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
A DIY New Business System
Jul 16 • 33m
Dealing With Today's Employee
Jul 2 • 24m
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
Latest activity