2Bobs—with David C. Baker and Blair Enns

David C. Baker and Blair Enns
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2Bobs—with David C. Baker and Blair Enns

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

  1. To Standardize or Customize

    29 ENE

    To Standardize or Customize

    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.

    36 min
  2. Don't Bother Eating Your Veggies

    15 ENE

    Don't Bother Eating Your Veggies

    In 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

    25 min
  3. Adapting Hiring Strategies Over Time

    1 ENE

    Adapting Hiring Strategies Over Time

    David 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

    26 min
  4. The Barbell of Pricing Risk

    18/12/2024

    The Barbell of Pricing Risk

    Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.

    26 min
  5. Selling Your Professional Services Firm

    04/12/2024

    Selling Your Professional Services Firm

    Blair 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.

    41 min
  6. Questions, Not Answers

    20/11/2024

    Questions, Not Answers

    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

    24 min
  7. Assume an Advantaged Player

    06/11/2024

    Assume an Advantaged Player

    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

    22 min
  8. The Four Conversations: A New Model for Selling Expertise

    23/10/2024

    The Four Conversations: A New Model for Selling Expertise

    David 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

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

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