2Bobs - with David C. Baker and Blair Enns

Blair interviews David on what each of the three levels of success in running a creative firm look like.

David re-reads the 2nd chapter of Blair’s first book, leading to a discussion about how sales people have to choose between either presenting to clients or being present to them.

There are seven patterns that almost all principals are guilty of. When David and Blair point them out, it lead their clients to say, “you must have hidden cameras in my office!"

Hacking Heuristics

Collaborating with Competitors

Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the "pantheon" for new business: positioning, lead generation, sales, and pricing.

David and Blair explore the big topic of personality assessment tools that can help firms “get the right people on the bus.”

Blair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.

Listeners on Twitter wanted to know what clients actually want from creative firms, so David makes a list based on his experience of what *good* clients want, while Blair's reaction is "who cares what clients want... all they wanted was a 'faster horse.'"

David gets Blair to expound on his statement that “the value conversation is where value pricing theory goes to die,” and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour."

David and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.

Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.

Positioning Cheats

Expertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.

The Business of Expertise - Part 3, Live from London