Agency Blueprint

Can you identify repetitive tasks in your agency that can be automated, delegated, or eliminated? When done correctly, automation can help you overcome overwhelm and scale your businesses effectively. In this episode of The Agency Blueprint, I'm joined by William Christensen to discuss the importance of automation, delegation, and elimination in scaling creative agencies. Will is the founder of Entrepreneurs Apprentice and the co-founder of Data Automation. He is known for his automate, delegate, eliminate framework and unique 15-1-1-5 rule, which identifies key tasks to automate or delegate. He is also a Zapier-certified expert with deep expertise and workflow optimization. Listen in to learn the importance of niching down to create a scalable, automatable business model. You will also learn the value of mentorship programs and mastermind communities in providing guidance and accountability to overwhelmed agency owners. Key Questions: [02:16] What are some of the biggest mistakes creatives or business owners make when trying to grow their businesses? [14:59] How can creative agency owners embrace systems and structure without losing their sense of creative freedom? [17:03] What strategies can help agency owners stay updated with the latest technology and automation trends? [21:38] What steps should an overwhelmed agency owner take to start automating and systemizing their business? What You'll Discover: [00:56] How Will's early experiences with Zapier shaped his approach to automation and business scaling. [02:42] Why niching down is the first step to creating a scalable, automatable business model. [05:46] The 15-1-1-5 rule, a framework for identifying tasks that should be automated, delegated, or eliminated. [07:26] The adrenaline-junkie tendencies of creative entrepreneurs and how to channel that energy into scalable growth. [08:55] Will's tactical approach to handling out-of-scope projects by charging a project deposit and providing a detailed blueprint. [11:46] How to evaluate whether a project aligns with your agency's core expertise and contributes to long-term growth. [13:06] Why performing a task manually five times is crucial before automating or delegating it. [15:17] How creating a structured "black box" business model can provide true freedom and allow for more creative exploration. [17:34] How to stay updated with the latest technology trends by following content creators and platforms. [22:09] Why hiring a counterpart for sales or fulfilment is a critical first step for scaling your agency. [22:59] The transformative power of mentorship and mastermind groups in providing accountability and fresh perspectives. [26:22] The profound impact of community and mentorship on personal and professional growth. [27:23] Why niching down and standardizing sales processes are essential before delegating sales or fulfilment roles.

What strategies for increasing profitability can you utilize without raising rates? While raising rates is a straightforward way to boost margins, it's not always feasible due to market limitations or client resistance. In this episode of the Agency Blueprint podcast, we discuss actionable strategies for improving agency profitability without raising client rates. We further discuss the importance of having clean, organized financial statements as the foundation for making informed decisions. Listen in to learn how to leverage resource management tools to better allocate team resources, reduce inefficiencies, and ensure that every dollar spent contributes to the bottom line. Key Questions: [01:27] What mechanism do you have outside of raising rates that allows for you to be able to achieve higher profitability? [08:43] What steps can you take to reduce administrative costs and focus attention on where there's true impact? [09:15] What steps can you take to course-correct underutilized or overworked team members for better profitability and team performance? [13:21] When should you consider hiring subcontractors versus maintaining full-time employees to improve profitability? [17:08] What are some other challenges or things people should be looking out for when looking to be more efficient? What You Will Discover: [01:50] The importance of having clean and organized financial statements to help identify overspending and make data-driven decisions. [03:05] How poor financial visibility can lead to overspending and inefficiencies in your agency's operations. [05:38] Why delivery costs should not exceed 50% of revenue and how to address inefficiencies in your billable team. [07:28] How to reduce operational costs by analyzing administrative expenses, office overhead, and sales/marketing budgets. [10:05] How resource management tools can help you balance team utilization and improve overall efficiency. [12:00] Strategies for addressing underutilized team members, such as combining roles or reallocating responsibilities. [13:33] The pros and cons of hiring subcontractors versus maintaining full-time employees to improve profitability. [14:56] How to analyze the profitability of individual projects to identify inefficiencies, plus steps to address unprofitable projects. [17:13] The importance of conducting regular financial audits to identify unnecessary expenses and improve profitability. [18:14] How to implement cost-cutting measures carefully to avoid harming team morale or compromising service quality.

Did you know that proposals are not the primary tool for selling services? A proposal is meant to seal the deal, not sell it, real selling happens long before the proposal is ever presented. In this episode of the Agency Blueprint podcast, I discuss the science of crafting high-performing proposals and bids. I further break down the critical steps to creating proposals that reinforce trust, articulate value, and ultimately close deals. Don't miss this episode to learn how to avoid overloading proposals with unnecessary details or focusing too much on your agency rather than the client! Key Questions: [01:30] How can you ensure your client has "conceptual buy-in" before presenting a proposal? [03:26] How do you help clients overcome their disbelief or imposter syndrome to see the possibility of achieving their goals? [13:07] What steps can you take to ensure your proposal reflects the client's background, challenges, and goals? [19:20] How can you personalize your proposal to make it visually appealing and easy for the client to understand? What You Will Discover: [01:30] The concept of "conceptual buy-in" and how emotional trust in your abilities is the foundation of a successful proposal. [02:40] How to structure pre-proposal conversations to address client pain points, goals, and motivations. [03:26] The psychology of sales conversations and how to help clients see a better future by fighting alongside them against their disbelief. [05:02] How to guide your client to navigate the gap between their current situation and their desired outcome. [06:50] How dumping value into a sales conversation—even with a non-qualified lead—can lead to long-term trust and future business. [09:52] The importance of discussing risk factors, likelihood of success, and cost considerations when presenting high-ticket services. [11:14] How to tap into the emotional core of your clients by addressing their fears, doubts, and desires in your proposal. [12:00] How to preemptively address objections by sharing stories of past clients who overcame similar challenges. [13:07] The importance of restating the client's background, challenges, and goals to demonstrate that you've truly listened. [14:45] How to create a clear, step-by-step plan that reassures clients of your ability to deliver results. [16:18] How to present costs transparently and confidently after addressing all objections and aligning on the value you'll deliver. [17:37] Avoid common mistakes like overloading your proposal with unnecessary details or making it not about the client. [19:20] The importance of creating a visually appealing and personalized proposal that stands out and resonates with the client. [20:00] Understand the buyer's decision-making process and how to insert yourself into their research and evaluation phase.

