2Bobs—with David C. Baker and Blair Enns

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

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

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

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

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

David looks at the current data and weighs all the pros and cons of continuing to have staff who work from home in our post-pandemic economy, which makes Blair wonder if he would even survive if he was starting out in his profession today.   Links “The Pros/Cons of Remote Work”

3 Jan 202427min

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 for the potential long-term engagement.   Links “Ten Set Pieces” “Mastering the Value Conversation”

20 Des 202324min

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-constraining ideals like the 80/20 principle.   Links “The Great Convergence is Upon Us” by Blair Enns for Win Without Pitching Award-winning “Unapologetically Human” ad campaign by Kruger and BHLA Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong

6 Des 202324min