Dealing With Today's Employee

Dealing With Today's Employee

David finds the courage to address a topic he’s been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ongoing process of resolving tensions within their teams.

LINKS

"Adapting to a Modern Workforce" by David C. Baker for punctuation.com

Episoder(220)

Changes in the Agency Client Landscape

Changes in the Agency Client Landscape

David and Blair try to predict the future about what principals of creative firms can expect in their relationships with clients as the COVID-19 pandemic continues to impact business.

22 Apr 202029min

Business As Unusual - Managing in a Pandemic

Business As Unusual - Managing in a Pandemic

Blair and David address five common questions they have heard from creative entrepreneurs as they both have been helping firms navigate the economic changes being caused by the COVID-19 pandemic.

8 Apr 202030min

When Rightsizing Makes Sense...And How to Do It

When Rightsizing Makes Sense...And How to Do It

Given where the economy is currently heading, David offers a framework that can help principals of creative firms make those tough staffing decisions in a timely and considerate manner.

25 Mar 202034min

The Power of Options

The Power of Options

David asks Blair to clarify his advice on offering proposal options and anchoring. Is it about more than just scope and price?   LINKS Implementing Value Pricing: A Radical Business Model for Professional Firms by Ronald Baker The Strategy and Tactics of Pricing: A Guide to Growing More Profitably by Thomas T. Nagle and Georg Müller Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table by Reed Holden and Mark Burton Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed Holden “6 Psychological Tactics Behind the Starbucks Menu” by Kent Hendricks The Soul of Enterprise podcast, episode 233: “Pricing at Starbucks and Six Tactics You Should Know About”

11 Mar 202035min

How Digital Firms Are Different

How Digital Firms Are Different

Blair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital’s Owner Summit.   Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live recording at the Owner Summit on February 7, 2020 in New Orleans. And thank you to the amazing staff at the Orpheum Theater for helping us with the production and staging!

26 Feb 202035min

The Impact of Agile in the Real World

The Impact of Agile in the Real World

David does all the heavy lifting for Blair in his recent article so they can finally discuss the overlap between Agile as a management method and pricing policy.   LINKS “Pros and Cons of Agile…in the Real World” by David C. Baker 2Bobs episode 78: “Phase Your Client Engagements” Manifesto for Agile Software Development “Agile is Dead (Long Live Agility)” by Dave Thomas

12 Feb 202036min

Phase Your Client Engagements

Phase Your Client Engagements

Blair wants firms to get paid to write their proposals, which is the first of his four phases of client engagement.   LINKS “Different Pricing Models” - 2Bobs episode 61 “A Beginner’s Guide to Negotiating” - 2Bobs episode 53 “Alternative Forms of Reassurance” - 2Bobs episode 46 Transcript

29 Jan 202038min

Understanding Account People

Understanding Account People

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.   2Bobs episode 44: “The Best Ways to Disrespect Account People”   WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES: Pull necessary data from the client, even when it’s tough to get their cooperation. Sell recommendations back to them that are in their best interest. Lead the client. (Interesting fact: “strategy” is latin for “general” in army who leads.) Protect margins. Grow the account. Send the client to hell...and help them enjoy the trip (e.g., change orders). Read social signals and intervene before catastrophe strikes. Manage an account review, disputes, mistakes, etc. Follow client contacts to their next job. Keep ear to the ground as agency innovates client offerings.   PERSONALITY: Goal is authority and prestige. Judges others by their ability to verbalize and be flexible. Overuses enthusiasm, selling ability, and optimism. Fears boxed in environment without room to grow.

15 Jan 202031min

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