David looks at the current data and weighs all the pros and cons of continuing to have staff who work from home in our post-pandemic economy, which makes Blair wonder if he would even survive if he was starting out in his profession today.

"The Pros/Cons of Remote Work"

Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement.

"Ten Set Pieces"

"Mastering the Value Conversation"

Blair's latest obsession is bounded rationality, in which he sees too many creative firms failing to make "rational" decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle.

"The Great Convergence is Upon Us" by Blair Enns for Win Without Pitching

Award-winning "Unapologetically Human" ad campaign by Kruger and BHLA

Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong

David shares his thoughts on some bad advice he hears involving the focus on pursuing personal passions in business.

Blair weighs in on this year's Forrester report, which shows the ridiculous amount of money agencies have been wasting on pitches.

LINKS

"Are These the Last Days of the Pitch?" by Blair Enns for Win Without Pitching

"A New Forrester Report Urges Brands and Agencies to 'Ditch the Pitch'" by Olivia Morley for AdWeek published on 4 A's

David addresses another frequently asked question, looking at what creative firms should budget in terms of both money and time for their website, SaaS/automation, PR, content creation, and social media.

Blair identifies the differences between the ethics of selling expertise and the three schools of bargaining ethics, and what happens when we don't adapt our bargaining approach to match our opponents in the game of negotiation.

"The Conflicting Ethics of Selling & Negotiating" article by Blair Enns on WinWithoutPitching.com

In an era of rapid turnover and remote working arrangements, developing a structured onboarding process for new staff is more important than ever. David has a checklist to help agencies get their new employees up to speed as quickly as possible.

Blair sees non-standard payment terms as a two-sided issue, where agencies should be creatively leveraging terms more to their own benefit as opposed to just defending themselves against procurement departments who impose onerous terms.

LINKS

"Payment Terms, On Your Terms"

While analyzing data from his Total Business Reset surveys, David has noticed five significant trends which principals should be aware of to run their firms more effectively, as well as one thing your team wishes you'd stop doing.