David has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he’s nervous about how it will be received.

Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice

The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth

Read the transcrtipt and episode notes at http://2bobs.com/podcast/secret-tradecraft-of-elite-advisors

Blair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into this idea with David.

“The Innoficiency Problem”

“The Marketing Procurement Problem”

The Google Cemetery

“The Enemy Within”

“The Complex Battle for Margin”

“Five Levels of Pricing Success”

David gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back.

LINKS

"Reboot Your Culture Through New Business"

"Your Firm Should Be A Team—Not A Family"

"The Problem of Standards" by David Maister Read the transcript and episode notes at http://2bobs.com/podcast/churn-baby-churn

Blair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where principals can be looking to upgrade their agency’s culture through the next new client.

Tim Williams, The Unscalable Business Model

Jim de Zoete, Don't Pitch Your Mental Health

Maintaining the Expert Position...After the Sale

The Agency Gatekeeper

Slapping Down Your Childlike Glee

Everything Can Change in One Conversation

The Enemy Within

Mastering the Value Conversation

Selling in One Lesson

The Power of Options

Have your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms he's worked with, and then lists what he looks for in great team leaders.

Read the episode notes and transcript at http://2bobs.com/podcast/who-should-be-promoted

Without turning everything into a power play, David provides seven sources of leverage that can help agencies maintain the leadership role in client engagements long term.

Read the epiosde notes and transcript at http://2bobs.com/podcast/maintaining-the-expert-position-after-the-sale

David has 16 things for principals to try when they feel the need to do something different from running their firm.

Links

Play the Game of Constraints Read the epsisode notes and transcript at http://2bobs.com/podcast/when-your-engagement-level-drops

Blair talks about his new podcast with Leah Power, 20% - The Marketing Procurement Podcast, in which they are speaking with marketing, procurement, and agency professionals about how to "procure" creativity without killing it.

Read the episode notes and transcript at http://2bobs.com/podcast/the-marketing-procurement-problem

Blair recommends five things firms need to be effective at qualifying new business opportunities in order to prevent the over-allocation of resources against early-stage buyers.

Links

Slapping Down Your Childlike Glee

Mastering the Value Conversation

Models Everywhere

Critical Questions Your New Business Person Should Be Able to Answer

How and When to Talk About Your Firm

Read the episode notes and transcript at http://2bobs.com/podcast/the-agency-gatekeeper

David thinks creative firms can learn something from sex workers about how to run their business.

Read the transcript and episode notes at http://2bobs.com/podcast/prostitutes-and-scope-creep