Do you practice true transparency or are you one of those leaders who claim to promote openness while operating behind a veil of secrecy? Opaque leadership is damaging and often leads to mistrust, instability, and high employee turnover. In this episode of The Agency Blueprint, we discuss why authentic transparency in leadership is vital for building a cohesive, high-performing agency culture. Unlike opaque leadership, transparency builds trust, fosters alignment, and empowers teams to contribute to growth in meaningful ways. Don't miss this episode to learn more about practical strategies for implementing transparency to create a more engaged and empowered workforce! Key Questions: [01:47] What are some of the biggest negative impacts you've seen from opaque leadership in agencies? [07:49] How can transparent leadership inspire individual team members to set and achieve their own personal and professional goals? [13:14] Are you consistent in your efforts to promote transparency, or are old habits creeping back in? What You'll Discover: [02:04] How opaque leadership breeds insecurity, causing top talent to leave for more stable opportunities. [03:41] How a lack of transparency creates a “leadership vs. team” dynamic and hinders collaboration, innovation, and problem-solving. [07:49] How transparency opens up conversations about personal milestones, helping leaders and teams align personal and professional goals. [10:07] How transparency builds trust, opens communication at all levels, and shows that leadership values every team member. [10:50] How interdepartmental collaboration and unified information sharing are vital for sustainable growth. [13:14] Why consistency in transparency is crucial and how inconsistency can erode trust within your team. [14:08] Advice on practicing transparency: sharing long-term vision, strategy, and financial insights without overwhelming your team. [14:55] How having open feedback with your team empowers them to take ownership of solutions and builds stronger commitment. [16:50] How transparency builds alignment, trust, and collaboration that drive your agency forward and create a culture of ownership.

Is your business suffering from the Underpants Gnome Syndrome or do you have a step-by-step strategy for business growth and scaling? In this episode of The Agency Blueprint, I'm joined by TJ Slattery to discuss the common flaw of small business owners who have grand ideas without a clear roadmap to profitability. We further discuss the importance of understanding and clarifying one's goals and motivations as an entrepreneur. TJ is the owner and founder of Crow's Nest Consulting, a lifetime entrepreneur, and a strategic advisor. TJ harnesses his decades of experience to create clarity and stability for business owners immersed in the day-to-day and on the entrepreneurial island. Listen in to learn the necessity of identifying the "why" behind business goals in order to maintain focus and make informed decisions about new opportunities. You will also learn the importance tracking KPIs regularly and breaking down actions into smaller tasks to better understand what leads to success. Key Questions: [01:02] What is "Underpants Gnome Syndrome," and how does it relate to flawed business thinking? [03:41] How can entrepreneurs start identifying the missing pieces of their business to avoid missing out on step two of their growth? [06:24] What should entrepreneurs do when overwhelmed by too many options and unclear steps to take? [19:01] What practices would you suggest for someone who they are an entrepreneurial mind and everything is an opportunity? What You'll Discover: [01:18] The "Underpants Gnome Syndrome" - how business owners often focus on big ideas without a clear plan to make those ideas profitable. [04:11] How entrepreneurs can reflect and identify changes needed to scale their business and achieve revenue goals. [06:41] How to avoid "paralysis from analysis" by focusing on clear goals and creating a structured, actionable plan for growth. [11:18] How to define your business goals and the underlying motivations to stay focused and avoid distracting ventures. [13:42] How to stay focused and avoid distractions by using self-imposed constraints for discipline. [16:46] The importance of understanding key business details and tracking the actions that directly contribute to success. [19:36] The importance of using KPIs and regular business performance tracking to stay on track. [22:11] The importance of defining the "why," measuring progress, and staying consistent as essential steps for business success. Get In Touch with TJ: WebsiteEmailLinkedIn

How do you track and present measurable outcomes your agency delivers to clients? Results are the backbone of client satisfaction, business growth, and long-term partnerships. In this episode of The Agency Blueprint, we discuss how to track and present measurable outcomes to clients. We explain the importance of understanding what to measure, how to encourage clients to share their successes, and the significance of highlighting these results in sales conversations. Don't miss this episode to learn more about the critical importance of collecting and analyzing data in client-agency relationships! Key Questions: [00:34] Are you currently measuring the results your agency is delivering? [11:33] When is the best time for agency owners to gather data on the agency's results—during the project or after its completion? [14:53] How many are too many data points that you can potentially find and use? [17:03] How do you position your agency in terms of ROI when discussing pricing with clients? What You'll Discover: [01:24] The need to measure and show results -- comparing agency performance evaluation to investment assessment with a stockbroker. [03:00] Why results are crucial in branding and the importance of measuring impact, even when it's hard to quantify. [05:03] Linking agency work with clear client goals to ensure focus and direction in achieving results. [06:15] The multiple factors contributing to success, and the importance of owning your piece of the impact. [07:41] How understanding and communicating results internally can improve retention and increase upsell opportunities. [08:11] The role of sales conversations in demonstrating your agency's ability to achieve results and create trust with clients. [09:08] How to measure agency verticals and services, and the importance of knowing where your services fit. [11:56] The importance of continuously collecting data throughout the engagement, even after the project has launched. [15:20] The critical role of monetary impact for clients makes it essential to measure this outcome for success. [17:40] How to position your agency as a valuable partner in driving business growth by emphasizing the long-term ROI. [21:41] Demonstrating results and building trust are crucial for client retention and positioning for growth in a competitive market.

Does your team feel disconnected from the agency's success? Are incentive programs what's going to keep your team engaged and invested in your agency's long-term success? In this episode of The Agency Blueprint, I discuss how to create effective team incentive structures that foster collaboration, boost morale, and drive high performance. I explain how to structure incentives to balance personal achievement with teamwork, rewarding high performers without undermining collaboration. Don't miss this episode to learn more about practical examples of incentive programs that go beyond financial rewards! Key Questions: [01:27] Have you considered whether your team truly shares in the rewards of your agency's growth, or are they simply working to keep their jobs? [05:37] Are your current incentive structures encouraging teamwork, or are they creating competition that undermines collaboration? [10:54] Are you giving your team a clear understanding of how their daily work directly impacts your company's bigger goals? [13:54] Is your incentive structure promoting healthy collaboration, or is it unintentionally creating competition that harms your culture? What You Will Discover: [01:27] Why closing the motivation gap is key to building a team that drives meaningful business growth alongside you. [03:02] The multi-tiered incentive structure that keeps high performers motivated while promoting teamwork and collaboration. [04:09] How department-level incentives encourage teamwork, accountability, and peer collaboration to meet shared goals. [04:41] How company-wide incentives foster unity across departments and clarify everyone's role in achieving the bigger picture. [05:37] The downsides of individual incentives and how to balance them with collaborative structures that promote teamwork. [06:34] Examples of incentive programs, from bonuses and profit-sharing to peer recognition awards and growth opportunities. [08:19] How to structure incentives by aligning company objectives with departmental and individual KPIs for clarity. [10:54] How clarity and setting expectations can break down silos and prevent underperformance within your agency. [12:56] The impact of poorly structured incentives and how simplicity and consistency keep teams focused on goals. [13:54] The risks of unhealthy competition and how to build incentive structures that foster collaboration rather than rivalry. [15:20] Avoid setting unrealistic goals that can demotivate your team and instead create attainable and motivating targets. [16:29] The importance of aligning incentives with growth goals, motivating A-players and the entire team.

