2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Six Hidden Benefits of Client Concentration Feb 16, 2022

Show notes

Every firm will face the possibility of a client concentration challenge, and every client should probably say "yes" to that opportunity in spite of the warnings going off in their heads.

Everything Can Change in One Conversation Feb 02, 2022

Show notes

Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.

Languishing Jan 19, 2022

Show notes

The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.

Your Job Is the Future—Theirs Is to Keep You Honest in the Present Jan 05, 2022

Show notes

Blair has David expand on his recent article titled "You're A Dictatorship That Gathers Individual Democracies—Good For You."

Sales Clichés and the Damage Done Dec 15, 2021

Show notes

Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript

Ten Set Pieces Dec 01, 2021

Show notes

Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some "set piece" phrases that are handy to have at the ready.

Collecting From Deadbeat Clients Nov 17, 2021

Show notes

If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy's front lines.

Firing a Client Nov 03, 2021

Show notes

Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.

Attribution Errors Oct 20, 2021

Show notes

Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.

How to Write That Book Oct 06, 2021

Show notes

You don't need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.