2Bobs—with David C. Baker and Blair Enns

Latest Episodes:

What Your Team Wants From You Aug 30, 2023

Show notes

While analyzing data from his Total Business Reset surveys, David has noticed five significant trends which principals should be aware of to run their firms more effectively, as well as one thing your team wishes you'd stop doing.

How to Ask for Referrals Aug 16, 2023

Show notes

As a follow-up to the discussion in the previous episode, Blair has some criteria for firms that would beneift from prioritizing and codifying an effective referral strategy as a way to gain new business.

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"The Best Referral Machine I Have Ever Seen"

How to Make Referrals Aug 02, 2023

Show notes

In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before talking about how to get more referrals.

Do You Even Need New Business People? Jul 19, 2023

Show notes

Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.

Predictive Traits of Successful Owners Jul 05, 2023

Show notes

David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

Six Barriers to New Business Success Jun 21, 2023

Show notes

Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes.

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Mastering the Value Conversation

The Complexities of Commission Culture

Innoficiency in Your Agency

The Enemy Within

The Complex Battle for Margin

Debriefing After a New Business Call

Is Your Firm Addicted to New Business?

Who's Going to Own This?

Ten Questions I Want to Ask You Jun 07, 2023

Show notes

This is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm.

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"The Four Types of Employees at Your Firm"

Qualities of the World's Best Project Managers May 24, 2023

Show notes

David feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he's gathered a list of traits from the best project managers he's met in the hundreds of agencies he's worked with over the years.

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"Understanding Account People"

CRM and the Mistakes to Avoid May 10, 2023

Show notes

A lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why Excel isn't a good tool for managing sales leads.

Why We Suck at Negotiating Apr 26, 2023

Show notes

Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.

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2Bobs—with David C. Baker and Blair Enns

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