Always Be Anchoring

Blair and David come up with descriptive words that help clarify each of the four parts of what David calls the "pantheon" for new business: positioning, lead generation, sales, and pricing. Pricing Creativity: A Guide to Profit Beyond the Billable Hour Mastering the Value Conversation podcast episode

6 Jun 201827min

David and Blair explore the big topic of personality assessment tools that can help firms “get the right people on the bus.” Not Your Typical Personality Types →

16 Mai 201833min

Blair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.

2 Mai 201834min

Listeners on Twitter wanted to know what clients actually want from creative firms, so David makes a list based on his experience of what good clients want, while Blair's reaction is "who cares what clients want... all they wanted was a 'faster horse.'"

18 Apr 201834min

David gets Blair to expound on his statement that “the value conversation is where value pricing theory goes to die,” and how crucial that conversation is within the sales framework he lays out in his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour."

4 Apr 201835min

David and Blair take a stab at answering the complicated question of what success looks like for each of them personally, as well as what it means for their clients.

21 Mar 201830min

Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.

7 Mar 201833min

David is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they either aren't ready or don't believe in the idea of tight positioning. You’ll feel dirty.

21 Feb 201831min