David shares his decision-making framework that will help agency principals make better decisions during chaotic times like these.

LINKS

“Leading in a Chaotic World” article by David C. Baker on Punctuation.com

Pricing is a prison cell of our own making. And it’s cultural. Blair has come up with a series of prompts as a creative exercise to help us all move into a realm of higher pricing.

“Creating a Culture of Premium Pricing” by Blair Enns at WinWithoutPitching.com

“Have we Hit Peak Strategy?”

“Be the Client You Want to See in the World”

David wants agency principals to develop new business plans which delivers more new leads with less labor so their organizations can have more controllable growth, as well as increasing their likelihood for a successful exit when that time comes.

2Bobs episode: “The Rungs You Can Reach on the Ladder of Lead Generation”

NY Times article: “How a Self-Published Book Broke ‘All the Rules’ and Became a Best Seller”

Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more “strategic.” Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services.

Blair’s “What Is Strategy?” episode of the Ditching Hourly podcast with Jonathan Stark

David definitely doesn’t want anyone to be like tech bros, but he has recognized a few things creative agencies might be able to learn from them.

Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts. 

LINKS

“Turning Your Delivery Team Into a Sales Team” article by Blair on WinWithoutPitching.com

Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.

LINKS

"Advising Clients Ethically" article on Punctuation.com

The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.

“How and When to Talk About Your Firm”

“Replacing Presentations With Conversations”

When it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"