Advising Clients Ethically
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
24 Apr 202424min
Just Stop Talking
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”
10 Apr 202431min
Working With a Maverick
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.
27 Mar 202423min
The Dichotomy of the Expert Salesperson
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"
13 Mar 202423min
Maximizing Pro Bono Opportunities
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
28 Feb 202419min
Attending the Way
Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy. LINKS "Attending the Way" article by Blair on WinWithoutPitching.com AltGroup.net
14 Feb 202421min
A 7-part Theory of Principal Compensation
David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he’s come up with a 7-point framework he can use in each unique scenario.
31 Jan 202423min
The Time Value of Knowledge
David interviews Blair about his recent article in which he takes a lesson from investing with compound interest to understand the increasing returns we can receive from our relentless pursuit of knowledge over time. Links “The Time Value of Knowledge” article on WinWithoutPitching.com
17 Jan 202429min
