2Bobs—with David C. Baker and Blair Enns David C. Baker and Blair Enns
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- Business
Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Building a Scalable Sales Strategy
David wants agency principals to develop new business plans which delivers more new leads with less labor so their organizations can have more controllable growth, as well as increasing their likelihood for a successful exit when that time comes.
Links 2Bobs episode: “The Rungs You Can Reach on the Ladder of Lead Generation”
NY Times article: “How a Self-Published Book Broke ‘All the Rules’ and Became a Best Seller” -
Have We Hit Peak Strategy?
Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more “strategic.” Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services.
Links Blair’s “What Is Strategy?” episode of the Ditching Hourly podcast with Jonathan Stark -
What Tech Bros Get Right...and Wrong
David definitely doesn’t want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.
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Turning Your Delivery Team Into a Sales Team
Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts.
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“Turning Your Delivery Team Into a Sales Team” article by Blair on WinWithoutPitching.com -
Advising Clients Ethically
Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.
LINKS
"Advising Clients Ethically" article on Punctuation.com -
Just Stop Talking
The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.
Links “How and When to Talk About Your Firm”
“Replacing Presentations With Conversations”