Whether you call yourself an advisor or consultant (or not), David has seven core ethical principles that should govern advisory work.

LINKS

"Advising Clients Ethically" article on Punctuation.com

The fact that sales people tend to talk too much is nothing new, but Blair has observed in recent client work just how profound of an effect this pervasive problem has on sales outcomes.

“How and When to Talk About Your Firm”

“Replacing Presentations With Conversations”

When it comes to qualifications for ideal clients, David doesn’t hear anyone talking about how agencies can benefit when the person across the table is someone who presses boundaries and ethically skirts the rules within their own organization.

As Blair is finishing his new book that drops later this year, he comes to the realization that pretty much everything he does comes down to the fundamental issue that experts think they need to show up as a different person during the sale: pitching, persuading, and convincing instead of as the leader their prospective clients need them to be.

LINKS

"The Dichotomy of the Expert Salesperson" article by Blair Enns at WinWithoutPitching.com

"Ditch the (Sales) Script"

While discussing eight ways creative firms can do pro bono work better based on an article David wrote recently, both he and Blair discover a couple new profound insights together.

“Maximizing Your Pro-Bono Contributions” by David C. Baker at Punctuation.com

Left-handed Mango Chutney

Blair recognizes how a Confucius quote is really bad business advice, but is still moved by how a highly principled creative firm in New Zealand continues to thrive by prioritizing their creative practices and client fit over new business strategy.

LINKS

"Attending the Way" article by Blair on WinWithoutPitching.com

AltGroup.net

David frequently gets hired to help resolve issues at firms between multiple principles when it comes to who does what and how much each should get paid, so he’s come up with a 7-point framework he can use in each unique scenario.

David interviews Blair about his recent article in which he takes a lesson from investing with compound interest to understand the increasing returns we can receive from our relentless pursuit of knowledge over time.

“The Time Value of Knowledge” article on WinWithoutPitching.com

David looks at the current data and weighs all the pros and cons of continuing to have staff who work from home in our post-pandemic economy, which makes Blair wonder if he would even survive if he was starting out in his profession today.

“The Pros/Cons of Remote Work”

Blair sees too many creative firms talking at prospective clients using sales scripts instead of having a series of wide ranging conversations on their unique issues and objectives that set the tone for the potential long-term engagement.

“Ten Set Pieces”

“Mastering the Value Conversation”

Blair’s latest obsession is bounded rationality, in which he sees too many creative firms failing to make “rational” decisions because they choose to bind their businesses with outdated and overly-constraining ideals like the 80/20 principle.

“The Great Convergence is Upon Us” by Blair Enns for Win Without Pitching

Award-winning “Unapologetically Human” ad campaign by Kruger and BHLA

Productize: The Ultimate Guide to Turning Professional Services to Scalable Products by Eisha Tierney Armstrong