2Bobs—with David C. Baker and Blair Enns
David C. Baker and Blair EnnsConversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
There Is No Credential Meeting
Jun 18 • 30m
The Waterfall of Differentiation
Jun 4 • 27m
Always Be Anchoring
May 21 • 30m
The Power of a Metaphor
Apr 23 • 26m
Should You Entertain That Acquisition Offer?
Apr 9 • 24m
When Your Clients Talk to Each Other
Mar 26 • 23m
Facing an Existential Crisis?
Mar 12 • 28m
Who Should Set Prices?
Feb 26 • 41m
10 Reasons a Buyer Might Want Your Firm
Feb 12 • 32m
To Standardize or Customize
Jan 29 • 35m
Don't Bother Eating Your Veggies
Jan 15 • 24m
Adapting Hiring Strategies Over Time
Jan 1 • 26m
The Barbell of Pricing Risk
Dec 18, 2024 • 26m
Selling Your Professional Services Firm
Dec 4, 2024 • 41m
Questions, Not Answers
Nov 20, 2024 • 24m
Assume an Advantaged Player
Nov 6, 2024 • 22m
The Four Conversations: A New Model for Selling Expertise
Oct 23, 2024 • 30m
200th Episode Special
Oct 9, 2024 • 30m
How Account Managers Deliver Strategy
Sep 25, 2024 • 23m
How to Avoid Commodifying Your Offering
Sep 11, 2024 • 29m
Are Email Newsletter Even Viable Anymore?
Aug 28, 2024 • 29m
How to Make Horizontal Positioning Work
Aug 14, 2024 • 23m
Are You Fishing in the Right Pond?
Jul 31, 2024 • 32m
Leading in a Chaotic World
Jul 17, 2024 • 28m
Creating a Premium Pricing Culture
Jul 3, 2024 • 31m
Building a Scalable Sales Strategy
Jun 19, 2024 • 26m
Have We Hit Peak Strategy?
Jun 5, 2024 • 24m
What Tech Bros Get Right...and Wrong
May 22, 2024 • 21m
Turning Your Delivery Team Into a Sales Team
May 8, 2024 • 30m
Advising Clients Ethically
Apr 24, 2024 • 24m
Just Stop Talking
Apr 10, 2024 • 31m
Working With a Maverick
Mar 27, 2024 • 23m
The Dichotomy of the Expert Salesperson
Mar 13, 2024 • 23m
Maximizing Pro Bono Opportunities
Feb 28, 2024 • 19m
Attending the Way
Feb 14, 2024 • 21m
A 7-part Theory of Principal Compensation
Jan 31, 2024 • 23m
The Time Value of Knowledge
Jan 17, 2024 • 29m
Revisiting Remote Work
Jan 3, 2024 • 27m
Ditch the (Sales) Script
Dec 20, 2023 • 24m
Constrained by Artificial Boundaries
Dec 6, 2023 • 24m
A Theory of Leisure
Nov 22, 2023 • 26m
The Death Throes of the Pitch
Nov 8, 2023 • 28m
How Much Should You Spend on Your Own Marketing?
Oct 25, 2023 • 29m
The Conflicting Ethics of Selling and Negotiating
Oct 11, 2023 • 22m
Doing Employee Orientation Right
Sep 27, 2023 • 23m
The War on Payment Terms
Sep 13, 2023 • 32m
What Your Team Wants From You
Aug 30, 2023 • 31m
How to Ask for Referrals
Aug 16, 2023 • 27m
How to Make Referrals
Aug 2, 2023 • 26m
Do You Even Need New Business People?
