If you ever need to go to war over not being paid, David has some bombs you can lob over your enemy’s front lines.
Read More
Blair interviews David on why dropping a client is sometimes necessary and how to best approach letting them go.
Read More
Where did the new client come from? Who gets credit? Should the new business person be involved in growing existing accounts? How should they, and/or the account people be compensated? Blair addresses all of these sales attribution questions.
Read More
You don’t need a degree or license or permission to write a book. David and Blair share the steps they took and what they have learned from the writing process.
Read More
If you think you might have a book in you but aren't sure writing and publishing your own book as an entrepreneur is worth the effort, this episode is for you.
Read More
David has eight questions he wants agency principals to ask themselves before hiring him to help add a new partner.
Read More
In this follow-up to their July 2020 discussion, “Four Regrets You’re About to Have,” David interrogates Blair on the extent to which he is a valuable and accurate predictor of what is happening in the marketplace.
Read More
Blair interviews David on his recent article in which he was very open and honest about his struggles with depression and anxiety.
Read More
For the last time—ever—David and Blair discuss client-side marketing departments, their struggle to be entrepreneurial and what we can learn from them.
Read More
Blair combines a few of the deeper topics he and David have already covered to provide a larger view of the overall pricing journey he recommends creative firms take.
Read More
In-house creative departments aren't going anywhere, so David wants agencies to be mindful of the unique value they bring to the projects for which their clients still need them.
Read More
David asks Blair some awkward questions to get inside his head about his successful book, The Win Without Pitching Manifesto.
Read More
Most of us haven’t sold one firm that we’ve owned, and those principals who have formerly sold their firm aren’t always...ahem...telling the truth.
Read More
In a nod to the Walt Whitman line, Blair believes successful sales people - as well as agency principals - often need to present themselves as different personalities in different situations. And David believes sales trainers are actually therapists.
Read More
As we’ve seen independent creative marketing and digital firms experience rapid growth over this past year, David offers five factors that principals should consider in order to avoid growing for the wrong reasons and/or mismanaging that growth.
Read More
Having a problem with either hearing or saying “no” can lead to problems for your business. Blair has 12 statements about the word “no” that can help.
Read More
When people from other industries learn about what goes on inside your firm, are they awe-struck in a good or bad way? Blair and David come up with a list of things that are unique to the creative firm biz and how they’ve seen outsiders react to them.
Read More
Blair shares an overview of all the communication tools creative firms should be using throughout the sales process.
Read More