Best David C Baker And Blair Enns Podcasts (2025)

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There Is No Credential Meeting 30:32

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6h ago30:32

30:32

Instead of beginning the relationship with a prospective client by presenting a deck on why your agency is so amazing and why you should be invited to pitch, Blair encourages us to have the “Probative Conversation” from his Four Conversations sales model. LINKS "There Is No Credentials Meeting" article by Blair Enns for WinWithoutPitching.com "The …

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Conversations not presentations - mastering sales, with Blair Enns 42:04

6d ago42:04

42:04

Welcome to episode 139. My guest is Blair Enns - a globally recognised author, speaker and the founder of Win Without Pitching, a sales training company that has transformed how creative professionals position and sell their expertise Blair is the author of three books; o The Win Without Pitching Manifesto, a rallying cry for creative agencies to s…

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The Waterfall of Differentiation 27:21

14d ago27:21

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When it comes to positioning, David is still seeing creative firms failing to answer three essential questions in the proper sequence: category, specialization, and then secondary differentiators (or qualifying characteristics).By David C. Baker and Blair Enns

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Why Account Management Deserves More Respect, with David C. Baker 54:10

23d ago54:10

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Welcome to episode 138. If you’re managing client relationships - or leading others who do - this episode is packed with practical advice. I’m joined by David C. Baker, widely regarded as "the expert's expert" in the marketing agency world. David has advised over 1,000 entrepreneurial experts through his consulting firm, Punctuation, which he found…

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Meaningful Marketing with Alex James 47:36

27d ago47:36

47:36

Alex James has spent the last 12 years helping B2B service businesses across the globe become experts at conveying their expertise. He believes the go-to strategies of the 2010s, like niching down, solving problems and sharing ideas are no longer enough. Because in a post-AI world (where output is cheap & everyone's a specialist) you can't just sha…

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Always Be Anchoring 30:26

28d ago30:26

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Blair sees high price anchors everywhere—from buying a suit to ordering a burger. So what factors should creative firms keep in mind as they use anchoring in selling their service options? And when is the best time to present the anchor option within the sales conversation? Links “Anchor High” by Blair Enns for winwithoutpitching.com…

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How adding account management impacted an event production agency, with Cameron Magee 56:50

1M ago56:50

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Welcome to episode 137. If you’ve ever wondered when’s the right time to introduce an account manager role into your agency - or how that change might impact the way you serve clients - this episode is for you. I’m joined by Cameron Magee, founder of event production agency avad3, trusted by clients such as Walmart and the White House. He shares wi…

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What to Ask, Sign, and Share With a Potential Buyer 23:54

1M ago23:54

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Following up on the recent episode on whether you should be considering that offer to sell your firm, David provides four questions to get answered, two documents to sign, and a short list of materials that can help you take the lead in early conversations with a buyer. LINKS ”Should You Entertain That Acquisition Offer?”…

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From employee to advocate: Why account managers should build a personal brand, with Claudia Cardinali 48:49

2M ago48:49

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Welcome to episode 136. We’re talking about a topic that’s becoming a real game-changer for creative agencies - the power of personal branding and employee-generated content. If you're an account manager, this one's especially for you. Clients are increasingly choosing to work with people, not just businesses. So the way you show up online can dire…

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The Power of a Metaphor 26:28

2M ago26:28

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The more unexpected the metaphor, the more information it carries. Blair has four less-obvious metaphors to give you access to entire playbooks in just four words when selling your expertise. LINKS "The Power of a Metaphor" written by Blair Enns for winwithoutpitching.comBy David C. Baker and Blair Enns

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Curiosity Drives Influence | Melissa Havel 39:23

2M ago39:23

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Melissa Havel is a senior communications strategist, executive advisor, and team coach who blends big-idea thinking with a disciplined approach to problem-solving and delivering results. She has driven powerful storytelling and strategic communications campaigns across owned, earned, and paid channels for organizations of all sizes, drawing on her …

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Smaller, Faster, More Human: The Future of Agencies, with Carl Smith 46:46

2M ago46:46

46:46

Welcome to episode 135. There’s a quiet shift happening in the agency world - and today’s episode gets right into it. More and more agencies are choosing to stay lean, move faster, and build businesses that are not just profitable - but more human. And that shift is changing everything, from how we use AI, to how we lead, to what it means to be an …

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Should You Entertain That Acquisition Offer? 24:39

