Ditch the (Sales) Script
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 f...
20 Joulu 202324min
Constrained by Artificial Boundaries
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he sees too many creative firms failing to make "rational" decisions because they choose to bind their businesses with outdated and overly-con...
6 Joulu 202324min
A Theory of Leisure
David shares his thoughts on some bad advice he hears involving the focus on pursuing personal passions in business.
22 Marras 202326min
The Death Throes of the Pitch
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...
8 Marras 202328min
How Much Should You Spend on Your Own Marketing?
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 med...
25 Loka 202329min
The Conflicting Ethics of Selling and Negotiating
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...
11 Loka 202322min
Doing Employee Orientation Right
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 ...
27 Syys 202323min
The War on Payment Terms
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 d...
13 Syys 202332min