Jul 19, 2023 • 23m
Predictive Traits of Successful Owners
Jul 5, 2023 • 24m
Six Barriers to New Business Success
Jun 21, 2023 • 28m
Ten Questions I Want to Ask You
Jun 7, 2023 • 32m
Qualities of the World’s Best Project Managers
May 24, 2023 • 29m
CRM and the Mistakes to Avoid
May 10, 2023 • 27m
Why We Suck at Negotiating
Apr 26, 2023 • 32m
Developing a Client Conflict Strategy
Apr 12, 2023 • 17m
Inbound, Outbound, and In Between
Mar 29, 2023 • 24m
The Perils of "Good/Better/Best" Pricing
Mar 15, 2023 • 27m
Reverse Trojan Horse Syndrome
Mar 1, 2023 • 31m
Is Your Firm Addicted to New Business?
Feb 15, 2023 • 29m
Secret Tradecraft of Elite Advisors
Feb 1, 2023 • 30m
Innoficiency in Your Agency
Jan 18, 2023 • 38m
Churn, Baby, Churn
Jan 4, 2023 • 30m
Reboot Your Culture Through New Business
Dec 21, 2022 • 34m
Who Should Be Promoted?
Dec 7, 2022 • 26m
Maintaining the Expert Position...After the Sale
Nov 23, 2022 • 32m
When Your Engagement Level Drops
Nov 9, 2022 • 33m
The Marketing Procurement Problem
Oct 26, 2022 • 32m
The Agency Gatekeeper
Oct 12, 2022 • 31m
Prostitutes and Scope Creep
Sep 28, 2022 • 30m
How Would You Prepare for a Downturn?
Sep 14, 2022 • 28m
Selling Should Be Fun or You Aren't Doing It Right
Aug 31, 2022 • 38m
Models Everywhere
Aug 17, 2022 • 31m
How Categories and Positioning Options Might Change
Aug 3, 2022 • 32m
The Evolution of a Marketing Firm
Jul 20, 2022 • 32m
Shortcomings of the EBITDA Multiplier
Jul 6, 2022 • 34m
The Emotional Journey of Buying and Selling
Jun 22, 2022 • 33m
Hard Lines, Soft Lines
Jun 8, 2022 • 35m
Designing Your Service Offerings
May 25, 2022 • 29m
Secrets Behind the Killer Website
May 11, 2022 • 32m
Why All My Content Is Ungated
Apr 27, 2022 • 30m
Selling to Different Buyer Types
Apr 13, 2022 • 40m
The Power of Process
Mar 30, 2022 • 32m
What Would YOUR Employee Review Look Like?
Mar 16, 2022 • 33m
Secrets Behind the Killer Proposal
Mar 2, 2022 • 32m
Six Hidden Benefits of Client Concentration
Feb 16, 2022 • 34m
Everything Can Change in One Conversation
Feb 2, 2022 • 37m
Languishing
Jan 19, 2022 • 29m
Your Job Is the Future—Theirs Is to Keep You Honest in the Present
Jan 5, 2022 • 30m
Sales Clichés and the Damage Done
Dec 15, 2021 • 36m
Ten Set Pieces
Dec 1, 2021 • 39m
Collecting From Deadbeat Clients
Nov 17, 2021 • 31m
Firing a Client
Nov 3, 2021 • 30m
Attribution Errors
Oct 20, 2021 • 30m
How to Write That Book
Oct 6, 2021 • 30m
Should You Write That Book?
Sep 22, 2021 • 34m
Are You Ready for a Minority Partner?
Sep 8, 2021 • 29m
Approaching Normal
Aug 25, 2021 • 34m
Talking About Mental Health
Aug 11, 2021 • 31m
Orbiting the Giant Hairball
Jul 28, 2021 • 35m
Five Levels of Pricing Success
Jul 14, 2021 • 33m
Your Four Advantages Over an In-House Department
Jun 30, 2021 • 31m
A Ten Year Retrospective on the Manifesto
Jun 16, 2021 • 27m
What an Acquirer Will - and Will Not - Care About
Jun 2, 2021 • 28m
You Contain Multitudes
May 19, 2021 • 28m
The Challenges of Growing Too Quickly
May 5, 2021 • 28m
The Tao of No
Apr 21, 2021 • 34m
What a Normal Person Thinks of Your Creative Firm
Apr 7, 2021 • 29m
Communication Components in Your Sales Toolbox
Mar 24, 2021 • 34m
Performance Bands
Mar 10, 2021 • 36m
Creative Bullshit Bingo
Feb 24, 2021 • 23m
Is "Agency" Still the Right Word?