Do you find hiring top creative design talent an overwhelming process, especially when relying on polished portfolios that don't always reveal a candidate's true abilities? In this episode of The Agency Blueprint, I'm joined by Fletcher Wimbush to discuss actionable strategies for making smarter, more confident hiring decisions. Fletcher is the CEO and founder of Discovered Performance Hiring Software and has dedicated a decade to tackling hiring's hardest problems. As an ethical AI proponent, he's focused on pioneering AI-powered initiatives for talent selection. Listen in to learn how to assess a candidate's critical thinking and understand their creative processes during interviews. You will also learn about the hidden opportunity costs of making a bad hire and the power of always building and nurturing a talent bench. Key Questions: [01:43] How can an agency owner dig deeper to truly understand a candidate's thinking, process, and individual contributions? [05:56] How important is it for a candidate to present their design work? [13:40] What are the hidden things we don't often think about in the cost of hiring the wrong person and not being thoughtful in the hiring process? [15:55] How do you balance the need to hire quickly when you're behind on projects with the risk of rushing and making a poor hiring decision? What You'll Discover: [02:00] A step-by-step process to help you assess a candidate's actual work on portfolio pieces and identify if their skills match the job requirements. [06:49] How to be patient and help introverted creatives become great communicators and eventually tell their stories. [10:23] How to turn trial projects into collaborative experiences where candidates get to meet your team and experience your work culture. [14:06] Why the true cost of a bad hire isn't just in money spent, but in lost opportunities, project delays, and unhappy clients. [16:52] Why building a talent bench and always recruiting is the key to being ready when opportunity strikes. [19:50] Why your hiring process deserves more attention than sales and how investing in your team directly impacts long-term success. [21:39] Fletcher's Fact Driven Hiring course—an eight-hour, 40-module system to help you master hiring and level up your agency's recruitment process. Get In Touch with Fletcher: WebsiteLinkedIn

Client onboarding is more than just paperwork—it's about setting the tone for a lasting partnership. How then do you streamline the process without losing the human touch that makes clients feel valued? In this episode of The Agency Blueprint, I discuss how automation can help streamline the client onboarding process while maintaining a personal touch. I explain the benefits of a positive onboarding experience and how bad onboarding can lead to micromanagement and dissatisfaction. Don't miss this episode to learn how consistency in the onboarding process helps identify potential problems and improves the overall client experience! Key Questions: [00:34] Have you considered how automating parts of your client onboarding can save you time while keeping the process personalized? [07:18] Do you have a standardized onboarding process in place, or is it something you need to develop? [10:23] How could automating repetitive tasks in your client onboarding process help free up your time for more valuable activities? [13:49] Are you ensuring that your client onboarding experience is fast enough to reduce buyer's remorse? [18:18] How could you personalize your automated emails to enhance the client experience without compromising efficiency? What You'll Discover: [01:18] The concept of buyer's remorse and how a smooth onboarding process can calm client fears. [03:51] How a bad onboarding experience can lead to micromanagement and dissatisfaction, which can negatively impact the project. [04:52] The benefits of a positive onboarding experience, including reduced anxiety and stronger client trust. [07:18] The importance of standardizing the onboarding process before considering automation. [10:23] The benefits of automation, including saving time, increasing consistency, and allowing for more strategic focus. [12:02] How automation can allow you to manage more clients and boost profitability by streamlining your onboarding process. [13:00] How automated emails can set clear expectations for clients, including team introductions and next steps. [13:49] The importance of onboarding speed in reducing buyer's remorse and setting the stage for success. [14:33] How even without full automation, templated emails can still provide consistency while adding slight personal customizations. [15:17] How sending out effective client questionnaires ensures you're gathering the right information without overwhelming clients. [17:36] Why having standardized onboarding checklists in your project management software ensures a consistent client experience. [18:18] How you can inject personal touches into automated systems, like adding client names or specific goals. [20:18] The importance of balancing between automation and human connection in client onboarding to avoid an overly robotic experience. [21:25] How a balanced, well-automated onboarding experience can foster long-term client success while maintaining a personal connection.

Do you often feel overwhelmed by constant client demands, unpredictable schedules, and the pressure to always be available? Establishing clear boundaries can help you regain control of your time and improve your client relationships. In this episode of The Agency Blueprint, we discuss how to regain freedom by setting professional boundaries in a respectful, structured way with clients. We explain the importance of clearly defining expectations around scope of work, communication tools, and response times to avoid burnout and maintain a healthy work-life balance. Don't miss this episode to learn from a cautionary tale that highlights how personal involvement with clients can lead to burnout and strained relationships! Key Questions: [00:40] Are you setting clear boundaries with your clients and how did that improve client relationships? [04:57] What specific items should you include and exclude in your scope of work to avoid clients demanding additional, unplanned tasks? [13:52] Have you ever found yourself in a situation where a client became entitled to your time, and how did you handle it? [20:52] How do you currently set and enforce boundaries with your clients, and what steps can you take today to improve those processes? What You'll Discover: [01:38] The negative impact of not setting clear boundaries and how clients will take advantage of your availability if boundaries aren't set. [03:38] How to define your scope of work and set clear deliverables in your proposal process to avoid overwork. [04:57] How to handle additional work requests and communicate additional costs effectively. [05:56] The importance of having a structured communication process and avoid the trap of always being available. [08:10] The importance of internal communication within your team to ensure consistency with clients and avoid confusion. [09:07] How to handle internal expectations of client response times and ensure clarity across all team members. [10:35] A success story of an agency that improved their client relationships by setting clear boundaries. [12:50] The lasting benefits of setting boundaries, including improved client retention, respect, and profitability. [13:52] An inside look at how a client demanded unreasonable time and how it led to the breakdown of the relationship. [16:53] How personal involvement with clients can cloud judgment, leading to negative consequences for both parties involved. [20:52] The importance of setting clear boundaries early in the relationship and consistently enforcing them.

