In part one of a two-part discussion about developing a business referral strategy, Blair is surprised to hear that David wants to cover how and why we can get better at giving away business, before talking about how to get more referrals.

Blair runs through one of his constraint driven exercises with David by having us imagine running our business with nobody dedicated to the various functions under the banner of new business.

David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

Even after understanding and trying to adopt the philosophies from Win Without Pitching, Blair sees many creative firms struggling to increase profit because of these six obstacles involving their people and processes.

This is your intervention and David has some tough questions about the important decisions you should be making to manage and grow your creative firm.

David feels like project managers get a bad rap and has tried to raise their profile within creative firms. So he’s gathered a list of traits from the best project managers he’s met in the hundreds of agencies he’s worked with over the years.

A lot has changed since Blair wrote his article about seven mistakes he sees creative firms make with CRM years ago, and David wants to know why Excel isn’t a good tool for managing sales leads.

Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.

David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.

Blair has been getting too much spam lately and sees an opportunity with warm leads that lies between inbound and outbound marketing which is not being mined well among the creative firms.

Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered.

Blair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how much more your firm can provide.

Blair sees some creative firms as “black holes” where accounts go in and seemingly never come out, and others as “new business development machines,” consistently generating half of their revenue from new clients every year.

David has a brand new book, Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice. In it he reveals exactly how he manages engagements with his clients, and he’s nervous about how it will be received.

Blair has talked many times on the podcast about how innovation and efficiency are mutually opposable goals, and after presenting his first keynote on the "Innoficiency Principle" goes deeper into this idea with David.

David gets flack for his contrary perspective on how agencies shouldn’t necessarily aim for long-term client relationships. So he clarifies how he’s seen the the fear of both client and employee churn hold firms back.

Blair frequently tells his clients, “You reinvent the firm one new client at a time.” So looking ahead to the new year, he has five areas where principals can be looking to upgrade their agency’s culture through the next new client.

Have your firm's managers been promoted based on technical proficiency and status, or was it because of their self-awareness and critical thinking? David shares why he sees so many poor managers in the creative firms he's worked with, and then lists what he looks for in great team leaders.