Blair has five steps creative agency leaders can take to turn their account managers, project managers, developers, engineers, and advisors into a source of instant scale to their sales efforts.

LINKS

“Turning Your Delivery Team Into a Sales Team” article by Blair on WinWithoutPitching.com

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.