2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Facing an Existential Crisis? Mar 12, 2025

Show notes

As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality.

Links

"Facing an Existential Crisis" article by David for punctuation.com

Rory Sutherland's LinkedIn post

David's LinkedIn post

Who Should Set Prices? Feb 26, 2025

Show notes

As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title.

Links

"Who Should Set Prices In Your Firm?" written by Blair Enns for WinWithoutPitching.com

10 Reasons a Buyer Might Want Your Firm Feb 12, 2025

Show notes

David thinks principals should build their firms as if they were going to sell it while Blair's advice is to run it as if you'll never sell it. Being aware of options as your firm matures can give you the leverage you might need in negotiations.

Links

"Ten Reasons Firms Are Bought" by David C. Baker for punctuation.com

To Standardize or Customize Jan 29, 2025

Show notes

Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique needs of each client.

Don't Bother Eating Your Veggies Jan 15, 2025

Show notes

In Blair's experience, the most common reason a lead generation plan doesn't get executed is it doesn't recognize and leverage the strengths or motivations of the individuals executing.

LINKS

"The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com

"The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode

Adapting Hiring Strategies Over Time Jan 01, 2025

Show notes

David describes the differences in what kind of people principals should hire during the early stage of their creative firm's development when it's all about "what we can afford," the middle stage when it's about "what we need," and then the later days of an agency when it's about "what we can learn."

LINKS

"How Your Hiring Strategies Change" by David C. Baker for punctuation.com

"The Problem of Standards" by David Maister

The Barbell of Pricing Risk Dec 18, 2024

Show notes

Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.

Selling Your Professional Services Firm Dec 04, 2024

Show notes

Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer.

LINKS

Buy a copy of David's new book from him directly.

Buy David's new book and audiobook on Amazon.

Questions, Not Answers Nov 20, 2024

Show notes

Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces.

Links

"Expertise Is Mainly About Asking Great Questions" by David C. Baker on Punctuation.com

Assume an Advantaged Player Nov 06, 2024

Show notes

Blair shares how to determine whether or not we are the advantaged player the "polite battle for control" within the game of sales, and how we can get the odds of winning the sale to be more in our favor.

Links

"Assume an Advantaged Player" article by Blair Enns on WinWithoutPitching.com