Why stick to a static budget when you could proactively predict your financial future with rolling projections? Continuously updating financial projections allows businesses to reflect actual performance and adjust to changing conditions. In this episode of The Agency Blueprint, I'm joined by Dan DeGolier to discuss valuable insights on financial forecasting, budgeting, and cash flow management for small and medium-sized businesses. Dan is the founder of Ascent CFO Solutions, has extensive experience as a CPA, and is now a fractional CFO. He is passionate about helping entrepreneurs understand their finances and cash flows so they can obtain the capital needed for growth. Don't miss this episode to learn the importance of focusing not just on profitability but also on the timing of cash inflows and outflows. Key Questions: [01:03] What is the defining difference between a budget and a rolling forecast? [03:38] In what ways could frequent updates to your financial projections benefit your business's decision-making process? [07:40] How can a business owner leverage rolling forecasts and projections to make more informed decisions during periods of rapid growth? [13:42] What are the common mistakes that CEOs and CFOs run into while they're leveraging available financial information? What You'll Discover: [01:16] The difference between a budget and a rolling forecast and the importance of a rolling forecast for early-stage companies. [02:55] The connection between projections, cash flow, and the risk of running into financial issues even when a business is profitable. [03:50] How frequent updates to financial forecasts can help adjust for unexpected costs, like hiring, and avoid cash flow issues. [04:54] Key questions agency owners should ask when reviewing their financial forecast. [05:46] Why Excel is still a preferred tool for financial projections for smaller businesses. [07:54] The challenge of managing cash flow and profitability during rapid business growth periods, and how projections help make strategic decisions. [09:22] The importance of managing cash flow separate from profitability, and how rolling forecasts provide a clearer picture of both. [11:35] Cash basis vs. accrual accounting, and why accrual-based financial statements offer a more accurate view of a business's financial performance. [13:54] The importance of having a backup plan to ensure financial stability during unexpected challenges. [17:14] The importance of financial management and forecasting as core foundational elements of business success. Get In Touch with Dan: WebsiteLinkedIn

Are you an agency owner struggling to decide where to focus your marketing efforts for reliable lead generation and scalable growth? In this episode of The Agency Blueprint, I discuss the power of being strategic and intentional in your marketing approach, focusing on where your ideal clients already spend their time. I share my personal journey from doing everything to focusing on one strategy and optimizing every funnel stage—resulting in consistent and meaningful lead generation. Don't miss this episode to learn more on the importance of knowing how much time and money you can afford to invest in a strategy before seeing meaningful results! Key Questions: [00:34] Are you focusing your marketing efforts where your ideal clients are already spending their time, or are you spreading yourself too thin trying to be everywhere? [07:50] Do you understand your ideal client's goals, fears, and challenges? [10:32] Do you clearly understand what a marketing channel selection looks like specifically for you? [17:09] Have you set clear limits on how much time and money you're willing to invest in a new marketing strategy before you evaluate its success? What You'll Discover: [00:34] How to strategically choose where to market your agency to generate the right number of leads without spreading yourself too thin. [01:45] Why most marketing strategies fail: lack of focus, unrealistic expectations, and inconsistency in execution. [02:37] How I shifted from the “do everything” approach to a strategy that made meaningful impact by placing attention in the right place. [05:30] How incremental 1-2% improvements at every funnel stage can significantly increase your lead generation results over time. [06:18] How selecting the right marketing channels amplifies your message, while the wrong channels waste both time and money. [07:50] Why creating psychographic profiles of your ideal clients helps you get inside their heads, understand their pain points, and connect on a deeper level. [09:18] Techniques for writing emotionally resonant copy that builds authority and rapport rather than jumping straight to a sales pitch. [10:32] Understanding marketing channels, plus the importance of knowing what you can afford to spend on acquiring a client. [14:52] Understanding short-term, mid-term, and long-term lead generation methods and how to evaluate which one suits your business goals. [17:09] How to set upfront time and investment limits and establish minimum KPIs to decide whether to continue or cut off a campaign. [18:47] The importance of testing and tracking your marketing data to gather a statistically significant data set before making major decisions.

Are you struggling to qualify leads quickly and efficiently, wasting time on unqualified prospects? Instead of immediately pitching services, the initial sales conversations should focus on evaluating the fit to save time and increase your chances of closing deals with the right clients. In this episode of The Agency Blueprint, we discuss strategies to qualify leads quickly and efficiently. We explain why asking the right questions, understanding a potential client's needs, and knowing when to walk away from unqualified prospects can streamline your sales process and focus on the right opportunities. Don't miss this episode to learn the value of preparing a script to guide the conversation while allowing flexibility for a more natural discussion. Key Questions: [00:33] How do you currently qualify leads in your agency, and how much time do you spend on unqualified prospects? [01:23] Are you more focused on pitching your services or evaluating whether the client is a good fit for your agency? [02:29] How quickly do you decide to walk away when you know a potential client is not a good fit? [05:40] How do you maintain a calm, neutral tone without over-selling or pushing for the sale? What You'll Discover: [01:23] Why it's important to stop pitching immediately and start with evaluating whether the client is a good fit. [03:23] Save your time and energy by understanding why some clients only need a quick piece of advice, not a full engagement. [05:40] Avoid being too pushy and maintain a calm, helpful attitude throughout sales calls. [07:20] How to quickly determine if a client is a good fit and set the right expectations by scheduling shorter initial meetings. [08:59] The benefits of having a script to guide your sales conversations while allowing room for genuine dialogue. [12:00] Red flags to watch out for during conversations, such as cost-driven inquiries and negative comments about past agencies.

Are you ready to transform how your agency handles client feedback and elevates project delivery? To master agency workflows and create exceptional client experiences, you must streamline communication, reduce revisions, and deliver results. In this episode of The Agency Blueprint, I'm joined by Masud Hossain to discuss the art and science of managing client feedback while optimizing agency processes for efficiency and growth. Masud is the CEO of Queue, a platform designed to streamline agency operations. He's a first-generation immigrant from Bangladesh and his entrepreneurial journey began with coding at age 12 to launching and selling his first startup A Sense of Life for $10 million during his residency. Don't miss this episode to learn how to detach personal ego from design work and the importance of raising prices to avoid overwhelm! Key Questions: [03:52] What does data suggest about both client satisfaction when it correlates to feedback and feedback levels? [10:43] Do you have any data around conflicting feedback from multiple stakeholders within a project? [12:45] What other insights do you have on what guidance to give the client when asking for feedback? [17:27] How many rounds of revision work do you see happening with different types of design work? What You'll Discover: [02:07] How Queue uses data from over 2 million comments to uncover insights into client feedback and agency challenges. [04:11] How high-performing teams ensure smoother feedback processes with project manager oversight. [07:07] Why setting shorter deadlines—3 to 7 days—is critical for getting timely client feedback and avoiding project delays. [09:44] How to avoid derailing projects by engaging all client stakeholders during project reviews. [11:18] Strategies for managing conflicting feedback by consolidating all input in one centralized platform like Figma. [12:52] The importance of onboarding calls for aligning brand voice, vision, and design systems to reduce miscommunication. [14:50] How designers can balance professionalism and creativity when receiving client feedback. [17:52] How different types of design work, from videos to web design, vary in the number of revisions typically required. [19:22] The dangers of overloading agencies with too many clients and the benefits of raising prices instead. [21:25] Strategies for transitioning freelancers into full-time employees to ensure reliable and consistent workflow delivery. Connect with Masud: Website

