2Bobs—with David C. Baker and Blair Enns

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

Despite the fact that many entrepreneurs hate people telling them what to do, they end up running their own agencies using a "central planning" model. Instead, David encourages entrepreneurial leaders to set clear standards, give staff more freedom, and institute kind accountability, for them and ourselves. Links "Countering Your 'Central Planning' Tendencies" by David C. Baker for punctuation.com

David interviews Blair about his recent article in which he gives us methods to cope with our own natural emotional and physiological responses that can be triggered when unforeseen events unfold within sales conversations. LINKS "Can Improv and Cold Plunges Improve Your Sales?" by Blair Enns for winwithoutpitching.com Blair's interview on the Undisputed Authority podcast with Liam Curley What Doesn't Kill Us by Scott Carney

Blair interviews David about a recent article in which he argues that the very traits that make entrepreneurs successful also make it hard for them to give up being their own boss and join someone else's company. LINKS "What Makes Entrepreneurs Unemployable" by David C. Baker for punctuation.com