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.   Links 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

Reboot Your Culture Through New Business

Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns

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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

Advising Clients Ethically

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.   Links “How and When to Talk About Your Firm” “Replacing Presentations With Conversations”

Just Stop Talking

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.

Working With a Maverick

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"

The Dichotomy of the Expert Salesperson

While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.   LINKS “Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com Left-handed Mango Chutney

Reboot Your Culture Through New Business

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