Could it be that you're not maximizing your agency's true value? While many agencies focus solely on tangible outcomes, you can tap into your most valuable offerings by separating and monetizing strategy. In this episode of The Agency Blueprint, I discuss how to identify strategy as a high-value service and the role of strategy-only models in driving agency success. I explain why implementing structured strategy phases not only aligns client goals with execution but also ensures continuous improvement. Don't miss this episode to learn about the different strategy delivery models and how to set clear client communication when using strategy! Key Questions: [01:43] Are you willing to pay for a service but hesitant to charge for it yourself? [03:49] Do you treat strategy as a separate deliverable or bundle it within projects? [06:27] How can you position your agency as a strategic partner rather than just a service provider? [15:05] Are you aligning your pricing with the transformative value your strategies provide clients? What You'll Discover: [02:30 The importance of recognizing strategy as a high-value service and ensuring it is compensated appropriately. [04:00] The value of positioning your agency as a strategic partner rather than a deliverable-focused service provider. [06:27] How to structure your strategy deliverables with defined processes, data inputs, and client communication. [08:59] Different strategy delivery models—oversight, building blocks, and integrated execution. [12:39] How to structure retainer-based strategy engagements using credits and modular deliverables. [14:12] The importance of clear client communication and setting expectations for strategy-only engagements. [15:05] A motivational reminder to value your expertise and charge based on the impact of solving client problems.

Are you making the right financial decisions to scale your business effectively? Financial decision-making for business owners can be complex but differentiating expenses from investments and focusing on risk assessment and ROI can make a difference. In this episode of The Agency Blueprint, I'm joined by Calvin Wilder to discuss the dos and don'ts of agency investments. Cal is the founder and CEO of SmartBooks, where their team empowers business owners to run financially healthy businesses through a mix of bookkeeping and accounting, financial reporting, and CFO advisory services. He started his career journey as an investment analyst, then worked as a CFO, and still does occasional CFO work for his clients. Don't miss this episode to learn the importance of a portfolio-based approach and how investment diversification can safeguard an agency's financial health! Key Questions: [01:22] What are some practical guidelines for agency owners to determine whether a business expense meets current needs or paves the way for growth? [05:40] What's your advice to someone considering risking everything on a single investment opportunity? [10:21] What are some examples of high costs or potentially high-risk investments you made with your agency and did they pay off in the end? [15:00] What framework would you use to determine whether to invest or not? [17:22] Are there percentages you consider when thinking about making investments on whether they should take place or not? What You'll Discover: [01:36] How to distinguish between standard operating expenses and growth-driven investments for agency owners. [03:35] The importance of evaluating ROI and risk when considering investments and how optimism can sometimes cloud judgment. [05:50] How personal circumstances and life stages influence financial decisions and risk tolerance. [08:13] The portfolio approach to business investments: balancing risks across multiple opportunities. [10:40] Examples of high-cost investments, like project management systems, that deliver long-term productivity gains. [15:10] Criteria for determining whether an investment opportunity is relevant today or better suited for the future. [17:39] Understanding metrics to consider as an agency owner when looking into new investment opportunities. Connect with Calvin: WebsiteLinkedIn

How can balanced scorecards and KPIs transform your business success? Well-designed performance metrics bring transparency, align teams, and streamline decision-making processes. In this episode of The Agency Blueprint, we discuss the transformative potential of balanced scorecards and well-structured key performance indicators (KPIs) for businesses. We also explain how to break down long-term objectives into actionable department-specific goals. Listen in to learn how full transparency with your team helps build trust and drive the business vision forward. You will also learn the importance of clarity, timeliness, and focus in KPI tracking to avoid vanity metrics. Key Questions: [01:40] What level of data transparency do you maintain with your team? [06:44] Are your KPIs aligned with your business's true pain points and opportunities for growth? [11:04] How can you effectively translate your 3-5-year objectives into clear annual and departmental goals? [21:21] Are you tracking meaningful KPIs or focusing on vanity metrics that don't contribute to real growth? What You'll Discover: [02:09] How full transparency with your team helps build trust and drive the business vision forward. [03:56] How to distinguish between valuable and motivated team members and those who may harm team morale. [06:20] The importance of identifying core inputs and aligning them with your business goals to avoid chasing irrelevant metrics. [11:15] How to break down long-term business objectives into specific, actionable goals for each year. [14:25] How to establish clear departmental and individual metrics to ensure accountability and progress tracking. [16:09] The motivational impact of using leaderboards to foster healthy competition and engagement within teams. [17:47] Common pitfalls in KPI tracking and why focusing on meaningful data is crucial for business growth and effective decision-making.

How can you elevate client delivery by harnessing the power of continuous feedback and improvement? Positive and negative client feedback is crucial and can inform strategies that boost retention, ROI, and long-term relationships. In this episode of The Agency Blueprint, I discuss the value of creating client feedback loops to uncover blind spots and enhance client experiences. I share effective methods to capture valuable client feedback, such as surveys, personalized check-ins, and exit interviews. Don't miss this episode to learn how to use feedback to implement meaningful changes and enhance client satisfaction. Key Questions: [00:34] What steps are you currently taking to improve client delivery? Are you leveraging every opportunity to improve the process? [03:21] How often do you gather client feedback, and are your surveys designed for maximum engagement? [07:06] Have you considered implementing client exit interviews to attain valuable insights you might be missing? [07:51] How do you build a feedback-positive culture where your team views feedback as an opportunity, not criticism? What You'll Discover: [00:34] The importance of continuous improvement in client delivery and why leveraging existing opportunities can elevate your performance. [01:48] Understanding why client retention hinges on strong relationships, plus the dangers of blind spots. [03:21] Tips on designing client surveys that provide valuable insights while being easy to complete. [04:25] The importance of regular account manager check-ins to maintain a strong client connection. [05:09] How addressing project shortcomings head-on can build trust and improve future outcomes. [07:06] Why client exit interviews are crucial for obtaining candid feedback and preventing future issues. [07:51] How to build a feedback-positive culture within your team to handle client insights constructively. [09:21] Ideas for team-building exercises that use client feedback to create delightful experiences and improve processes.

