How to Ask for Referrals

2Bobs—with David C. Baker and Blair Enns

Player FM - Internet Radio Done Right

91 subscribers

הוסף לפני eight שנים

תוכן מסופק על ידי David C. Baker and Blair Enns, David C. Baker, and Blair Enns. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי David C. Baker and Blair Enns, David C. Baker, and Blair Enns או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.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

לפני 22 ימים22:08

הפעל מאוחר יותר

רשימות

לייק

אהבתי

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.…

לפני שנתיים 27:06

MP3•בית הפרקים

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 פרקים

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

How to Ask for Referrals

2Bobs—with David C. Baker and Blair Enns

91 subscribers

published לפני שנתיים

שתפו

MP3•בית הפרקים

LINKS

“The Best Referral Machine I Have Ever Seen”

212 פרקים

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

כל הפרקים

1
When Your Clients Talk to Each Other 23:38

לפני 10 ימים23:38

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

1
Facing an Existential Crisis? 28:43

לפני 23 ימים28:43

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…

1
Who Should Set Prices? 41:01

לפני 5 weeks41:01

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…

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

לפני 7 weeks32:41

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…

1
To Standardize or Customize 35:31

לפני 9 weeks35:31

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.

1
Don't Bother Eating Your Veggies 24:56

לפני 11 weeks24:56

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…

1
Adapting Hiring Strategies Over Time 26:05

לפני 13 weeks26:05

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…

1
The Barbell of Pricing Risk 26:14

לפני 15 weeks26:14

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.

1
Selling Your Professional Services Firm 41:23

לפני 17 weeks41:23

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.

1
Questions, Not Answers 24:04

לפני 19 weeks24:04

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…

1
Assume an Advantaged Player 22:25

לפני 21 weeks22:25

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

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

לפני 23 weeks30:34

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

1
200th Episode Special 30:21

לפני 25 weeks30:21

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.

1
How Account Managers Deliver Strategy 23:46

לפני 27 weeks23:46

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

1
How to Avoid Commodifying Your Offering 29:47

לפני 29 weeks29:47

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…

ברוכים הבאים אל Player FM!

Player FM סורק את האינטרנט עבור פודקאסטים באיכות גבוהה בשבילכם כדי שתהנו מהם כרגע. זה יישום הפודקאסט הטוב ביותר והוא עובד על אנדרואיד, iPhone ואינטרנט. הירשמו לסנכרון מנויים במכשירים שונים.