Podcast Episodes
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Ten Questions I Want to Ask You
Episode 165
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…
3 years ago
Qualities of the World's Best Project Managers
Episode 164
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 th…
3 years, 1 month ago
CRM and the Mistakes to Avoid
Episode 163
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 Exce…
3 years, 1 month ago
Why We Suck at Negotiating
Episode 162
Blair has six challenges creative agencies face when it comes to being compensated for the actual value they generate for their clients.
3 years, 2 months ago
Developing a Client Conflict Strategy
Episode 161
David addresses how vertically positioned agencies can manage a client roster containing multiple companies who are competitors with each other.
3 years, 2 months ago
Inbound, Outbound, and In Between
Episode 160
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 bei…
3 years, 3 months ago
The Perils of "Good/Better/Best" Pricing
Episode 159
Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeo…
3 years, 3 months ago
Reverse Trojan Horse Syndrome
Episode 158
Blair is confused by David's mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the i…
3 years, 4 months ago
Is Your Firm Addicted to New Business?
Episode 157
Blair sees some creative firms as "black holes" where accounts go in and seemingly never come out, and others as "new business development machines,"…
3 years, 4 months ago
Secret Tradecraft of Elite Advisors
Episode 156
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…
3 years, 5 months ago