Predictive Traits of Successful Owners

2Bobs—with David C. Baker and Blair Enns

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

38:16

Many of us are entering the new year with a similar goal — to build community and connect more with others. To kick off season five, Priya Parker shares ideas on how to be the host with the most. An expert on building connection, Priya is the author of “The Art of Gathering: How We Meet and Why It Matters.” Whether it's a book club, wedding, birthday or niche-and-obscurely themed party, Priya and Chris talk about how to create meaningful and fun experiences for all of your guests — including yourself. For the full text transcript, visit go.ted.com/BHTranscripts . For the full text transcript, visit go.ted.com/BHTranscripts Want to help shape TED’s shows going forward? Fill out our survey here ! Learn more about TED Next at ted.com/futureyou Hosted on Acast. See acast.com/privacy for more information.…

2 years ago 24:22

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David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

217 episodes

Predictive Traits of Successful Owners

2Bobs—with David C. Baker and Blair Enns

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published 2 years ago

MP3•Episode home

David has observed six common characteristics of agency principals that can affect whether or not their business succeeds.

217 episodes

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

All episodes

2Bobs—with David C. Baker and Blair Enns

1
The Waterfall of Differentiation 27:21

13 days ago27:21

27:21

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).

2Bobs—with David C. Baker and Blair Enns

1
Always Be Anchoring 30:26

27 days ago30:26

30:26

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…

2Bobs—with David C. Baker and Blair Enns

1
What to Ask, Sign, and Share With a Potential Buyer 23:54

6 weeks ago23:54

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?”…

2Bobs—with David C. Baker and Blair Enns

1
The Power of a Metaphor 26:28

8 weeks ago26:28

26:28

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.com

2Bobs—with David C. Baker and Blair Enns

1
Should You Entertain That Acquisition Offer? 24:39

10 weeks ago24:39

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 2Bobs London Meet-up on Thursday 8 May, 2025 at 2pm…

2Bobs—with David C. Baker and Blair Enns

1
When Your Clients Talk to Each Other 23:38

12 weeks 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

14 weeks 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

16 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

18 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

20 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

22 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

24 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

26 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

28 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

30 weeks ago24:04