2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Developing a Client Conflict Strategy Apr 12, 2023

Show notes

David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.

Inbound, Outbound, and In Between Mar 29, 2023

Show notes

Blair 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

The Perils of "Good/Better/Best" Pricing Mar 15, 2023

Show notes

Blair 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

Reverse Trojan Horse Syndrome Mar 01, 2023

Show notes

Blair 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.

Is Your Firm Addicted to New Business? Feb 15, 2023

Show notes

Blair 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"

Secret Tradecraft of Elite Advisors Feb 01, 2023

Show notes

David 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

Innoficiency in Your Agency Jan 18, 2023

Show notes

Blair 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"

Churn, Baby, Churn Jan 04, 2023

Show notes

David 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

Reboot Your Culture Through New Business Dec 21, 2022

Show notes

Blair 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

Who Should Be Promoted? Dec 07, 2022

Show notes

Have 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