How can your creative agency thrive in an evolving industry? The current state of the industry demands creatives to learn strategies for growing a creative business and building stronger client relationships. In this episode of The Agency Blueprint, I'm joined by Emily Cohen and Hunter Vargas to discuss the state of the creative industry, the growing importance of transparency and collaboration, and more. Emily and Hunter, a mother-daughter duo behind Casa Davka, have over 30 years of combined experience. Emily's extensive background includes partnering with 500 top firms, while Hunter brings expertise in marketing and project management. Listen in to learn how to leverage AI as a tool in your agency while appreciating the importance of the human touch. You will also learn how to overcome downward pricing pressure by emphasizing value and standing firm on fees. Key Questions: [01:35] What are the biggest challenges agencies are facing today? [05:05] What are your thoughts on where the industry is headed in the advent of AI? [10:05] How can agencies defend their value and pricing against client pushback or competitive pressure? [18:48] What's your advice to agency owners on how to approach value-based pricing? [25:19] What's your advice to a growing boutique agency in terms of defining their niche and positioning their expertise? What You'll Discover: [01:54] Challenges creative agencies face today, including market saturation and the importance of positioning. [02:45] How transparency and collaboration between agencies are elevating industry standards and fostering collective growth. [05:14] How to embrace AI as a tool to enhance creativity and efficiency and leverage it for business development. [09:03] Understanding marketing as a human connection and creativity's emotional depth cannot be replicated by AI. [10:32] How to overcome downward pricing pressure by emphasizing value and standing firm on fees. [11:27] Why you must develop negotiation skills and educate business leaders on the value of design to ensure fair pricing practices. [14:42] The importance of knowing who you are and becoming an expert to make strategic business decisions. [17:15] How to strategically build trust with clients and maintain a healthy mindset when clients choose different directions. [19:10] Tips on how to approach value-based pricing, including asking clients for their budgets early on. [22:50] How avoiding assumptions and asking questions can elevate your expertise and contribute to better outcomes for clients. [25:53] How to define your niche and position your expertise to maximize opportunities and growth. [28:42] How defining your differentiators wholistically can set you apart in a crowded marketplace. Connect with Emily &Hunter: WebsiteHunter's LinkedInEmily's LinkedIn

How can understanding client behavior and refining your processes transform your approach to retention and growth? By identifying behavioral cues that indicate potential churn, agencies can take preemptive steps to retain clients. In this episode of The Agency Blueprint, I'm joined by Masud Hossain to discuss churn indicators in agencies and how to improve client retention. Masud is the CEO of Queue, a platform designed to streamline agency operations. He's a first-generation immigrant from Bangladesh and his entrepreneurial journey began with coding at age 12 to launching and selling his first startup A Sense of Life for $10 million during his residency. Don't miss this value-packed episode to learn more about the importance of clear communication, the impact of onboarding, and strategies to improve client relationships. Key Questions: [02:11] What are the top reasons why agencies are experiencing client churn? [07:29] Does agency specialization help deliver higher-quality work and reduce churn? [13:49] What are the most effective ways for agencies to combat churn outside of communication? [18:34] Are there specific language, tone, behavior, or metrics agencies or clients use that indicate the potential for churn? What You'll Discover: [02:20] The top causes of client churn, include poor communication, low-quality work, and mismatched expectations. [05:15] The importance of proactive communication and how simple updates can significantly impact client retention. [07:51] The challenges of productized services and their higher churn rates compared to specialized services. [10:01] How proactive agencies reduce churn by identifying clients at risk and suggesting improvements. [12:40] How high-growth agencies with proactive account managers reduce churn by 5–7%. [14:00] The importance of effective onboarding, including understanding client design preferences and setting clear expectations. [17:35] Best practices for new client communication, including keeping updates frequent but concise. [19:04] How to improve your client communication styles and handle disagreements respectfully. [21:38] Understand that rapid response times may demand dedicated account managers to avoid disrupting creative processes. Connect with Masud: Website

How can your business stay resilient during potential economic downturns? How do you navigate both micro and macroeconomic shifts while safeguarding your business? Many businesses thrive during booms but fail due to poor adaptability when conditions change, and the only way to avoid this is by staying prepared. In this episode of The Agency Blueprint, we discuss strategies for agency owners to prepare for business sustainability during economic downturns. We explain how to build resilience through diversified revenue streams, effective cash flow management, and contingency planning. Listen in to learn how to maintain a balance with cash reserves, ensuring enough for operational stability without overexposing the business to unnecessary risks. You will also learn ways to evaluate and adjust your financial strategy based on revenue and operational expenses. Key Questions: [00:34] How do you ensure you're not entirely beholden to the economic shifts and challenges created by potential economic downturns? [01:09] Are you dependent on the economy's performance, or have you built safeguards to maintain stability during downturns? [06:07] Do your current cash reserves allow flexibility without making scarcity-driven decisions? If not, what steps can you take to adjust? [16:11] Are you targeting the right market or offering the right services, or is it time to pivot to a more sustainable niche? What You'll Discover: [01:09] The importance of identifying whether your business is dependent or independent of the economy's performance. [03:20] Why adopting a proactive mindset beats fear-based reactions during uncertain times. [06:07] The importance of maintaining 2-3 times your operating expenses as cash reserves to avoid scarcity-driven decisions. [09:18] Understanding when to consider lines of credit or loans and why they're not best suited for operational expenses. [11:20] Key areas to evaluate and adjust your financial strategy based on revenue and operational expenses. [14:12] The hard truth about layoffs and the consequences of failing to prioritize lead generation. [16:11] How to recognize when to explore new markets or services to maintain business growth. [17:17] The common mistake of cutting off the marketing budget most businesses make and why you should double down instead.

How do you effectively engage potential clients in today's crowded market? Have you heard of omnichannel marketing? This approach integrates multiple channels into a cohesive strategy that consistently engages prospects. In this episode of The Agency Blueprint, I discuss the power of mastering the omnichannel marketing strategy in a competitive landscape. I explain the psychology behind multiple touchpoints and how they help manage customer skepticism in a saturated market. Don't miss this episode to learn more about building client personas and the importance of consistent messaging across all platforms. Key Questions: [01:15] What is omnichannel marketing, and how is it used? [01:15] Which multiple channels can your business use to reach your ideal clients effectively? [05:22] Which marketing strategies best suit your current resources and lead generation needs? [07:34] Have you developed a detailed persona for your target audience to build aligned marketing strategies? What You'll Discover: [01:15] The concept of omnichannel marketing – using multiple channels to reach your ideal audience seamlessly. [02:59] The psychology behind multiple touchpoints and how they help manage customer skepticism in a saturated market. [04:20] How multi-touch marketing builds relationships by addressing client needs and reducing distrust. [05:22] Understanding short-term, mid-term, and long-term marketing strategies and when each is most effective. [07:34] The importance of developing a persona around your ideal client and aligning your marketing strategies to where they are. [11:12] How consistent messaging across all channels prevents friction and enhances client trust. [13:22] How to layer touchpoints across different platforms to build brand familiarity and nurture leads effectively. [16:21] Avoid spreading yourself thin by going to too many channels simultaneously and instead focus on a few.

