“Working/Non-Working” Doesn’t Work
If creative and production really are non-working then why be so irresponsible as to spend 20% of your budget on them? Shouldn’t you be focused on getting that to zero?
Win Without Pitching®: Thinking
Mindset and Behavior
You’re Always Selling. Everything is a Negotiation.
Two common refrains that you are “always selling” and that “everything is a negotiation” are often stated as facts, but they’re not facts, they’re points of view, and I don’t happen to subscribe to either of them.
Who’s Going to Own This?
Do you ever wonder why some of your clients are transformed by your work and others, meh—not so much? It’s the multi-million dollar question, isn’t it?
Think Big. No, Bigger.
Let’s do a thought experiment. Let’s try on outrageous success by moving to the outer range of what you have already proven is possible for a firm like yours.
The Magic Email
I think together we can make a few million dollars this week, quickly, simply. Use this simple email template that you can use to raise deals from the dead.
Play the Game of Constraints
I’ve been using constraint-driven exercises for years to think creatively about my own business and to help our clients free themselves from the mental models in which many have become trapped. Try these six constraint-driven exercises.
Three Steps to Surviving and Thriving in a Crisis
I’ve lived through two previous recessions as an entrepreneur and what we are experiencing right now is not a recession — it is an economic crisis. The recession is what comes next after things stabilize.
Help I’m Being Held Hostage by a Sales Robot
“In the sale, your job is not to convince, you have no business trying to convince anyone of anything ever.” Blair Enns said these words from a stage in Memphis at a conference I was attending almost 15 years ago. It was the first time I’d heard him speak. At that moment, after he said
Who Will Be the Adult In the Room?
Why do agencies get themselves into these situations where they feel they have to take work on onerous terms, where they have to put up with procurement’s powerplay moves and where they have no power to affect price?
Tap Into the Purpose Behind the Transaction
I bet I can guess your Why. What I mean is, if you are one of the millions of people who have been moved by Simon Sinek to “find your Why”, as articulated in his TEDx talk and book Start With Why, I’m pretty sure I can guess what that Why is. With only subtle
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