Feb 10, 2021 • 25m
Let's Talk About Money
Jan 27, 2021 • 32m
The Enemy Within
Jan 13, 2021 • 29m
Holding Opposite Perspectives in a Healthy Tension
Dec 30, 2020 • 30m
Slapping Down Your Childlike Glee
Dec 16, 2020 • 34m
Big Clients Vs Small Clients
Nov 18, 2020 • 36m
The Great Migration
Nov 4, 2020 • 29m
Foibles of an Executive Leadership Team
Oct 21, 2020 • 29m
Transcending Timesheets
Oct 7, 2020 • 32m
How Our Deepest Fears Shape Our Approach to Business
Sep 23, 2020 • 32m
Objections to Specialization
Sep 9, 2020 • 30m
Do Generalists Really Triumph Over Specialists?
Aug 26, 2020 • 24m
The Rungs You Can Reach on the Ladder of Lead Generation
Aug 12, 2020 • 36m
The Journey From Generalist to Specialist
Jul 29, 2020 • 34m
How and When to Talk About Your Firm
Jul 15, 2020 • 26m
Four Regrets You're About to Have
Jul 1, 2020 • 28m
When to Shut Up and Listen and When to Speak Up
Jun 17, 2020 • 26m
Critical Questions Your New Business Person Should Be Able to Answer
Jun 3, 2020 • 33m
The Hate Sandwich You're About to Eat
May 20, 2020 • 32m
Will You Be My Friend
May 6, 2020 • 37m
Changes in the Agency Client Landscape
Apr 22, 2020 • 29m
Business As Unusual - Managing in a Pandemic
Apr 8, 2020 • 30m
When Rightsizing Makes Sense...And How to Do It
Mar 25, 2020 • 34m
The Power of Options
Mar 11, 2020 • 35m
How Digital Firms Are Different
Feb 26, 2020 • 35m
The Impact of Agile in the Real World
Feb 12, 2020 • 36m
Phase Your Client Engagements
Jan 29, 2020 • 38m
Understanding Account People
Jan 15, 2020 • 31m
What Leverage Do You Have With Client Contracts and MSAs?
Jan 1, 2020 • 32m
When You Put Someone Else In Charge of Your Firm
Dec 18, 2019 • 30m
Productized Vs Customized Services and Monthly Recurring Revenue
Dec 4, 2019 • 35m
Which RFPs Should You Respond To?
Nov 20, 2019 • 30m
A Podcast After-Action Review
Nov 6, 2019 • 31m
Common Traits of Success
Oct 23, 2019 • 25m
The Only New Business Indicator That Matters
Oct 9, 2019 • 28m
Taking the Team Seriously
Sep 25, 2019 • 34m
Top Ten New Business Development Myths
Sep 11, 2019 • 34m
Six Staffing Blunders
Aug 28, 2019 • 31m
Making Adversarial Assumptions in the Sales Process
Aug 14, 2019 • 35m
Building Your Personal Brand
Jul 31, 2019 • 34m
Can We Learn Anything From the Consulting Firms?
Jul 17, 2019 • 34m
Be the Client You Want to See in the World
Jul 3, 2019 • 34m
Size Matters
Jun 19, 2019 • 32m
Different Pricing Models
Jun 5, 2019 • 34m
Greatness Requires Discomfort
May 22, 2019 • 28m
Selling to Clients With In-house Resources
May 8, 2019 • 29m
Things Principals Should Do More Of
Apr 24, 2019 • 22m
There Are NOT Seven Reasons Why Clients Hire You
Apr 10, 2019 • 30m
Where Do Ideas Come From?
