Reverse Trojan Horse Syndrome
03/01/23 • 31 min
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Blair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how much more your firm can provide.
Blair is confused by David’s mixed metaphors about creative agencies being able to sell strategy services up front, instead of entering through the implementation door with new clients and then trying to demonstrate how much more your firm can provide.
Previous Episode
Is Your Firm Addicted to New Business?
Blair sees some creative firms as “black holes” where accounts go in and seemingly never come out, and others as “new business development machines,” consistently generating half of their revenue from new clients every year.
LinksNext Episode
The Perils of "Good/Better/Best" Pricing
Blair wants sales people to stop ranking proposal options in a way that assigns judgement for prospective clients without considering the many tradeoffs that need to be considered.
Read the episode notes and transcript at http://2bobs.com/podcast/the-perils-of-good-better-best-pricing
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