2Bobs—with David C. Baker and Blair Enns

Blair identifies three recurring categories of lost sales in creative firms and offers solutions to each. Fixing two of these patterns can reap the dividends immediately, and adjusting your sales approach for all three will pay off for years.
 
LINKS
"Three Patterns of Lost Opportunities" article by Blair Enns for winwithoutpitching.com
Brigadoon.live
"Slapping Down Your Childlike Glee" 2Bobs episode
"Debriefing After a New Business Call" 2Bobs episode
"Assume an Advantaged Player" 2Bobs episode
"The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode

David sees a lot of creative agencies making bad assumptions about their client relationships by not making the distinction between the reasons why clients come to them in the first place, why they choose to continue working with them as time passes, and then why they ultimately move on.
 
LINKS
"Distinguishing Between Why Clients Come, Stay, and Leave" by David C. Baker for punctuation.com
"The Waterfall of Differentiation" 2Bobs episode

Blair is stunned that he still encounters so many advisory businesses like ad agencies, consulting firms, legal and accounting practices — large and small — that are still selling time. So he and David discuss what new revenue models should look like as we all adapt to how AI is changing our businesses.
 
Links
"Time's Up, Babycakes" by Blair Enns for winwithoutpitching.com
Time's Up!: The Subscription Business Model for Professional Firms by Paul Dunn and Ronald J. Baker
The Automatic Customer: Creating a Subscription Business in Any Industry by John Warrillow
The Forever Transaction by Robbie Kellman Baxter
Subscribed: Why the Subscription Model Will Be Your Company's Future – and What to Do About It by Tien Tzuo and Gabe Weisert

Blair interviews David about a recent article he's been receiving a lot of feedback on, in which he lists all of the things he would try to incorporate into a brand new creative agency, based on what he's seen and learned from working with thousands of firms over the years.
 
Links
"If I Started A New Firm, Now" by David C. Baker for punctuation.com

Blair differentiates between decoy pricing and price anchoring, which are two different techniques that are often confused for each other, and can increase your average proposal value in multi-option pricing when used appropriately.
 
Links
"Decoy or Anchor?" article by Blair Enns for winwithoutpitching.com
"The Perils of 'Good/Better/Best' Pricing" 2Bobs episode