Blair is struck by how creative businesses have trouble applying their creativity to their revenue models, so he and David discuss some of the best ways firms can get paid.
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David and Blair each share their own perspectives on how chasing comfort has kept them and their clients making the right decisions in both management and sales situations.
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Blair wants creative firms to quit viewing in-house resources as the enemy and demonstrates how the arrangements between the two can be mutually beneficial.
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David and Blair each share a list of things that they wish agency principals would do more of to take their firms to the next level of success.
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Blair and David work on clarifying things by coming up with only six reasons why businesses hire creative firms.
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Blair and David share the places they find good ideas that they turn into content, the best of which end up being incorporated into their services.
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David finds Blair's thoughts fascinating on how far agencies should service or pursue clients geographically, and whether or not the location of a firm should be a factor.
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David gives Blair four practical reasons for sales people to hand off new business to the account person before the deal is closed instead of after.
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David gets into Blair's head to get his 10 basic negotiating tips that he has worked with clients on over the years.
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After having discussed positioning in multiple previous episodes, David puts together in this one episode the seven most common mistakes firms make when positioning themselves.
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David asks Blair about using "after action reviews" following sales calls, and the two key questions that should be asked as a part of that debriefing process.
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Blair asks David to make some predictions about the new year, and then they discuss some ways that businesses can prepare for and react to (God forbid) an economic downturn.
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Blair describes to David how he was able to distill his Win Without Pitching approach into a simple formula: P=db/D.
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After touching on the topic of risk in many other episodes of this podcast, David and Blair finally take a full episode to discuss at length the role of risk in entrepreneurship.
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Blair gets David to admit that he was kind of wrong about open book management being just a fad when he originally wrote about it almost two decades ago, and David offers ways that it can actually improve relationships with both employees and clients when used appropriately.
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Blair and David analyze and then look beyond the requests for reassurance potential clients make during the late stage of a sale to address their underlying motivations.
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David disagrees with Blair's model for growing existing accounts in the post-AOR era, and then offers his list of 6 ideas on the topic.
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Blair remembers what it was like when he was an account person himself, and David shares five ways firms can treat their account people better.
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