2M ago24:39

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Ignoring any unexpected offers to buy your business that might come your way is not in your best interest. But neither is dating all opportunities in desperation. David has four things principals should consider, whether or not you are actively looking to sell your firm. Links “Should You Entertain That Offer?” by David C. Baker for punctuation.com…

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The Impact of AI on SEO agencies, with Kevin Gibbons 44:55

3M ago44:55

44:55

Welcome to episode 134. I spoke to Kevin Gibbons, founding director of Re:signal, a specialist ecommerce SEO agency, driving organic search growth for clients including Under Armour, FatFace and ASICS. Kevin frequently writes/speaks within the search industry. Kevin covers: - how AI is shaking up SEO and what that means for agencies and their clien…

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When Your Clients Talk to Each Other 23:38

3M ago23:38

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Your clients are far more likely to talk to each other when you have vertical positioning. Blair has observed both good and bad things arising from this. Links “How to Ask for Referrals” 2Bobs episodeBy David C. Baker and Blair Enns

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Facing an Existential Crisis? 28:43

3M ago28:43

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As we are hearing about more firms that are closing during these challenging times, David offers some guidance to help cut through the confusion when our worst fears in our business become reality. Links "Facing an Existential Crisis" article by David for punctuation.com Rory Sutherland's LinkedIn post David's LinkedIn post…

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Finding Success in Creative Careers with Mark J. Jones 47:00

3M ago47:00

47:00

Mark Jones is an accomplished educator, producer, and author, known for bridging the worlds of culture, technology, and education. As the Dean of the Faculty of Animation, Art, and Design at Sheridan College and former Director at Seneca Film Institute, Mark has dedicated over 25 years to empowering the next generation of creatives. His book, The S…

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The AI business consultancy, with Tom Head 52:52

4M ago52:52

52:52

Welcome to episode 133. I'm chatting with Founder of G3NR8, Tom Head, about how AI is impacting business. G3NR8 is a consultancy for a new age, innovating business with AI. Tom has spent two decades in digital and built multiple 7 figure agencies. He’s worked with brands such as Red Bull Racing, JP Morgan, Tesco, and The Guardian and is now helping…

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What Paradiso Feels Like with Héctor Ayuso 40:28

4M ago40:28

40:28

Héctor Ayuso has spent the last 30 years chasing ideas and making them real. Call him an artist, filmmaker, creative director, storyteller, or just a guy who can't sit still—labels don’t matter, doing does. From Spain to Mexico, Italy to the U.S., he’s built studios, taught, spoken on stages, and created projects that live outside the usual boxes. …

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Who Should Set Prices? 41:01

4M ago41:01

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As Blair continues to encourage expert practice owners to price the client and not the service, he and David discuss the pros and cons of four levels of pricing authority they should be thinking about within their firm, instead of just assuming pricing responsibility automatically defaults to a specific role or job title. Links “Who Should Set Pric…

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How to run strategic marketing campaigns for your agency 1:24:03

4M ago1:24:03

1:24:03

Welcome to episode 132. This one will be particularly interesting and useful for you if you are responsible for marketing your agency's services. Agencies are experts in the field of marketing and are always focused on our clients’ marketing success. But how often do we seek an external perspective on how we are marketing our own agency services? S…

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From Metrics to Mastery with Marcel Petitpas 53:30

4M ago53:30

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Marcel Petitpas is the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies measure and improve their profitability. In his work as a speaker, podcast host, and consultant, specializing in Agency Profitability Optimization, he's helped thousands of agencies, consultancies, and professional services firms worldwide measure the righ…

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10 Reasons a Buyer Might Want Your Firm 32:41

4M ago32:41

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David thinks principals should build their firms as if they were going to sell it while Blair’s advice is to run it as if you’ll never sell it. Being aware of options as your firm matures can give you the leverage you might need in negotiations. Links “Ten Reasons Firms Are Bought” by David C. Baker for punctuation.com…

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How GenAI is transforming pharma marketing & healthcare communications 1:12:45

4M ago1:12:45

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Welcome to episode 131. If you are a healthcare communications agency owner, or an account manager working in healthcare communications, and you're looking to stay ahead in the ever-evolving world of pharmaceutical marketing, then this episode is for you. I'm joined in the studio by Jonathan Gwillim and Kate Eversole from PharmaBrands. They are the…

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To Standardize or Customize 35:31

5M ago35:31

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Through the process of writing his latest book, Blair's thinking has evolved on whether or not firms should resist the urge to productize their services as they work to creatively meet the unique needs of each client.By David C. Baker and Blair Enns

