2Bobs—with David C. Baker and Blair Enns

The podcast discusses the differences between selling expertise and bargaining ethics, emphasizing the need to adapt bargaining approaches. It explores the conflicting ethics of selling and negotiating, contrasting the 'ideal school' with the 'poker school'. The chapter also highlights the significance of preparation, strategic approach, relationships, motivations, and emotional control in selling and negotiating.

Discussion on the importance of employee orientation, challenges of onboarding remote employees, importance of proper onboarding, employee orientation and onboarding, facilities, equipment, and SaaS systems

Exploring creative payment terms for agencies, negotiating onerous payment terms, advocating for fair payment terms for small businesses, adopting a cash neutrality policy to combat unfair payment terms, highlighting the importance of prepayment and timely payment in business transactions.

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.

The podcast explores the importance of referrals and word of mouth in lead generation, discusses indicators of successful referral strategies, emphasizes the role of personal connections and trust, and delves into the concept of referral fees and the importance of disclosure.

This podcast explores the concept of developing a referral strategy and emphasizes the importance of giving referrals. The speakers discuss the value of making referrals and helping other businesses succeed. They also talk about the challenges of outreach and networking, and the importance of doing good work and being cautious in making referrals. Additionally, they highlight the importance of having multiple referral sources and engaging in open and honest conversations when making referrals.

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.

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

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.   Links 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?

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.   LINKS "The Four Types of Employees at Your Firm"