2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Mastering the Value Conversation Apr 04, 2018

Show notes

David gets Blair to expound on his statement that "the value conversation is where value pricing theory goes to die," and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour."

Defining Success for Creatives Mar 21, 2018

Show notes

David and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.

Words That Make Us Wince Mar 07, 2018

Show notes

Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.

Positioning Cheats Feb 21, 2018

Show notes

David is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they either aren't ready or don't believe in the idea of tight positioning. You'll feel dirty.

Words We Try to Define Feb 07, 2018

Show notes

Expertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.

The Business of Expertise - Part 3, Live from London Jan 24, 2018

Show notes

Blair revisits David's new book, "The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" in front of a live audience in London, who get to ask their own questions.

Pricing Creativity Jan 10, 2018

Show notes

Blair talks about his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour," and the process it took to write it. David gets him to share three of the main rules laid out in the book that firms should apply in order to see significant increases in profit.

Planning for the New Year Dec 27, 2017

Show notes

David and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.

Valuing and Selling Your Firm Dec 13, 2017

Show notes

Blair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.

The Complexities of Commission Culture Nov 29, 2017

Show notes

David picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between full commission and salary with no incentives.