73. Departmental myopia: the internal trade off between efficiency and innovation

In this second part of our discussion with Blair Enns, we explore the internal dynamics that influence agency-client relationships.

Host Dom Hawes and Blair continue to discuss balancing efficiency and innovation, focusing on how departmental goals can conflict with overarching business objectives.

They examine bounded rationality, the inefficiency principle, and the role of leadership in fostering a culture that supports both operational efficiency and creative innovation. Blair introduces his upcoming book, which outlines four key conversations that can help frame the process of selling expertise and ensuring effective client relationships.

What you'll get from this episode:

Understanding the impact of departmental silos.Strategies for effective agency-client relationships.The importance of aligning business goals across departments.How leadership can drive cultural change for better innovation.

Join us for practical insights on creating value-driven partnerships that foster innovation and drive business success.

About Blair Enns

Blair is the founder of Win Without Pitching, the sales training program for expert advisors, and the author of three books on selling and pricing.

The Four Conversations: A New Model for Selling Expertise is available from Gegen Press on Amazon in September, 2024.

Pricing Creativity: A Guide to Profit Beyond the Billable Hour (2018) is available at pricingcreativity.com.

The Win Without Pitching Manifesto (2010) is available on Amazon.

Links 

Full show notes: Unicorny.co.uk 

LinkedIn: Blair Enns | Dom Hawes 

Website: Win Without Pitching

Sponsor: Selbey Anderson 

This podcast uses the following third-party services for analysis:

OP3 - https://op3.dev/privacy
Podder - https://www.podderapp.com/privacy-policy
Chartable - https://chartable.com/privacy