2Bobs—with David C. Baker and Blair Enns

David and Blair dive into the fallacy of viewing businesses as mere machines. They discuss why mechanistic thinking is prevalent and its limitations, especially in complex organizations. The conversation shifts to how individual agency and culture shape unpredictable outcomes. Blair raises concerns about AI's overconfidence in predictions, linking it back to this flawed thinking. The duo also warns against prioritizing efficiency over adaptability, urging a more nuanced approach to managing firms in a world that thrives on complexity.

This discussion highlights the pitfalls of agencies claiming specialness in universally accepted virtues. Using humor and relatable examples, they argue that generic positioning fails to differentiate. Real-world marketing claims are dissected, revealing their emptiness. The hosts emphasize the importance of unique expertise over common strengths in attracting clients. They suggest an interesting method to test value propositions by calling competitors. This entertaining banter inspires listeners to rethink their messaging and discover what truly sets them apart.

Are your prospects going silent after proposals? Discover the rising trend of client ghosting linked to economic uncertainty. Learn how to define ghosting and recognize the right buying signals. Blair shares effective tools to tackle this issue, including a strategic email to prompt responses and methods for tracking 'no decision' losses. Find out how to qualify prospects more effectively and avoid wasting time on early-stage interest. Uncover the secrets to turning silence into opportunity!

The discussion dives into the disappearing moats of the creative industry, exploring lost revenue areas like desktop publishing. With the internet reshaping client relationships, the duo critiques AI's potential disruption and corporate risks faced by agencies. They advocate for aligning with clients, leveraging data for decision-making, and embracing roles that simplify complexities. Emphasizing the importance of trust and agility, they challenge agencies to rethink growth strategies while fostering human connections amidst technological advancements.

Discover key strategies for winning new business without getting trapped in the pitch game. The hosts break down the concept of pitching and why it's best to avoid giving away tailored solutions for free. Learn how to challenge client assumptions and transform tactical engagements into strategic ones. They discuss gaining an advantage by observing client behaviors and the importance of walking away to gauge commitment. These insights empower you to redefine your role from vendor to trusted expert.

Selling your firm? Understanding earnouts is crucial! Learn how these deferred payments work and why they matter. Discover key components like time periods and payment formulas, and explore typical metrics that dictate success. The podcast highlights tips for simplifying earnout incentives and avoiding pitfalls like cliff targets. Key strategies for managing post-acquisition expectations are discussed, along with protecting yourself if the buyer falters. Gain insights into evaluating offers and why some sellers prefer longer earnouts to stay involved.

Exploring growth as a fundamental force in the universe, the discussion dives into how genuine progress is often mistaken for mere metrics like revenue. The hosts examine the idea that learning and self-exploration are the true measures of growth, contrasting stagnant cultures with those that thrive on standards. Delving into the interplay between problem-solving and growth, they highlight the perpetual challenges that drive innovation. Ultimately, they argue that embracing the struggle is essential for businesses and individuals alike.

Dive into the intriguing debate on whether repeating stories in client work is a sign of value or a lack of creativity. Discover how strategic repetition can reinforce expertise while still engaging clients. Learn about the importance of asking questions to foster insights rather than simply restating advice. The hosts explore the concept of pattern matching as a tool for deeper understanding and emphasize documenting frequently asked questions to sharpen guidance. Tune in for practical tips on transforming repetition into a valuable asset.

Dive into the intriguing world of web development where a $500 million website isn't just a dream. Discover the compelling story of recreation.gov and its performance pay model that benefits all parties involved. Learn innovative contracting strategies that improve government service delivery, resulting in impressive growth metrics since 2019. Explore the dynamics of performance-based payments and the critical role of trust in client relationships. Plus, uncover valuable lessons in procurement strategies and the impact of events like the COVID pandemic on project success.

Discover the nuances of a key employee's request for equity, compared to a marriage proposal, and the critical conversations it sparks. Unpack the balance between personal interests and business dynamics, emphasizing the need for transparency. Explore the hidden downsides of equity ownership, revealing eight significant challenges. Learn about contract equity as a simpler alternative, offering a taste of ownership without the full complexities. Finally, navigate the tricky waters of equity distribution, ensuring clear agreements to protect all parties.