2bobs - With David C. Baker And Blair Enns
- Author: Vários
- Narrator: Vários
- Publisher: Podcast
- Duration: 98:50:05
- More information
Informações:
Synopsis
Conversations on the art of creative entrepreneurship
Episodes
-
Which RFPs Should You Respond To?
20/11/2019 Duration: 30minDavid brings up one of Blair's favorite topics: how they keep themselves and their clients from being trapped by requests for proposal. LINKS 2Bobs episode 70, “The Only New Business Indicator That Matters”
-
A Podcast After-Action Review
06/11/2019 Duration: 31minBlair and David share what they have learned as they have recorded 2Bobs podcast episodes for almost 4 years - what has worked well, what has been challenging, and what they would recommend to those agency principals who might be considering their own podcast. LINKS The Soul of Enterprise Episode 15: “The Best Learning Method Ever Devised: After Action Reviews” with Ron Baker and Ed Kless Build a Better Agency with Drew McClellan EconTalk with Russell Roberts Marcus dePaula, podcast producer and consultant BLAIR'S PODCASTING SETUP Telefunken M82 dynamic XLR microphone Audient iD4 audio interface Rolls MS111 Mic Mute Senal SMH-1000 Professional Field and Studio Monitor Headphones Apple QuickTime Player app for AIFF audio recording using the Maximum quality setting Skype for the conversation (audio only) DAVID'S PODCASTING SETUP Sennheiser HMDC 27 Professional Broadcast Headset with custom extension cable (so David can roam as he records) Audient iD4 audio interface Rolls MS111 Mic Mute Rogue Amoeba
-
Common Traits of Success
23/10/2019 Duration: 25minBlair and David consider the hundreds of firms they have each worked with over the years to identify the characteristics of highest performing firms and what they have seen agency principals do to succeed.
-
The Only New Business Indicator That Matters
09/10/2019 Duration: 28minBlair shares some new data (at the time he and David recorded this discussion in January of 2016) that points to the one variable that can predict the likelihood of a prospect hiring your firm.
-
Taking the Team Seriously
25/09/2019 Duration: 34minDavid wants to know if Blair thinks it's harder for creative firms to find great prospective clients, or great employees, as they unpack how to attract the right candidates using a “lead generation” plan. Ideas for “Lead Generation” of candidates: Social media presence Guest teach a single class at a known school that typically turns out a best student every semester Offer your facility as a meeting place for trade/association meetings Put a rotating art gallery with an open house when the display rotates Quarterly webinar for prospective employees on topics they would be fascinated with, including guests (or even a podcast) Skill-building workshops open to the community, bringing in expert teachers Build a model that depends on a steady rotation of contractors to test them out Keep a great relationship w/ employees who leave you—they are frequently your best people when they return after an interim education somewhere else
-
Top Ten New Business Development Myths
11/09/2019 Duration: 34minBlair is in the spotlight discussing some bad practices driven by assumptions he's seen his clients make over the past couple decades, a few of which are new to David. 10. Branding and Full Service Advertising are Specializations 9. The More You Have to Sell the More Likely a Sale 8. An Increase in Meetings Leads to an Increase in Sales 7. The Written Proposal is a Necessary Step in the Sales Process 6. Build Personal Relationships to Build Sales 5. Presentation Skills Training Leads to Improved Business Development Success 4. Chemistry Wins New Business 3. Selling is Persuading 2. It’s Everyone’s Job to Sell 1. You Have to Pitch (for Free) to Win a Creative Assignment LINKS Original article by Blair Enns, “Top Ten New Business Development Myths” The Challenger Sale by Neil Rackham Contagious Culture: Show Up, Set the Tone, and Intentionally Create an Organization that Thrives by Anese Cavanaugh
-
Six Staffing Blunders
28/08/2019 Duration: 31minBlair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.
-
Making Adversarial Assumptions in the Sales Process
14/08/2019 Duration: 35minBlair has another podcast therapy session about “good clients vs. bad clients,” as David tries to help him see procurement people as actual human beings who sometimes are just overwhelmed.
-
Building Your Personal Brand
31/07/2019 Duration: 34minBlair has an aversion to the topic of personal branding, so David offers examples of why, when, and how the personal brands he’s seen principals develop can be either helpful or harmful for their firms. LINKS “Launch Your Career as a Podcast Guest” by David C. Baker Episode 1 of Dexter Guff is Smarter Than You: “You Don’t Exist Without a Personal Brand” The Visible Expert® by Hinge Marketing “Personal Branding for Creative Professionals” course by Dorie Clark
-
Can We Learn Anything From the Consulting Firms?
17/07/2019 Duration: 34minBlair and David explore the differences they see between consultants and agencies in an effort to understand how the landscape is changing and what creative firms can do to beat consultants at their own game. Links The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth by David C. Baker Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life by Rory Sutherland
-
Be the Client You Want to See in the World
03/07/2019 Duration: 34minDavid admits to making a mistake, as Blair finishes his discussion from a couple episodes back on the eighth pricing model, which he claims “is the highest expression of entrepreneurship there is.” Links 2Bobs episode 61 - “Different Pricing Models” Prohibition Gin and Toolbox Design Cup & Leaf “Unbundling the Corporation” by John Hagel III and Marc Singer for the Harvard Business Review The Futur and Chris Do of Blind™ Conscious Minds
-
Size Matters
19/06/2019 Duration: 32minDavid and Blair address the obsession that many principals have with the size of firms, and the advantages of being either big or small.
-
Different Pricing Models
05/06/2019 Duration: 34minBlair is struck by how creative businesses have trouble applying their creativity to their revenue models, so he and David discuss some of the best ways firms can get paid. LINKS Subscribed: Why the Subscription Model Will Be Your Company's Future - and What to Do About It by Tien Tzuo The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue by Robbie Kellman Baxter The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow 2Bobs Episode 31: “Mastering the Value Conversation” 2Bobs Episode 25: “Pricing Creativity” Pricing Creativity: A Guide to Profit Beyond the Billable Hour by Blair Enns
-
Greatness Requires Discomfort
22/05/2019 Duration: 28minDavid and Blair each share their own perspectives on how chasing comfort has kept them and their clients making the right decisions in both management and sales situations. LINKS 2Bobs Episode 2: Say What You Think The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon
-
Selling to Clients With In-house Resources
08/05/2019 Duration: 29minBlair wants creative firms to quit viewing in-house resources as the enemy and demonstrates how the arrangements between the two can be mutually beneficial. LINKS 2Bobs Episode 2: Say What You Think 2Bobs Episode 57: There are NOT Seven Reasons Why Clients Hire You
-
Things Principals Should Do More Of
24/04/2019 Duration: 22minDavid and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success. Links "The Problem of Standards" by David Maister 2001
-
There Are NOT Seven Reasons Why Clients Hire You
10/04/2019 Duration: 30minBlair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.
-
Where Do Ideas Come From?
27/03/2019 Duration: 32minBlair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services. Read the transcript ➝
-
It's a Small World After All
13/03/2019 Duration: 29minDavid finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
-
Why Account People Should Close New Business
27/02/2019 Duration: 23minDavid gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.