How to Ask for Referrals

2Bobs—with David C. Baker and Blair Enns

2Bobs—with David C. Baker and Blair Enns

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Kandungan disediakan oleh David C. Baker and Blair Enns, David C. Baker, and Blair Enns. Semua kandungan podcast termasuk episod, grafik dan perihalan podcast dimuat naik dan disediakan terus oleh David C. Baker and Blair Enns, David C. Baker, and Blair Enns atau rakan kongsi platform podcast mereka. Jika anda percaya seseorang menggunakan karya berhak cipta anda tanpa kebenaran anda, anda boleh mengikuti proses yang digariskan di sini https://ms.player.fm/legal.

State Secrets: Inside The Making Of The Electric State

1
Family Secrets: Chris Pratt & Millie Bobby Brown Share Stories From Set 22:08

17 days ago22:08

Main Kemudian

Senarai

Suka

Disukai

22:08

Host Francesca Amiker sits down with directors Joe and Anthony Russo, producer Angela Russo-Otstot, stars Millie Bobby Brown and Chris Pratt, and more to uncover how family was the key to building the emotional core of The Electric State . From the Russos’ own experiences growing up in a large Italian family to the film’s central relationship between Michelle and her robot brother Kid Cosmo, family relationships both on and off of the set were the key to bringing The Electric State to life. Listen to more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

2 years ago 27:06

MP3•Laman utama episod

As a follow-up to the discussion in the previous episode, Blair has some criteria for firms that would beneift from prioritizing and codifying an effective referral strategy as a way to gain new business.

LINKS

“The Best Referral Machine I Have Ever Seen”

212 episod

#MBA #Blair Enns #Entrepreneur #Business #David C Baker And Blair Enns #David C Baker

2Bobs—with David C. Baker and Blair Enns

How to Ask for Referrals

2Bobs—with David C. Baker and Blair Enns

91 subscribers

published 2 years ago

Kongsi

MP3•Laman utama episod

LINKS

“The Best Referral Machine I Have Ever Seen”

212 episod

#MBA #Blair Enns #Entrepreneur #Business #David C Baker And Blair Enns #David C Baker

すべてのエピソード

2Bobs—with David C. Baker and Blair Enns

1
When Your Clients Talk to Each Other 23:38

5 days ago23:38

23:38

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 episode

2Bobs—with David C. Baker and Blair Enns

1
Facing an Existential Crisis? 28:43

18 days ago28:43

28:43

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…

2Bobs—with David C. Baker and Blair Enns

1
Who Should Set Prices? 41:01

5 weeks ago41:01

41:01

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 Prices In Your Firm?” written by Blair Enns for WinWithoutPitching.com…

2Bobs—with David C. Baker and Blair Enns

1
10 Reasons a Buyer Might Want Your Firm 32:41

7 weeks ago32:41

32:41

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…

2Bobs—with David C. Baker and Blair Enns

1
To Standardize or Customize 35:31

9 weeks ago35:31

35:31

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.

2Bobs—with David C. Baker and Blair Enns

1
Don't Bother Eating Your Veggies 24:56

11 weeks ago24:56

24:56

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…

2Bobs—with David C. Baker and Blair Enns

1
Adapting Hiring Strategies Over Time 26:05

13 weeks ago26:05

26:05

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 David C. Baker for punctuation.com “The Problem of Standards” by David Maister…

2Bobs—with David C. Baker and Blair Enns

1
The Barbell of Pricing Risk 26:14

15 weeks ago26:14

26:14

Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.

2Bobs—with David C. Baker and Blair Enns

1
Selling Your Professional Services Firm 41:23

17 weeks ago41:23

41:23

Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer . LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.

2Bobs—with David C. Baker and Blair Enns

1
Questions, Not Answers 24:04

19 weeks ago24:04

24:04

Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces. Links “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com…

2Bobs—with David C. Baker and Blair Enns

1
Assume an Advantaged Player 22:25

21 weeks ago22:25

22:25

Blair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor. Links “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.com

2Bobs—with David C. Baker and Blair Enns

1
The Four Conversations: A New Model for Selling Expertise 30:34

23 weeks ago30:34

30:34

David interviews Blair about his new book , which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversations: A New Model for Selling Expertise by Blair Enns

2Bobs—with David C. Baker and Blair Enns

1
200th Episode Special 30:21

25 weeks ago30:21

30:21

Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.

2Bobs—with David C. Baker and Blair Enns

1
How Account Managers Deliver Strategy 23:46

27 weeks ago23:46

23:46

David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "Account Managers and Strategy" by David C. Baker at punctuation.com

2Bobs—with David C. Baker and Blair Enns

1
How to Avoid Commodifying Your Offering 29:47

29 weeks ago29:47

29:47

Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing. LINKS "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com "Phase Your Client Engagements" 2Bobs episode…

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