How are you harnessing the power of data analytics to achieve long-term success with your clients? Measurable business outcomes clarify performance, highlight areas for improvement, and drive sustainable client relationships. In this episode of The Agency Blueprint, we discuss the importance of harnessing data analytics as a key strategy for long-term success. We also explore the role of metrics in branding, illustrating how even creative efforts yield quantifiable benefits. Listen in to learn the importance of data collection at the start of a client relationship to enable strategic adjustments and drive client confidence. Key Questions: What measurable outcomes are your clients expecting, and how are you aligning your strategy to achieve them? [00:33] How do you address the emotional concerns of your clients with clear, factual data? [02:30] What key metrics are you tracking at each stage of your client's marketing funnel? [06:42] How are you initiating data conversations with clients to set the foundation for a data-driven relationship? [15:22] What You'll Discover: [01:32] Understand how measurable, factual data can mitigate client concerns and promote trust. [02:44] How to distinguish key metrics, such as leads and conversion rates, to optimize your business performance. [04:21] Identify immediate versus long-term outcomes and their emotional implications on client relationships. [06:18] How small adjustments in metrics at every stage of the marketing funnel can double client revenue. [08:25] How leveraging measurable branding insights can improve ROI and operational efficiency. [12:21] The data conversations to have with your client to build a long-term partnership. [13:24] The importance of historical data and comparative metrics in setting client expectations and driving confidence. [14:48] Educate clients about the value of data from the start to build a strong foundation for the partnership. [16:28] How transparent data tracking throughout the client relationship builds accountability and ensures goal alignment.

Are your clients truly set up for long-term success? A well-crafted client onboarding process can make or break your partnerships. The first 90 days are critical; they either nurture client loyalty or risk early disengagement. In this episode of The Agency Blueprint, I discuss the importance of developing a comprehensive client onboarding process to shape long-term client relationships. I share actionable strategies to build trust and exceed client expectations, ensuring they feel confident about their decision to partner with you. Don't miss this episode to learn how to prepare and structure successful internal and client kickoff calls. Key Questions: [01:30] Why are the first 90 days of onboarding crucial for setting the tone of your client relationship? [05:39] How do you prepare your team to allow them to have success in the onboarding process? [05:52] How do you ensure your team effectively transfers client information from sales to production without losing key information? [10:47] Are your internal kickoff meetings prepared enough to ensure your team fully understands the client's needs before interacting directly with them? What You'll Discover: [01:40] The importance of understanding buyer's remorse and ways to turn uncertain clients into long-term partners. [03:30] How to map out positive and negative touchpoints in the onboarding process to enhance the client experience. [05:52] Avoid miscommunication between sales and production teams by preparing internal teams effectively. [08:33] The importance of involving the account leads early to build trust and reduce client anxiety. [09:16] How to efficiently resource allocate a client's work in the proposal phase with tools like Harvest and Float. [09:53] The importance of welcoming clients warmly within 24 hours to build immediate confidence. [10:57] The importance of pre-meeting preparation for a successful internal kickoff call to ensure everyone is informed. [14:22] How to structure a client kickoff call, focusing on objectives, deliverables, and communication clarity. [15:32] The importance of ensuring you stay in communication with the client to keep them informed on the behind the scenes. [16:10] A few thoughtful things you can do to surprise the client and cement your relationship. Book Mentioned: Never Lose a Customer Again by Joey Coleman

How are you defining success for 2025? Are you setting clear, measurable goals that are ambitious yet realistic? The right planning involves aligning your team with a vision and mission and breaking goals into manageable quarterly milestones. In this episode of The Agency Blueprint, we share a comprehensive guide to strategically planning your creative agency's success in 2025. We discuss the importance of team alignment, transparency, and performing a SWOT analysis to address challenges as they arise when creating a plan. Listen in to learn how to be clear and consistent with leadership objectives and avoid the “shiny object syndrome.” You will also learn the value of seeking external advice and mentorship while balancing external inputs with personal intuition. Key Questions: [00:50] How do you set realistic yet ambitious goals, align your team around a unified vision and mission, and anticipate challenges before they arise? [01:23] Do you understand where your objective is in the longer term? [06:15] How transparent are you with your leadership team about your agency's goals? [18:14] Do you have the right advisors to help you reach your goals? [21:24] How much are you investing in your personal and professional growth and development? What You'll Discover: [01:23] How long-term personal and business objectives can guide your agency's success, plus how to define clear and measurable goals. [03:04] Set realistic growth targets based on past performance and assess the gap between where you are now and where you want to be. [04:12] Perform a SWOT analysis to identify each quarter's risks, opportunities, and roadblocks for better prioritization and focus. [06:15] Why transparency with your leadership team is critical when setting goals and making strategic decisions. [08:05] The significance of weekly KPI monitoring and project plans to keep progress on track and avoid missing key objectives. [12:33] The challenges of "shiny object syndrome" and the importance of staying focused on set goals. [14:45] The importance of overcoming limiting beliefs and focusing on personal goal-setting rather than adopting others' goals. [18:14] The value of having an advisor or coach to offer insights and help you navigate your blind spots. [20:50] Why you should focus on solving problems and not just setting goals. [21:24] The importance of investing in your personal and professional development to become who's needed to reach your goals.

Have you considered expanding your team globally? Leveraging the full potential of your remote workforce can transform your business from a small-scale operation to a multi-million-dollar success. How do you overcome the cultural and communication barriers to build a high-performing global team? In this episode of The Agency Blueprint, I'm joined by Philip Rivers to discuss how to hire and manage overseas talent effectively. Philip is an email marketing expert and founder of a $200M revenue-generating agency. His journey began designing niche t-shirts and grew to a thriving agency with over 50 employees leveraging global talent for outstanding results. Don't miss this episode to learn more about strategies for building cohesive remote teams and creating meaningful physical connections with them. Key Questions: [01:04] What is the distinction and the relationship between local and global talent, and how can you leverage each? [06:38] How did you look at where to find the right talent with good cultural crossover for the right type of skillset that allowed you to expand your team globally? [09:29] What would you say to someone who needs help in hiring the right global talent? [14:33] How do you consider the compensation component of a fair wage within that individual's country? [16:18] How can physical team-building activities and annual gatherings improve team cohesion and performance among remote and offshore team members? [18:55] What would someone who's never hired nearshore or offshore talent consider when hiring? What You'll Discover: [01:39] Philip's shift from hiring only local talent to embracing global talent driven by financial and operational considerations. [04:22] His experience hiring client-facing overseas talent and how it works in specific industries. [06:53] The process for finding and hiring the right talent with the right hiring strategies in regions like Latin America. [09:42] The importance of businesses fully preparing for remote workers with SOPs to clear communication expectations. [11:49] How to effectively integrate global talent into the company culture without making them feel undervalued. [13:33] The potential risks and opportunity costs that come from not investing in overseas talent's success. [15:22] How different cost-of-living levels impact compensation and how fair wages in various countries can still provide a good quality of life. [17:09] How regular team-building efforts and cultivating a united company culture can impact team members' longevity and effectiveness. [19:10] Things to consider when hiring overseas talent, like planning the first 30 days and evaluating soft skills. Connect with Philip: WebsiteLinkedInTwitter

