2Bobs - with David C. Baker and Blair Enns
David C. Baker and Blair Enns
- 24 minutes 19 secondsDealing With the Ghosting Problem
Are prospects not responding to your follow-up after you submit a proposal? Blair goes through what might be causing their lack of response and then provides three tools to address the ghosting problem.
Links"Ghosted. Now What?" by Blair Enns for winwithoutpitching.com
3 December 2025, 2:29 pm - 30 minutes 39 secondsDefending the Castle When the Moats Are Drained
One characteristic of our industry is disappearing moats. After a brief overview of the fourteen moats we've lost from 1965 to today, we'll look at what turf we really have left to defend and what the future will look like if we get this right. It'll be very different, and you'd better get ahead of it.
19 November 2025, 3:19 pm - 27 minutes 32 secondsThe Four Priorities of Winning New Business
What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progress like we'd hoped.
Links"The Only New Business Indicator That Matters" 2Bobs episode
5 November 2025, 12:59 pm - 25 minutes 3 secondsUnderstanding Earnouts
If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts.
LINKS
"Understanding Earnouts" by David C. Baker for punctuation.com
22 October 2025, 11:00 am - 32 minutes 56 secondsGrow or Die?
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting genuine progress for various reasons.
LINKS
"Chief Growth Officer" by Blair Enns for winwithoutpitching.com
8 October 2025, 12:03 pm - 21 minutes 14 secondsYou're Cheating Clients Unless You're Repetitive
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?"
LINKS
"Repeating Yourself as an Expert" by David C. Baker for punctuation.com
24 September 2025, 10:00 am - 30 minutes 13 secondsHow to Get $500M to Build a Website
Blair tells the story of recreation.gov and how its performance pay deal has been nothing but wins for every party involved, with plenty of lessons for buyers and sellers of all kinds of services.
LINKS
"Performance Pay Leads to a $500M Website" by Blair Enns for winwithoutpitching.com
10 September 2025, 10:00 am - 21 minutes 14 secondsWhen a Key Employee Wants Equity
David provides a framework for one of the most important conversations in a creative agency principal's life.
LINKS
"When A Key Employee Wants Equity" by David C. Baker for punctuation.com
"Pros + Cons of Having a Partner" by David C. Baker for punctuation.com
27 August 2025, 11:16 am - 19 minutes 35 secondsSpamHack Your Way to Growth!
Instead of railing against AI-generated spam, Blair decides to "get in on the action" with his brand new SpamHack AI Growth System™️ in this spoof episode.
13 August 2025, 10:00 am - 25 minutes 4 secondsWhat I Learned From Teaching Motorcycle Racing
David recognizes more than a few parallels between his passion for motorcycle racing and the work being done in creative and marketing agencies.
LINKS
"What I Learned from the Race Track" by David C. Baker for punctuation.com
30 July 2025, 12:33 pm - 33 minutes 23 secondsA DIY New Business System
Instead of just relying on the talent of individual sales people, Blair recommends creative agencies identify and invest in six elements as a part of their organization's long-term sales system.
LINKS
"Critical Questions Your New Business Person Should Be Able to Answer" 2Bobs episode
"How to Ask for Referrals" 2Bobs episode
"CRM and the Mistakes to Avoid" 2Bobs episode
16 July 2025, 10:00 am - More Episodes? Get the App