Blair leads a discussion on how clients tend to take mental shortcuts in making business decisions, and how we can nudge clients without manipulating them to make a decision that is in their best interest.
Read MoreDavid and Blair compare each other's competitiveness, and then offer some specific ways principals can actually collaborate with their competitors as a part of building beneficial business relationships.
Read MoreBlair 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.
Read MoreDavid and Blair explore the big topic of personality assessment tools that can help firms “get the right people on the bus.”
Read MoreBlair and David dive into a discussion on ownership structures, looking at the results of a survey that David did recently about partnerships.
Read MoreListeners 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.'"
Read MoreDavid 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."
Read MoreDavid 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.
Read MoreBlair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.
Read MoreDavid 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.
Read MoreExpertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.
Read MoreBlair revisits David's new book, The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth in front of a live audience in London, who get to ask their own questions.
Read MoreBlair talks about his new book, Pricing Creativity: A Guide to Profit Beyond the Billable Hour, and the process it took to write it. David gets him to share three of the main rules laid out in the book that firms should apply in order to see significant increases in profit.
Read MoreDavid and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.
Read MoreBlair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.
Read MoreDavid picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between full commission and salary with no incentives.
Read MoreBlair has some questions this week and David has answers. The topic is profit - what it is and the targets firms should be setting.
Read MoreDavid offers to help Blair remember all the times he's been wrong over the past couple decades. Then Blair says he'll be happy to reveal all of the places he's wrong now but doesn't even know it yet.
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