Duración: 29minDavid feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he’s gathered a list of traits from the best project managers he’s met in the hundreds of agencies he’s worked with over the years. Links “Understanding Account People”
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CRM and the Mistakes to Avoid
10/05/2023 Duración: 27minA lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why Excel isn’t a good tool for managing sales leads.
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Why We Suck at Negotiating
26/04/2023 Duración: 32minBlair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.
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Developing a Client Conflict Strategy
12/04/2023 Duración: 17minDavid addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.
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Inbound, Outbound, and In Between
29/03/2023 Duración: 24minBlair has been getting too much spam lately and sees an opportunity with warm leads that lies between inbound and outbound marketing which is not being mined well among the creative firms. Links “Inbound, Outbound & In Between” article on WinWithoutPitching.com
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The Perils of "Good/Better/Best" Pricing
15/03/2023 Duración: 27minBlair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered. Read the episode notes and transcript at http://2bobs.com/podcast/the-perils-of-good-better-best-pricing
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Reverse Trojan Horse Syndrome
01/03/2023 Duración: 31minBlair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how much more your firm can provide.
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Is Your Firm Addicted to New Business?
15/02/2023 Duración: 29minBlair sees some creative firms as “black holes” where accounts go in and seemingly never come out, and others as “new business development machines,” consistently generating half of their revenue from new clients every year. Links “Is Your Firm Addicted to New Business?” “Churn, Baby, Churn”
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Secret Tradecraft of Elite Advisors
01/02/2023 Duración: 30minDavid has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he’s nervous about how it will be received. Links Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth Read the transcrtipt and episode notes at http://2bobs.com/podcast/secret-tradecraft-of-elite-advisors
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Innoficiency in Your Agency
18/01/2023 Duración: 38minBlair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into this idea with David. Links “The Innoficiency Problem” “The Marketing Procurement Problem” The Google Cemetery “The Enemy Within” “The Complex Battle for Margin” “Five Levels of Pricing Success”
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Churn, Baby, Churn
04/01/2023 Duración: 30minDavid gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back. LINKS "Reboot Your Culture Through New Business" "Your Firm Should Be A Team—Not A Family" "The Problem of Standards" by David Maister Read the transcript and episode notes at http://2bobs.com/podcast/churn-baby-churn
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Reboot Your Culture Through New Business
21/12/2022 Duración: 34minBlair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where principals can be looking to upgrade their agency’s culture through the next new client. Links Tim Williams, The Unscalable Business Model Jim de Zoete, Don't Pitch Your Mental Health Maintaining the Expert Position...After the Sale The Agency Gatekeeper Slapping Down Your Childlike Glee Everything Can Change in One Conversation The Enemy Within Mastering the Value Conversation Selling in One Lesson The Power of Options
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Who Should Be Promoted?
07/12/2022 Duración: 26minHave your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms he's worked with, and then lists what he looks for in great team leaders. Read the episode notes and transcript at http://2bobs.com/podcast/who-should-be-promoted
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Maintaining the Expert Position...After the Sale
23/11/2022 Duración: 32minWithout turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client engagements long term. Read the epiosde notes and transcript at http://2bobs.com/podcast/maintaining-the-expert-position-after-the-sale
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When Your Engagement Level Drops
09/11/2022 Duración: 33minDavid has 16 things for principals to try when they feel the need to do something different from running their firm. Links Play the Game of Constraints Read the epsisode notes and transcript at http://2bobs.com/podcast/when-your-engagement-level-drops
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The Marketing Procurement Problem
26/10/2022 Duración: 32minBlair talks about his new podcast with Leah Power, 20% - The Marketing Procurement Podcast, in which they are speaking with marketing, procurement, and agency professionals about how to "procure" creativity without killing it. Read the episode notes and transcript at http://2bobs.com/podcast/the-marketing-procurement-problem
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The Agency Gatekeeper
12/10/2022 Duración: 31minBlair recommends five things firms need to be effective at qualifying new business opportunities in order to prevent the over-allocation of resources against early-stage buyers. Links Slapping Down Your Childlike Glee Mastering the Value Conversation Models Everywhere Critical Questions Your New Business Person Should Be Able to Answer How and When to Talk About Your Firm Read the episode notes and transcript at http://2bobs.com/podcast/the-agency-gatekeeper