2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Common Traits of Success Oct 23, 2019

Show notes

Blair 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 Oct 09, 2019

Show notes

Blair 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 Sep 25, 2019

Show notes

David 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 Sep 11, 2019

Show notes

Blair 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 Aug 28, 2019

Show notes

Blair interviews David about six employee archetypes which can end up being big hiring mistakes for creative firms.

Making Adversarial Assumptions in the Sales Process Aug 14, 2019

Show notes

Blair 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 Jul 31, 2019

Show notes

Blair 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? Jul 17, 2019

Show notes

Blair 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 Jul 03, 2019

Show notes

David 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 Jun 19, 2019

Show notes

David and Blair address the obsession that many principals have with the size of firms, and the advantages of being either big or small.