Conversations on the art of creative entrepreneurship with David C. Baker and Blair Enns
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Words That Make Us Wince
Blair and David try to wind each other up by going through a list of phrases they hear from their clients way too often.
Positioning Cheats
David is bothered by the notion of helping people cheat, especially at positioning. So Blair discusses 10 ways firms could succeed even if they either aren't ready or don't believe in the idea of tight positioning. You’ll feel dirty.
Words We Try to Define
Expertise, selling, marketing, entrepreneurship, branding, positioning, and consultant. Blair and David do their best to come up with definitions for terms that they use regularly with clients.
The Business of Expertise - Part 3, Live from London
Blair revisits David's new book, "The Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth" in front of a live audience in London, who get to ask their own questions.
Pricing Creativity
Blair talks about his new book, "Pricing Creativity: A Guide to Profit Beyond the Billable Hour," and the process it took to write it. David gets him to share three of the main rules laid out in the book that firms should apply in order to see significant increases in profit.
Planning for the New Year
David and Blair each share some goals that they have for their clients and themselves for the upcoming year, which turns into somewhat of a therapy session.
Valuing and Selling Your Firm
Blair and David discuss why, when, and how principals sell their firms, and Blair reveals he is skeptical about selling his own firm.
The Complexities of Commission Culture
David picks Blair's brain about new business compensation, and what principals need to consider in finding their firm's place on the spectrum between full commission and salary with no incentives.
The Role of Profit in a Creative Enterprise
Blair has some questions this week and David has answers. The topic is profit - what it is and the targets firms should be setting.
Mea Culpa
David offers to help Blair remember all the times he's been wrong over the past couple decades. Then Blair says he'll be happy to reveal all of the places he's wrong now but doesn't even know it yet.
The Science Behind Structuring Roles
David reveals some of the science behind the extensive research he has done over the past couple decades to develop a key part of his Total Business Review. Blair asks him to explain the three roles principals cannot let go of, along with the three roles they should give up first if they want their firms to really thrive.
The Business of Expertise - Part 2
Blair revisits David's new book, interviewing him on the two chapters that cover the important topic of positioning: "Distinguishing Between Vertical and Horizontal Expertise," and "Principles for the Less Exchangeable Positioning of Expertise."
Seven Words You Can't Say in Business Development
David and Blair discuss a list of words Blair came up with that you should avoid to keep you out of trouble and in control of the buy-sell relationship.
Paid Time Off or Earned Time On
Blair needs a vacation. And David is blown away by how little time principals take off.
An Introduction to Blair Enns
David asks Blair to describe his work and his passion for the creative entrepreneurial community, and they discuss how where he lives has such a huge impact on what he does.