2Bobs—with David C. Baker and Blair Enns

What to Ask, Sign, and Share With a Potential Buyer

The Power of a Metaphor

Should You Entertain That Acquisition Offer?

When Your Clients Talk to Each Other

Facing an Existential Crisis?

Who Should Set Prices?

10 Reasons a Buyer Might Want Your Firm

To Standardize or Customize

Don't Bother Eating Your Veggies

Adapting Hiring Strategies Over Time

The Barbell of Pricing Risk

Selling Your Professional Services Firm

Questions, Not Answers

Assume an Advantaged Player

The Four Conversations: A New Model for Selling Expertise

200th Episode Special

How Account Managers Deliver Strategy

How to Avoid Commodifying Your Offering

Are Email Newsletter Even Viable Anymore?

How to Make Horizontal Positioning Work

Are You Fishing in the Right Pond?

Leading in a Chaotic World

Creating a Premium Pricing Culture

Building a Scalable Sales Strategy

Have We Hit Peak Strategy?

What Tech Bros Get Right...and Wrong

Turning Your Delivery Team Into a Sales Team

Advising Clients Ethically

Just Stop Talking

Working With a Maverick

The Dichotomy of the Expert Salesperson

Maximizing Pro Bono Opportunities

Attending the Way

A 7-part Theory of Principal Compensation

The Time Value of Knowledge

Revisiting Remote Work

Ditch the (Sales) Script

Constrained by Artificial Boundaries

A Theory of Leisure

The Death Throes of the Pitch

How Much Should You Spend on Your Own Marketing?

The Conflicting Ethics of Selling and Negotiating

Doing Employee Orientation Right

The War on Payment Terms

What Your Team Wants From You

How to Ask for Referrals

How to Make Referrals

Do You Even Need New Business People?

Predictive Traits of Successful Owners

Six Barriers to New Business Success

Ten Questions I Want to Ask You

Qualities of the World’s Best Project Managers

CRM and the Mistakes to Avoid

Why We Suck at Negotiating

Developing a Client Conflict Strategy

Inbound, Outbound, and In Between

The Perils of "Good/Better/Best" Pricing

Reverse Trojan Horse Syndrome

Is Your Firm Addicted to New Business?

Secret Tradecraft of Elite Advisors

Innoficiency in Your Agency

Churn, Baby, Churn

Reboot Your Culture Through New Business

Who Should Be Promoted?

Maintaining the Expert Position...After the Sale

When Your Engagement Level Drops

The Marketing Procurement Problem

The Agency Gatekeeper

Prostitutes and Scope Creep

How Would You Prepare for a Downturn?

Selling Should Be Fun or You Aren't Doing It Right

Models Everywhere

How Categories and Positioning Options Might Change

The Evolution of a Marketing Firm

Shortcomings of the EBITDA Multiplier

The Emotional Journey of Buying and Selling

Hard Lines, Soft Lines

Designing Your Service Offerings

Secrets Behind the Killer Website

Why All My Content Is Ungated

Selling to Different Buyer Types

The Power of Process

What Would YOUR Employee Review Look Like?

Secrets Behind the Killer Proposal

Six Hidden Benefits of Client Concentration

Everything Can Change in One Conversation

Languishing

Your Job Is the Future—Theirs Is to Keep You Honest in the Present

Sales Clichés and the Damage Done

Ten Set Pieces

Collecting From Deadbeat Clients

Firing a Client

Attribution Errors

How to Write That Book

Should You Write That Book?

Are You Ready for a Minority Partner?

Approaching Normal

Talking About Mental Health

Orbiting the Giant Hairball

Five Levels of Pricing Success

Your Four Advantages Over an In-House Department

A Ten Year Retrospective on the Manifesto

What an Acquirer Will - and Will Not - Care About

You Contain Multitudes

The Challenges of Growing Too Quickly

The Tao of No

What a Normal Person Thinks of Your Creative Firm

Communication Components in Your Sales Toolbox

Performance Bands

Creative Bullshit Bingo

Is "Agency" Still the Right Word?

Let's Talk About Money

The Enemy Within

Holding Opposite Perspectives in a Healthy Tension

Slapping Down Your Childlike Glee

Myth of "I Just Need More Opportunities to Get in Front of Prospects"

Big Clients Vs Small Clients

The Great Migration

Foibles of an Executive Leadership Team

Transcending Timesheets

How Our Deepest Fears Shape Our Approach to Business

Objections to Specialization

Do Generalists Really Triumph Over Specialists?

The Rungs You Can Reach on the Ladder of Lead Generation

The Journey From Generalist to Specialist

How and When to Talk About Your Firm

Four Regrets You're About to Have

When to Shut Up and Listen and When to Speak Up

Critical Questions Your New Business Person Should Be Able to Answer

The Hate Sandwich You're About to Eat

Will You Be My Friend

Changes in the Agency Client Landscape

Business As Unusual - Managing in a Pandemic

When Rightsizing Makes Sense...And How to Do It

The Power of Options

How Digital Firms Are Different

The Impact of Agile in the Real World

Phase Your Client Engagements

Understanding Account People

What Leverage Do You Have With Client Contracts and MSAs?

When You Put Someone Else In Charge of Your Firm

Productized Vs Customized Services and Monthly Recurring Revenue

Which RFPs Should You Respond To?

A Podcast After-Action Review

Common Traits of Success

The Only New Business Indicator That Matters

Taking the Team Seriously

Top Ten New Business Development Myths

Six Staffing Blunders

Making Adversarial Assumptions in the Sales Process

Building Your Personal Brand

Can We Learn Anything From the Consulting Firms?

Be the Client You Want to See in the World

Size Matters

Different Pricing Models

Greatness Requires Discomfort

Selling to Clients With In-house Resources

Things Principals Should Do More Of

There Are NOT Seven Reasons Why Clients Hire You

Where Do Ideas Come From?

It's a Small World After All

Why Account People Should Close New Business

A Beginner's Guide to Negotiating

Seven Positioning Mistakes to Avoid

Debriefing After a New Business Call

Shoot - Now What Do We Do?

Selling in One Lesson

The Risk Episode

Open Book Management

Alternative Forms of Reassurance

Seven Strategies to Grow Accounts

The Best Ways to Disrespect Account People

The Seven Masteries of the Rainmaker

If I Were Starting Over

The X-Factor

Starting...Existing...Thriving

Replacing Presentations With Conversations

Reviewing the "Surveillance Footage"

Hacking Heuristics

Collaborating with Competitors

Four Segments of New Business

Using Assessment Instruments in Your Firm

Thoughts on Partnership

What Good Clients Are Really Looking For

Mastering the Value Conversation

Defining Success for Creatives

Words That Make Us Wince

Positioning Cheats

Words We Try to Define

The Business of Expertise - Part 3, Live from London

Pricing Creativity

Planning for the New Year

Valuing and Selling Your Firm

The Complexities of Commission Culture

The Role of Profit in a Creative Enterprise

Mea Culpa

The Science Behind Structuring Roles

The Business of Expertise - Part 2

Seven Words You Can't Say in Business Development

Paid Time Off or Earned Time On

An Introduction to Blair Enns

How to Drive Your Employees Bat Sh*t Crazy

Being Like Everyone Else

An Introduction to David C. Baker

How Much Should You Write?

The Business of Expertise - Part 1

What Happens When You're Away

Why Advertising Agencies Don't Advertise

Thriving In the Middle of the Road

A Sales Skeptic Interviews a Sales Expert

Five Irrational Fears

The New Entrepreneur

Truths and Myths About Money

Say What You Think

How Not to Act Like an Expert