2Bobs—with David C. Baker and Blair Enns

Exploring how salespeople dominate conversations, the pitfalls of talking too much, strategies for letting the client lead, using marketing to improve sales efficiency, enhancing communication skills, improving listening skills, and gamifying sales conversations for better outcomes.

Exploring the benefits of working with maverick clients who push boundaries and challenge the status quo. Discussing the importance of understanding and nurturing these individuals within client organizations. Highlighting the role of Mavericks as catalysts for innovation and success, bringing fresh perspectives and driving meaningful change.

Exploring the clash between traditional sales techniques and expert behavior, the podcast challenges the idea of pitching and persuading in sales. It emphasizes the importance of genuine presence over presentation, innovative sales techniques, and balancing expertise with salesmanship.

Exploring eight ways creative firms can improve pro bono work, discussing the balance between expertise and monetary support for causes. The importance of setting firm boundaries in pro bono services, being selective with clients, and emphasizing meaningful impact. Highlighting the evolution of pro bono work in ad agencies, focusing on structured processes and addressing societal issues. Leveraging pro bono work as a strategic testing ground for relationships and new sectors, experimenting with diverse service offerings and partnerships.

Blair shares his experiences visiting a highly principled creative firm in New Zealand. The hosts discuss their definition of success and admire a firm that prioritizes doing good work. They explore the concept of 'attending the way' and the importance of listening to clients and evaluating principles.

The hosts discuss the conflicts that arise when determining principal compensation in firms with multiple owners. They explain the three components of compensation - ownership, work, and risk. They explore the various forms of risk associated with lending money to a company. They also delve into the principles of partner compensation, including ownership percentage and contribution level.

The podcast explores the power of compound interest in knowledge and career growth, drawing parallels between investing money and investing in learning. It discusses the value of continuous learning and the significance of time in achieving significant growth. The concept of being replaced by an archived version of oneself is also explored. The importance of avoiding early specialization, gaining different perspectives, and maintaining a fast pace of learning is emphasized.

Discussion on the pros and cons of remote work in the post-pandemic economy, including the decline in company culture, team communication, collaboration, creativity, and innovation. Exploring challenges of onboarding young employees and creating the next generation of talent. Highlighting the issues of loneliness, promotion rates, collaboration, and misunderstandings in remote work. Examining the impact of remote work on younger teams and women. Ideas for managing remote or hybrid work, including mandatory yearly retreats and fostering collaboration.

The podcast discusses the drawbacks of using sales scripts in creative firms and emphasizes the need for wide-ranging conversations. It explores the relationship between autonomy and response to unexpected situations. The hosts share their experiences of presenting last minute and without power. The debate between frameworks and scripts in sales is explored, with a conclusion that frameworks strike a balance. The chapter also highlights the importance of considering autonomy and affinity in sales.

The podcast explores the concept of bounded rationality and how it affects decision-making within organizations. It discusses the clash between individual department goals and overall organizational goals. It also explores the impact of CEOs and Mavericks within an organization and questions the origin and impact of the 80-20 rule in marketing budget allocation. Finally, it emphasizes the importance of embracing the convergence of disciplines in the design industry and redefining firm positioning based on client's urgent and expensive problems.