Contenu fourni par David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par David C. Baker and Blair Enns, David C. Baker, and Blair Enns ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
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2Bobs—with David C. Baker and Blair Enns
Tout marquer comme (non) lu
Manage series 1428215
Contenu fourni par David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par David C. Baker and Blair Enns, David C. Baker, and Blair Enns ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
…
continue reading
208 episodes
Tout marquer comme (non) lu
Manage series 1428215
Contenu fourni par David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par David C. Baker and Blair Enns, David C. Baker, and Blair Enns ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
…
continue reading
208 episodes
Tous les épisodes
×Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique needs of each client.
1 Don't Bother Eating Your Veggies 24:56
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24:56In Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode…
1 Adapting Hiring Strategies Over Time 26:05
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26:05David describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by David C. Baker for punctuation.com “The Problem of Standards” by David Maister…
Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.
1 Selling Your Professional Services Firm 41:23
41:23
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41:23Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer . LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.
Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces. Links “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com…
Blair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor. Links “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.com
1 The Four Conversations: A New Model for Selling Expertise 30:34
30:34
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30:34David interviews Blair about his new book , which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversations: A New Model for Selling Expertise by Blair Enns
Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.
1 How Account Managers Deliver Strategy 23:46
23:46
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23:46David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "Account Managers and Strategy" by David C. Baker at punctuation.com
1 How to Avoid Commodifying Your Offering 29:47
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29:47Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing. LINKS "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com "Phase Your Client Engagements" 2Bobs episode…
1 Are Email Newsletter Even Viable Anymore? 29:37
29:37
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29:37Every few years we’re told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has always been wrong. Links David’s article on Punctuation.com (subscribe to his newsletter at the bottom of the page) “Email is the Most Consistent, Reliable Marketing Channel on the Web and I Can Prove It” by Rand Fishkin…
1 How to Make Horizontal Positioning Work 23:25
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23:25David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals. Links “Strengthening a Weak Horizontal Positioning” by David C. Baker on punctuation.com
1 Are You Fishing in the Right Pond? 32:10
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32:10Given these uncertain economic times we are in right now, Blair is asking if some creative firms might need to rethink the market they serve, looking at whether their positioning might be too broad, too narrow, or just wrong. LINKS "The Target Is Not the Market" by Blair Enns on winwithoutpitching.com…
David shares his decision-making framework that will help agency principals make better decisions during chaotic times like these. LINKS “Leading in a Chaotic World” article by David C. Baker on Punctuation.com
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