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 departments who impose onerous terms. LINKS "Payment Terms, On Your Terms"
13 Sep 202332min
What Your Team Wants From You
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.
30 Aug 202331min
How to Ask for Referrals
As a follow-up to the discussion in the previous episode, Blair has some criteria for firms that would beneift from prioritizing and codifying an effective referral strategy as a way to gain new business. LINKS “The Best Referral Machine I Have Ever Seen”
16 Aug 202327min
How to Make Referrals
In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before talking about how to get more referrals.
2 Aug 202326min
Do You Even Need New Business People?
Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.
19 Jul 202323min
Predictive Traits of Successful Owners
David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.
5 Jul 202324min
Six Barriers to New Business Success
Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes. Links Mastering the Value Conversation The Complexities of Commission Culture Innoficiency in Your Agency The Enemy Within The Complex Battle for Margin Debriefing After a New Business Call Is Your Firm Addicted to New Business? Who’s Going to Own This?
21 Jun 202328min
Ten Questions I Want to Ask You
This is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm. LINKS "The Four Types of Employees at Your Firm"
7 Jun 202332min
