What do we do in those situations where we have to pitch? Blair simplifies some important principles from his books into a sequence of four precepts we can follow when the sales process doesn't progress like we'd hoped. Links "The Only New Business Indicator That Matters" 2Bobs episode "Assume an Advantaged Player" 2Bobs episode "Slapping Down Your Childlike Glee" 2Bobs episode
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27:32
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27:32
Understanding Earnouts
If/when you sell your firm, it'll likely be the largest transaction of your life, and so it makes sense to understand it! In this episode David gives a crash course in everything earnouts. LINKS "Understanding Earnouts" by David C. Baker for punctuation.com
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25:03
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25:03
Grow or Die?
Blair recognizes growth opportunities in every area of life and business, yet sees many people chasing metrics while unknowingly resisting genuine progress for various reasons. LINKS "Chief Growth Officer" by Blair Enns for winwithoutpitching.com
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32:56
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32:56
You're Cheating Clients Unless You're Repetitive
David recognizes that the fear of repeating ourselves in our client work is motivated by the right things: "am I delivering value?" LINKS "Repeating Yourself as an Expert" by David C. Baker for punctuation.com "Questions, Not Answers" 2Bobs episode
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21:14
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21:14
How to Get $500M to Build a Website
Blair tells the story of recreation.gov and how its performance pay deal has been nothing but wins for every party involved, with plenty of lessons for buyers and sellers of all kinds of services. LINKS "Performance Pay Leads to a $500M Website" by Blair Enns for winwithoutpitching.com Recreation.gov
New Zealand