Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
…
continue reading
David C Baker And Blair Enns Podcasts
This podcast is for you if you are managing day to day client relationships in a creative agency. The aim of the podcast is to share insights and tips to help you add more value to the client's business, strengthen your relationships with your clients, develop your skills in account management and grow your agency's business.
…
continue reading
1
What I Learned From Teaching Motorcycle Racing
25:04
25:04
Play later
Play later
Lists
Like
Liked
25:04
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies. LINKS “What I Learned from the Race Track” by David C. Baker for punctuation.comBy David C. Baker and Blair Enns
…
continue reading
1
Mastering agency niching: How to boost your pipeline and navigate AI, with Steve Guberman
39:43
39:43
Play later
Play later
Lists
Like
Liked
39:43
Welcome to Episode 142. I'm chatting with Steve Guberman. With over 25 years in the creative, marketing, advertising, and public relations industry, including a decade spent running and eventually selling his own successful agency, Steve now channels his expertise into coaching agency owners. As the founder of Agency Outsight, Steve helps owners un…
…
continue reading
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization’s long-term sales system. LINKS "Critical Questions Your New Business Person Should Be Able to Answer" 2Bobs episode "How to Ask for Referrals" 2Bobs episode "CRM and the Mistakes t…
…
continue reading
1
The Case for Splitting Account Management & Project Management, with Brett Harned
45:16
45:16
Play later
Play later
Lists
Like
Liked
45:16
Welcome to episode 141. I'm chatting to Brett Harned, a consultant, coach, and author with 20+ years of experience leading digital and creative teams. He helps organisations solve people, process, and culture challenges with a strategic, human-centred approach. A longtime voice in the PM community, Brett founded the Digital PM Summit, wrote Project…
…
continue reading
David finds the courage to address a topic he’s been putting off for awhile, as he is seeing more agency principals struggling to maintain both healthy and productive work environments by leading the ongoing process of resolving tensions within their teams. LINKS "Adapting to a Modern Workforce" by David C. Baker for punctuation.com…
…
continue reading
1
Inside Client Services: A CSD's Take on Global Expansion, with Laura Smales
47:24
47:24
Play later
Play later
Lists
Like
Liked
47:24
Welcome to episode 140, with Laura Smales, Client Services Director at Creative search marketing agency, Rise At Seven. This episode is going to be particularly interesting if you are a CSD in an agency and curious how another one operates. Here’s what we covered in this episode: How Rise at Seven differentiates themselves from other agencies Why L…
…
continue reading
Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the “Probative Conversation” from his Four Conversations sales model. LINKS "There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com "The …
…
continue reading
1
Conversations not presentations - mastering sales, with Blair Enns
42:04
42:04
Play later
Play later
Lists
Like
Liked
42:04
Welcome to episode 139. My guest is Blair Enns - a globally recognised author, speaker and the founder of Win Without Pitching, a sales training company that has transformed how creative professionals position and sell their expertise Blair is the author of three books; o The Win Without Pitching Manifesto, a rallying cry for creative agencies to s…
…
continue reading
When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or qualifying characteristics).By David C. Baker and Blair Enns
…
continue reading
1
Why Account Management Deserves More Respect, with David C. Baker
54:10
54:10
Play later
Play later
Lists
Like
Liked
54:10
Welcome to episode 138. If you’re managing client relationships - or leading others who do - this episode is packed with practical advice. I’m joined by David C. Baker, widely regarded as "the expert's expert" in the marketing agency world. David has advised over 1,000 entrepreneurial experts through his consulting firm, Punctuation, which he found…
…
continue reading
Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is the best time to present the anchor option within the sales conversation? Links “Anchor High” by Blair Enns for winwithoutpitching.com…
…
continue reading
1
How adding account management impacted an event production agency, with Cameron Magee
56:50
56:50
Play later
Play later
Lists
Like
Liked
56:50
Welcome to episode 137. If you’ve ever wondered when’s the right time to introduce an account manager role into your agency - or how that change might impact the way you serve clients - this episode is for you. I’m joined by Cameron Magee, founder of event production agency avad3, trusted by clients such as Walmart and the White House. He shares wi…
…
continue reading
1
What to Ask, Sign, and Share With a Potential Buyer
23:54
23:54
Play later
Play later
Lists
Like
Liked
23:54
Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short list of materials that can help you take the lead in early conversations with a buyer. LINKS ”Should You Entertain That Acquisition Offer?”…
…
continue reading
1
From employee to advocate: Why account managers should build a personal brand, with Claudia Cardinali
48:49
48:49
Play later
Play later
Lists
Like
Liked
48:49
Welcome to episode 136. We’re talking about a topic that’s becoming a real game-changer for creative agencies - the power of personal branding and employee-generated content. If you're an account manager, this one's especially for you. Clients are increasingly choosing to work with people, not just businesses. So the way you show up online can dire…
…
continue reading
The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise. LINKS "The Power of a Metaphor" written by Blair Enns for winwithoutpitching.comBy David C. Baker and Blair Enns
…
continue reading
1
Smaller, Faster, More Human: The Future of Agencies, with Carl Smith
46:46
46:46
Play later
Play later
Lists
Like
Liked
46:46
Welcome to episode 135. There’s a quiet shift happening in the agency world - and today’s episode gets right into it. More and more agencies are choosing to stay lean, move faster, and build businesses that are not just profitable - but more human. And that shift is changing everything, from how we use AI, to how we lead, to what it means to be an …
…
continue reading
1
Should You Entertain That Acquisition Offer?