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Why agencies needs a people and culture plan, with Theresa Carter 43:16

5M ago43:16

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Welcome to episode 130. I’m joined by Leadership Coach and People & Culture Consultant, Theresa Carter. Agencies are people businesses, so it's essential to the success of the agency to attract and recruit the right people with the right skills for the right roles. And this also means that, as the agency grows, the needs of the business change. For…

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Don't Bother Eating Your Veggies 24:56

5M ago24:56

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In Blair's experience, the most common reason a lead generation plan doesn’t get executed is it doesn’t recognize and leverage the strengths or motivations of the individuals executing. LINKS "The Best Lead Generation Plan" article by Blair Enns for WinWithoutPitching.com "The Rungs You Can Reach on the Ladder of Lead Generation" 2Bobs episode…

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Mastering client-centric account growth in 2025, with Jenny Plant 29:19

5M ago29:19

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Welcome to episode 129. In this episode Jenny breaks down the three key areas to focus on if you want to maximise the growth of your existing client accounts in 2025: 1. Finding COMMERCIAL CLARITY Agencies who predictably forecast revenue growth from existing accounts are clear where to focus their team's efforts and provide sufficient time and sup…

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Adapting Hiring Strategies Over Time 26:05

6M ago26:05

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David describes the differences in what kind of people principals should hire during the early stage of their creative firm’s development when it’s all about “what we can afford,” the middle stage when it’s about “what we need,” and then the later days of an agency when it’s about “what we can learn.” LINKS “How Your Hiring Strategies Change” by Da…

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How to be a leader people want to follow, with Traci Schubert Barrett 51:11

6M ago51:11

51:11

Welcome to episode 128. This conversation is going to be particularly interesting for you if you’re keen to develop your leadership skills. It’s for you if you’re currently in charge of the agency and leading the whole team OR you’re leading an AM team within the agency - and you want to go from being a ‘good’ leader to being a ‘great’ leader. Foun…

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Hands Off CEO with Mandi Ellefson 1:06:19

6M ago1:06:19

1:06:19

Mandi Ellefson transformed her life from battling $175k in debt to amassing a multi-million dollar net worth before hitting 40. As the visionary behind Hands-Off CEO, Mandi isn’t just another success story; she’s a lifeline for consulting agency owners drowning in the day-to-day. Her magic? Transforming million-dollar agencies into scalable enterpr…

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The Barbell of Pricing Risk 26:14

6M ago26:14

26:14

Blair borrows a concept from finance and fitness to help creative agencies find the balance between low risk and high risk pricing strategies.By David C. Baker and Blair Enns

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Top 10 tips & insights from the podcast in 2024, with Jenny Plant 25:54

6M ago25:54

25:54

Welcome to episode 127. Thank you for listening in 2024. Looking back at this year, I’ve been reflecting on the superb guests I’ve had on the show. I thought I’d select a handful of soundbites from this year’s podcast episodes to share with you. This isn’t a comprehensive list - there have been so many standout moments - but these clips include tip…

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Behind the Scenes of Creative Leadership with Cecilia Owens 38:57

6M ago38:57

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Cecilia Owens is an esteemed finance and operations executive with over 20 years of progressive experience in financial reporting, budgeting / forecasting, strategic planning, cash management, business operations, HR oversight, and business relationship management. Cecilia is currently the Chief Financial Officer / Chief Operating Officer at Grandv…

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Selling Your Professional Services Firm 41:23

7M ago41:23

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Blair interviews David about his new book, Selling Your Professional Services Firm: A Primer. LINKS Buy a copy of David's new book from him directly. Buy David's new book and audiobook on Amazon.By David C. Baker and Blair Enns

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Questions, Not Answers 24:04

7M ago24:04

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Blair interviews David on his recent article about the idea that expertise does involve supplying answers, eventually, but mainly expertise is about asking the right questions, first, and then offering a few answers after the truth surfaces. Links “Expertise Is Mainly About Asking Great Questions” by David C. Baker on Punctuation.com…

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Who cares about advertising? - with Brian Jacobs and Crispin Reed 42:39

7M ago42:39

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Welcome to episode 126. In this episode, I chat to Brian Jacobs (Founder, BJ&A) and Crispin Reed (Founder, Skyscraper Consulting) about what’s wrong with the advertising industry. And what specifically prompted the launch of their ‘Who Cares?’ initiative, aimed at tackling the pressing issues affecting the advertising industry today. We cover: · wh…

