2Bobs—with David C. Baker and Blair Enns

Blair predicts when we are through the COVID-19 pandemic and business is approaching normal (whatever that means), agency principals will look back with some regrets about the things they did not do, rather than the things they did. LINKS "Four Regrets You're About to Have" by Blair Enns "Play the Game of Constraints" by Blair Enns

Blair and David, as two white business leaders, try talking about the traumatic and emotional yet very necessary changes happening now to end systemic racism. As they listen and allow space for the voices of diversity that need to be heard, they also struggle with when to speak up as examples, owning up to their mistakes which will hopefully help lead the way for real change. LINKS "How I'm Trying to Process Things Right Now" by David C. Baker "Speech and Systems" - episode 186 of Exponent podcast A Statement from the Founders of Monday Night Brewing

New business professionals often struggle with key questions critical to their success. The podcast dives into the importance of firms equipping their teams with the right tools and knowledge. It highlights defining qualified clients and the challenges in navigating spending habits. The balance between pursuing opportunities and adhering to client criteria is discussed, emphasizing collaboration. The need for understanding compensation structures and accountability in sales is also explored, alongside the shift from a transactional to a consultative approach in client interactions.

Blair gets David to share a part of his upcoming book about how all client relationships have a cycle of love-hate-love that we have to be prepared for and push through.

David expects to get in trouble discussing Blair's topic about the role of friendship in business—between sales people and prospects, account people and clients, and principals and employees.

David and Blair try to predict the future about what principals of creative firms can expect in their relationships with clients as the COVID-19 pandemic continues to impact business.

Blair and David address five common questions they have heard from creative entrepreneurs as they both have been helping firms navigate the economic changes being caused by the COVID-19 pandemic.

Given where the economy is currently heading, David offers a framework that can help principals of creative firms make those tough staffing decisions in a timely and considerate manner.

Dive into the art of crafting compelling proposals with multiple options that captivate clients. Discover how the psychology of choice influences decision-making and enhances perceived value. Learn about the significance of price anchoring and how to manage client expectations effectively. Explore innovative pricing strategies that align payments with the value provided, including performance-based incentives. Finally, uncover best practices in presenting pricing options, like using high anchor prices and naming options to clarify benefits.

Blair and David record a live episode at the Orpheum Theater in New Orleans for Bureau of Digital's Owner Summit. Thank you to Carl Smith and Lori Averitt at Bureau of Digital for hosting the live recording at the Owner Summit on February 7, 2020 in New Orleans. And thank you to the amazing staff at the Orpheum Theater for helping us with the production and staging!