David and Blair follow up their previous discussion about how marketing firms have evolved, going deeper into how different service categories and positioning might look in the near future. Read this episode's transcript and get links to what was discussed at http://2bobs.com/podcast/how-categories-andpositioning-options-might-change
Creative or marketing firms look a lot different today than they did 20 years ago. What happened to the ad agencies and design firms? And what trends are Blair and David seeing as businesses and technology continue to evolve? Read the transcript and listen to more episodes at http://2bobs.com/podcast/the-evolution-of-a-marketing-firm
David keeps getting asked: "what multiple are you seeing these days?" As if there's some simple, magic answer that'll lead to a company's value. EBITDA is a great tool…but an incomplete one. Read the transcript and episode notes at http://2bobs.com/podcast/shortcomings-of-the-ebitda-multiplier
When someone makes Prospect Theory generalizations—saying that buyers either over-weight gains or over-weight losses—Blair wants us to remember that both are true at different times during the sales process, and we need to adjust accordingly at the right times to close the sale. Read the transcript and episode notes at http://2bobs.com/podcast/the-emotional-journey-of-buying-and-selling
Inspired by some observations of what sometimes happens to people on the journey from vendor to expert, Blair sees some newbie Win Without Pitching devotees going too far–power tripping. Read the episode notes and transcript at http://2bobs.com/podcast/hard-lines-soft-lines
Does your list of service offerings look like a Cheesecake Factory menu? David identifies five hallmarks of poor service design along with five principles of effective service offering design. Read the transcript and episode notes at http://2bobs.com/podcast/designing-your-service-offerings
In a follow-up to the popular "Secrets Behind the Killer Proposal" episode, David unloads everything firms can do to make sure their website is locked and loaded for winning over new clients (wink wink).
David has seven reasons for removing all barriers on his website for readers and prospects to access what he writes - but admits that it may not be for everyone. Read the show notes and transcript at http://2bobs.com/podcast/why-all-my-content-is-ungated
Blair details each buyer type (Convenience, Relationship, Price, Value, and Poker Player), and demonstrates how your proposal should do the negotiating work for you regardless of which type of buyer you're selling to. Read the show notes and transcript at http://2bobs.com/podcast/selling-to-different-buyer-types
Blair discusses what they mean by having a process, how to develop it, what to avoid, and how your process at its highest level can be turned into valuable IP. Get the episode notes and transcript at http://2bobs.com/podcast/the-power-of-process
Would you fire yourself based on the firm's results? Fortunately, David cannot fire you. Unfortunately, David cannot fire you.
WARNING: If you only listen to only one episode of 2Bobs it should NOT be this one. In this send up of the ridiculous things people put in their proposals David and Blair give exactly the WRONG advice, hoping you get the joke.
Every firm will face the possibility of a client concentration challenge, and every client should probably say "yes" to that opportunity in spite of the warnings going off in their heads.
Blair identifies six variables that can change the trajectory of the sale conversation with your prospective client.
The most-read New York Times story of 2021 was about the dominant emotion many of us felt. Blair and David just hit record for this episode, without any plan for this conversation about the pandemic and how they feel about the new year.
Blair has David expand on his recent article titled " You're A Dictatorship That Gathers Individual Democracies—Good For You. "
Blair tears down seven common sales advice statements that B2B creative firms should actually avoid following in their new business engagements. See the episode notes, links, and transcript
Blair provides some modeling language in a sales context. While using scripts for a sales conversation is not advised, there are some "set piece" phrases that are handy to have at the ready.
If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy's front lines.
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.
You don't need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.
If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.
David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.
In this follow-up to their July 2020 discussion, "Four Regrets You're About to Have," David interrogates Blair on the extent to which he is a valuable and accurate predictor of what is happening in the marketplace.
Blair interviews David on his recent article in which he was very open and honest about his struggles with depression and anxiety. LINKS "I Struggle With Mental Health. Maybe You Do Too." mentally-healthy.org Mentally Healthy 2020 Results...
For the last time—ever—David and Blair discuss client-side marketing departments, their struggle to be entrepreneurial and what we can learn from them.
Blair combines a few of the deeper topics he and David have already covered to provide a larger view of the overall pricing journey he recommends creative firms take.
In-house creative departments aren't going anywhere, so David wants agencies to be mindful of the unique value they bring to the projects for which their clients still need them.
David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto .