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Assume an Advantaged Player 22:25

7M ago22:25

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Blair shares how to determine whether or not we are the advantaged player the “polite battle for control” within the game of sales, and how we can get the odds of winning the sale to be more in our favor. Links “Assume an Advantaged Player” article by Blair Enns on WinWithoutPitching.comBy David C. Baker and Blair Enns

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The Four Conversations: A New Model for Selling Expertise 30:34

8M ago30:34

30:34

David interviews Blair about his new book, which lays out his proven framework B2B service providers can use to increase closing ratios and average proposal values. Links Order The Four Conversations: A New Model for Selling Expertise by Blair EnnsBy David C. Baker and Blair Enns

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From Lost to Loyal - How to win back clients for exceptional ROI, with Dan Pfister 40:36

8M ago40:36

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Welcome to episode 125. Have you ever considered contacting your old clients to see if they’d like to work with you again? If not this episode may change your mind. Dan Pfister is the master of running client winback campaigns and here’s what he shares with me: · The compelling reasons why WinBack campaigns could be the most successful and profitab…

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How a new head of client services impacts the agency, with Emily Brown & Matt Loughlin 46:45

8M ago46:45

46:45

Welcome to episode 124. This will be particularly interesting for you if you want to know how much the head of client services role can impact the agency's business. Listen in if you don’t currently have a client services team and you're perhaps thinking about having one, or your client services function isn't performing as you'd like it to and you…

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Assembling Great Minds with Tony Kadillak and Carson Hood 1:06:45

8M ago1:06:45

1:06:45

Tony Kadillak has spent 20 years in branding and promotion, servicing today's most recognizable entertainment and sports brands. Currently EP at Versus, he’s been responsible for supporting the strategic growth of his agency teams, while focusing on key clients to drive the value of design-led thinking to their bottom lines. For over ten years, Car…

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200th Episode Special 30:21

8M ago30:21

30:21

Blair and David reminisce about their podcasting journey since Blair first pitched the 2Bobs idea to David back in 2016, sharing what they've learned along the way, and what they might like to try with the podcast in the future.By David C. Baker and Blair Enns

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How to evaluate your agency operations, with Harv Nagra 50:58

8M ago50:58

50:58

Welcome to episode 123. This episode will be particularly interesting for you if you're responsible for your agency's internal operations. You might be the operations director, head of project management, or even a client services director, but if you think your internal agency operations could be more efficient and streamlined, then this episode i…

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How Account Managers Deliver Strategy 23:46

9M ago23:46

23:46

David unpacks six principles that can help creative firms benefit from delivering strategic guidance through their account managers. LINKS "Account Managers and Strategy" by David C. Baker at punctuation.comBy David C. Baker and Blair Enns

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How agency owners create a 'market of one', with Robin Bonn 43:31

9M ago43:31

43:31

Welcome to episode 122. This episode will be particularly relevant for you if you're an ambitious agency owner looking to accelerate the growth of your agency. - Maybe you think you're not standing out enough from your competitors. - Perhaps you feel your positioning needs dialling in because maybe you've lost some pitches or you've had to drop you…

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The Catalyst Champion with Esther Weinberg 1:04:07

9M ago1:04:07

1:04:07

Join Esther and Tim for the DDD Catalyst Think Tank at DDD Milan this October. https://ddd.live/programs/catalyst-think-tank Esther Weinberg is a business growth accelerator that equips executives in high-growth media and technology industries to create game-changing breakthroughs, increase profitability in declining markets and create successful …

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How to Avoid Commodifying Your Offering 29:47

9M ago29:47

29:47

Blair sees four common behaviors when business owners are looking to get deals moving in times of economic decline, stagnation, or uncertainty that end up doing long term harm to their positioning and pricing. LINKS "Four Ways to Commodify Your Offering" by Blair Enns on WinWithoutPitching.com "Phase Your Client Engagements" 2Bobs episode…

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What your clients don't tell you (part 2) with Carey Evans & Simon Rhind-Tutt 52:19

10M ago52:19

52:19

Welcome to episode 121. This is part two of a two-part interview with Simon Rhind-Tutt and Carey Evans, who are Co-Founders of Relationship Audits. If you missed part one, I would really recommend you go back and have a listen (it’s episode 120). Simon and Carey just packed it full of insights and tips for agencies when it comes to strengthening th…

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Are Email Newsletter Even Viable Anymore? 29:37

10M ago29:37

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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. Links 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 I…