24:39
24:39
Play later
Play later
Lists
Like
Liked
24:39
Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals should consider, whether or not you are actively looking to sell your firm. Links “Should You Entertain That Offer?” by David C. Baker for punctuation.com…
…
continue reading
1
The Impact of AI on SEO agencies, with Kevin Gibbons
44:55
44:55
Play later
Play later
Lists
Like
Liked
44:55
Welcome to episode 134. I spoke to Kevin Gibbons, founding director of Re:signal, a specialist ecommerce SEO agency, driving organic search growth for clients including Under Armour, FatFace and ASICS. Kevin frequently writes/speaks within the search industry. Kevin covers: - how AI is shaking up SEO and what that means for agencies and their clien…
…
continue reading
Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links “How to Ask for Referrals” 2Bobs episodeBy David C. Baker and Blair Enns
…
continue reading
As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. Links "Facing an Existential Crisis" article by David for punctuation.com Rory Sutherland's LinkedIn post David's LinkedIn post…
…
continue reading
1
The AI business consultancy, with Tom Head
52:52
52:52
Play later
Play later
Lists
Like
Liked
52:52
Welcome to episode 133. I'm chatting with Founder of G3NR8, Tom Head, about how AI is impacting business. G3NR8 is a consultancy for a new age, innovating business with AI. Tom has spent two decades in digital and built multiple 7 figure agencies. He’s worked with brands such as Red Bull Racing, JP Morgan, Tesco, and The Guardian and is now helping…
…
continue reading
As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title. Links “Who Should Set Pric…
…
continue reading
1
How to run strategic marketing campaigns for your agency
1:24:03
1:24:03
Play later
Play later
Lists
Like
Liked
1:24:03
Welcome to episode 132. This one will be particularly interesting and useful for you if you are responsible for marketing your agency's services. Agencies are experts in the field of marketing and are always focused on our clients’ marketing success. But how often do we seek an external perspective on how we are marketing our own agency services? S…
…
continue reading
David thinks principals should build their firms as if they were going to sell it while Blair’s advice is to run it as if you’ll never sell it. Being aware of options as your firm matures can give you the leverage you might need in negotiations. Links “Ten Reasons Firms Are Bought” by David C. Baker for punctuation.com…
…
continue reading
1
How GenAI is transforming pharma marketing & healthcare communications
1:12:45
1:12:45
Play later
Play later
Lists
Like
Liked
1:12:45
Welcome to episode 131. If you are a healthcare communications agency owner, or an account manager working in healthcare communications, and you're looking to stay ahead in the ever-evolving world of pharmaceutical marketing, then this episode is for you. I'm joined in the studio by Jonathan Gwillim and Kate Eversole from PharmaBrands. They are the…
…
continue reading
Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique needs of each client.By David C. Baker and Blair Enns
…
continue reading
1
Why agencies needs a people and culture plan, with Theresa Carter
43:16
43:16
Play later
Play later
Lists
Like
Liked
43:16
Welcome to episode 130. I’m joined by Leadership Coach and People & Culture Consultant, Theresa Carter. Agencies are people businesses, so it's essential to the success of the agency to attract and recruit the right people with the right skills for the right roles. And this also means that, as the agency grows, the needs of the business change. For…
…
continue reading
In Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode…
…
continue reading
1
Mastering client-centric account growth in 2025, with Jenny Plant
29:19
29:19
Play later
Play later
Lists
Like
Liked
29:19
Welcome to episode 129. In this episode Jenny breaks down the three key areas to focus on if you want to maximise the growth of your existing client accounts in 2025: 1. Finding COMMERCIAL CLARITY Agencies who predictably forecast revenue growth from existing accounts are clear where to focus their team's efforts and provide sufficient time and sup…
…
continue reading
David describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by Da…
…
continue reading
1
How to be a leader people want to follow, with Traci Schubert Barrett
51:11
51:11
Play later
Play later
Lists
Like
Liked
51:11
Welcome to episode 128. This conversation is going to be particularly interesting for you if you’re keen to develop your leadership skills. It’s for you if you’re currently in charge of the agency and leading the whole team OR you’re leading an AM team within the agency - and you want to go from being a ‘good’ leader to being a ‘great’ leader. Foun…
…
continue reading
Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.By David C. Baker and Blair Enns
…
continue reading
1
Top 10 tips & insights from the podcast in 2024, with Jenny Plant
25:54
25:54
Play later
Play later
Lists
Like
Liked
25:54
Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I’ve been reflecting on the superb guests I’ve had on the show. I thought I’d select a handful of soundbites from this year’s podcast episodes to share with you. This isn’t a comprehensive list - there have been so many standout moments - but these clips include tip…
…
continue reading
