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Your hosts are David C. Baker of ReCourses, author, speaker, and advisor to owners of expert firms, and Blair Enns of Win Without Pitching, the sales training and coaching program for creative entrepreneurs.

2bobs.com

Jan 15, 2020

David keeps encountering clients who don’t appreciate how their account people actually contribute to their overall business, and Blair totally identifies with the traits that David describes.

 

2Bobs episode 44: “The Best Ways to Disrespect Account People”

 

WHAT ACCOUNT PEOPLE DO, IN BROAD STROKES:

  1. Pull...


Jan 1, 2020

Blair and David share their frustrations around some contracts that they have been asked to sign, making it clear why they are not attorneys.

 

This episode does not contain legal advice. Get a lawyer for that:

Sharon Toerek

Candice Kersh

Jeffrey Dermer

Michael...


Dec 18, 2019

David keeps seeing principals who get someone else to run their firm, which is not a good idea. Then he gets Blair's thoughts on why he thinks it happens.

 

Links

David C. Baker Seminar

Win Without Pitching Workshops with Blair Enns

Built to Sell: Creating a Business That Can Thrive Without You by John Warrillow


Dec 4, 2019

David and Blair lay out some of the reasons why they think, in most cases, agencies pursuing recurring revenue models are making a mistake.

 

Links

“Why Monthly Recurring Revenue (MRR) Arrangements May Not Be Ideal” by David C. Baker

The End of Average: How We Succeed in a World That Values Sameness by Todd Rose


Nov 20, 2019

David brings up one of Blair's favorite topics: how they keep themselves and their clients from being trapped by requests for proposal.

 

LINKS

2Bobs episode 70, “The Only New Business Indicator That Matters”