Mar 27, 2019 • 32m
It's a Small World After All
Mar 13, 2019 • 29m
Why Account People Should Close New Business
Feb 27, 2019 • 23m
A Beginner's Guide to Negotiating
Feb 13, 2019 • 35m
Seven Positioning Mistakes to Avoid
Jan 30, 2019 • 34m
Debriefing After a New Business Call
Jan 16, 2019 • 30m
Shoot - Now What Do We Do?
Jan 2, 2019 • 34m
Selling in One Lesson
Dec 19, 2018 • 34m
The Risk Episode
Dec 5, 2018 • 31m
Open Book Management
Nov 21, 2018 • 24m
Alternative Forms of Reassurance
Nov 7, 2018 • 29m
Seven Strategies to Grow Accounts
Oct 24, 2018 • 31m
The Best Ways to Disrespect Account People
Oct 10, 2018 • 29m
The Seven Masteries of the Rainmaker
Sep 26, 2018 • 33m
If I Were Starting Over
Sep 12, 2018 • 34m
The X-Factor
Aug 29, 2018 • 32m
Starting...Existing...Thriving
Aug 15, 2018 • 34m
Replacing Presentations With Conversations
Aug 1, 2018 • 28m
Reviewing the "Surveillance Footage"
Jul 18, 2018 • 26m
Hacking Heuristics
Jul 4, 2018 • 40m
Collaborating with Competitors
Jun 20, 2018 • 27m
Four Segments of New Business
Jun 6, 2018 • 27m
Using Assessment Instruments in Your Firm
May 16, 2018 • 33m
Thoughts on Partnership
May 2, 2018 • 34m
What Good Clients Are Really Looking For
Apr 18, 2018 • 34m
Mastering the Value Conversation
Apr 4, 2018 • 35m
Defining Success for Creatives
Mar 21, 2018 • 30m
Words That Make Us Wince
Mar 7, 2018 • 33m
Positioning Cheats
Feb 21, 2018 • 31m
Words We Try to Define
Feb 7, 2018 • 38m
The Business of Expertise - Part 3, Live from London
Jan 24, 2018 • 29m
Pricing Creativity
Jan 10, 2018 • 28m
Planning for the New Year
Dec 27, 2017 • 32m
Valuing and Selling Your Firm
Dec 13, 2017 • 34m
The Complexities of Commission Culture
Nov 29, 2017 • 35m
The Role of Profit in a Creative Enterprise
Nov 15, 2017 • 27m
Mea Culpa
Nov 1, 2017 • 31m
The Science Behind Structuring Roles
Oct 18, 2017 • 33m
The Business of Expertise - Part 2
Oct 4, 2017 • 34m
Seven Words You Can't Say in Business Development
Sep 20, 2017 • 32m
Paid Time Off or Earned Time On
Sep 6, 2017 • 26m
An Introduction to Blair Enns
Aug 23, 2017 • 18m
How to Drive Your Employees Bat Sh*t Crazy
Aug 9, 2017 • 28m
Being Like Everyone Else
Jul 26, 2017 • 30m
An Introduction to David C. Baker
Jul 12, 2017 • 19m
How Much Should You Write?
Jun 28, 2017 • 29m
The Business of Expertise - Part 1
Jun 14, 2017 • 33m
What Happens When You're Away
May 31, 2017 • 33m
Why Advertising Agencies Don't Advertise
May 17, 2017 • 29m
Thriving In the Middle of the Road
May 3, 2017 • 30m
A Sales Skeptic Interviews a Sales Expert
Apr 19, 2017 • 34m
Five Irrational Fears
Apr 5, 2017 • 25m
The New Entrepreneur
Mar 15, 2017 • 28m
Truths and Myths About Money
Mar 1, 2017 • 30m
Say What You Think
Feb 15, 2017 • 33m
How Not to Act Like an Expert
Feb 1, 2017 • 31m
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