2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

Have We Hit Peak Strategy? Jun 05, 2024

Show notes

Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more "strategic." Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services.

Links

Blair's "What Is Strategy?" episode of the Ditching Hourly podcast with Jonathan Stark

What Tech Bros Get Right...and Wrong May 22, 2024

Show notes

David definitely doesn't want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.

Turning Your Delivery Team Into a Sales Team May 08, 2024

Show notes

Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts.

LINKS

"Turning Your Delivery Team Into a Sales Team" article by Blair on WinWithoutPitching.com

Advising Clients Ethically Apr 24, 2024

Show notes

Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.

LINKS

"Advising Clients Ethically" article on Punctuation.com

Just Stop Talking Apr 10, 2024

Show notes

The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.

Links

"How and When to Talk About Your Firm"

"Replacing Presentations With Conversations"

Working With a Maverick Mar 27, 2024

Show notes

When it comes to qualifications for ideal clients, David doesn't hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.

The Dichotomy of the Expert Salesperson Mar 13, 2024

Show notes

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"

Maximizing Pro Bono Opportunities Feb 28, 2024

Show notes

While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.

LINKS

"Maximizing Your Pro-Bono Contributions" by David C. Baker at Punctuation.com

Left-handed Mango Chutney

Attending the Way Feb 14, 2024

Show notes

Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy.

LINKS

"Attending the Way" article by Blair on WinWithoutPitching.com

AltGroup.net

A 7-part Theory of Principal Compensation Jan 31, 2024

Show notes

David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he's come up with a 7-point framework he can use in each unique scenario.