2Bobs—with David C. Baker and Blair Enns – Details, episodes & analysis

Every few years we’re told that we need to move on from using email newsletters as a part of our marketing platform. And David says that advice has always been wrong.

David’s article on Punctuation.com (subscribe to his newsletter at the bottom of the page)

“Email is the Most Consistent, Reliable Marketing Channel on the Web and I Can Prove It” by Rand Fishkin

David provides some clear examples of what is required for a firm to be successful at offering one service for many different verticals.

“Strengthening a Weak Horizontal Positioning” by David C. Baker 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”

David thinks firms have too many meetings and offers some solutions, and Blair pushes back.

David torches Blair's highfalutin notions of timekeeping and offers four instances when timekeeping can actually be used without polluting your pricing.

David articulates five fears that tend to shape management style and impact decisions principals make for their firms.

In part two of their specialization conversation, David and Blair address six arguments they have heard from certain clients who toyed with the idea of broader positioning for their firms.

David and Blair have experienced a backlash against experts, expertise, and specialization thanks to David Epstein's book, and they disagree on whether or not it's worth reading.

Blair and David discuss three tiers of inbound and outbound marketing that firms should be using for new business development.

David and Blair address a listener request to go over the challenges that principals often go through once they decide to reposition their firm.