Are you looking to target mid-market to enterprise-level clients? If so, the Account-Based Marketing (ABM) strategy might be a good fit. Unlike traditional broad outreach strategies, ABM focuses on precision, personalization, and relationship-building. In this episode of The Agency Blueprint, I discuss the effectiveness of the ABM strategy when working with high-value clients and why it's more impactful today. I also explain the importance of understanding your ideal client persona, building detailed outreach strategies, and consistently engaging with these clients through multi-channel efforts. Don't miss this episode to learn how to balance email automation and personalization during client outreach. Key Questions: [00:50] How can you effectively target and engage high-value accounts for your agency? [06:34] Are you prepared to build a long-term relationship with larger organizations with longer sales cycles? What You'll Discover: [01:44] Why the ABM strategy is more impactful today as larger clients now favor project-based work with boutique agencies. [03:58] Identify your target client persona—understand the industry, organization size, and key decision-makers for effective outreach. [04:24] How to build a client list based on your available time and compile detailed research on your target client before outreach. [06:34] How larger organizations plan their budget and why you should prepare for long-term relationship-building. [09:19] The value of a multi-channel approach – build name recognition by engaging with prospects before initiating direct outreach. [10:12] How to use email templates to streamline your outreach without sacrificing personalization. [11:30] Consistency is key—implementing this strategy requires ongoing effort and consistent follow-up to yield results over time.

Are you fixated on the idea that working more is the key to success? What if we told you that the key to success is not the hours you put in but about focusing your attention? You achieve better results by dedicating just 8 to 12 hours a week to a singular goal, refining processes, and creating intentional focus. In this episode of The Agency Blueprint, we discuss how focused attention leads to real progress rather than putting in more hours. We explore where the hustle culture propaganda stems from and how it only leads to burnout and decreased productivity. Don't miss this episode to learn how to create a simpler approach to work that focuses on what truly matters in your life and business. Key Questions: [00:33] Did you know you can achieve more impactful results by dedicating 8 to 12 hours a week to a specific goal, refining systems, and improving processes? [06:46] Do you feel like you're on a hamster wheel, hustling without making real progress in your business? [16:50] Are you focusing on the right problem within your business? What You'll Discover: [01:31] Understand that hustling leads to burnout, preventing you from long-term success and enjoyment in life. [03:14] How the hustle culture in America was shaped by corporate interests leading to societal stress and inefficiency. [05:28] How agency owners who hustle often find themselves trapped in a cycle of working long hours with little progress. [07:18] How to create boundaries between your work and life and focus on key services in your agency. [12:55] How to plan and prioritize short-term goals for better results than setting long-term, vague goals. [14:19] The importance of patience and focus in achieving meaningful progress in your business goals. [16:50] Why solving the key problem can lead to solving multiple issues within a business. Book Recommendation: Do Nothing by Celeste Headlee

How are you prepared to evolve your SEO and organic search as a marketing channel in this age of AI? AI is transforming organic search marketing, so it's important for businesses to provide high-value content to meet the personalized needs of today's customers. In this episode of The Agency Blueprint, Greg Brooks joins me to explore SEO and organic search marketing and how AI is transforming organic search marketing. Greg is an author and partner at SearchTides, a hub for all things search and SEO, and in the AI era of searching online. His role is pivotal in shaping the future of effective SEO, leveraging large language models, or LLMs, and navigating an AI-driven era of the internet. Greg has successfully collaborated with industry giants such as Home Depot, Zillow, Western Union, and FanDuel. Listen in to learn how to align your SEO and social media strategies based on customer journey length and domain authority strength. You will also learn whether your SEO works best for your business and when to explore other marketing channels. Key Questions: [01:22] Is organic search still a viable marketing channel in the era of AI and fragmented online search behaviors? [04:32] What's your advice to businesses to stay updated with AI advancements and SEO changes? [13:39] Who is organic content for and not for, and is organic search meant for everybody? [15:49] How can businesses adjust their SEO strategy to account for user intent and funnel stages, ensuring they reach the right audience at the right time? [27:35] What's your advice to businesses still trying to determine whether SEO and organic search are a viable channel for them? What You'll Discover: [02:00] How Google positions itself as a leader in AI-driven search, unlike GPT models, which are often blocked from web traffic. [04:45] How to study user behavior and the buyer's journey to tailor content across multiple channels and touchpoints. [08:06] The future of AI-generated content and why human expertise is more important than ever. [12:31] The importance of content structure and scrollability to ensure content is easily digestible and tailored to modern user behavior. [13:29] How people are taking combined ways of searching online even as businesses continue to focus on easily trackable marketing strategies.

How do you leverage data in your agency to create effective marketing strategies? When appropriately leveraged, data in marketing can help you optimize audience targeting, campaign performance, and overall marketing outcomes. In this episode of The Agency Blueprint, I discuss how to base marketing decisions on data instead of making assumptions or shifting tactics too quickly. I also explain the importance of having a disciplined, long-term approach focused on continuous testing and small incremental improvements in various marketing funnel stages to double results over time. Listen in to learn the importance of understanding your audience, running A/B tests, and tracking attribution across channels to refine strategies and achieve measurable success. Key Questions: [01:13] Are you harnessing data within your agency to create effective marketing strategies? [08:30] How do you go about thinking through your existing marketing strategy that allows you to make improvements? [09:32] How well do you understand your audience? Are you collecting the data necessary to segment and target them effectively? What You'll Discover: [01:32] How marketers often jump from one tactic to another without giving marketing strategies enough time to prove effective. [02:36] How to leverage data to test and verify your marketing efforts instead of making assumptions. [03:56] The importance of perseverance in marketing and monitoring progress before giving up too early. [06:25] The power of making small, incremental improvements in various stages of marketing to double results. [08:30] How to think through your existing strategy and make improvements in each marketing stage. [09:32] How to deeply understand your audience and use data to articulate their problems better than them for more effective marketing. [12:38] The importance of A/B testing even when initial assumptions about messaging may seem obvious.

How are you harnessing the power of data to drive operational decisions in your creative agency? Leveraging data helps track agency performance and predict future outcomes, ensuring sustained growth. In this episode of The Agency Blueprint, we discuss how agencies can use data to streamline processes, enhance client satisfaction, and boost their bottom line. We also explain how to avoid data overload and enhance effective decision-making by focusing on fewer meaningful KPIs. Don't miss this episode to learn more about asking the right questions, data transparency, and proper data management. Key Questions: [00:33] Are you leveraging data to make informed decisions, improve efficiency and effectiveness, enhance client satisfaction, and boost your bottom line? [09:27] Do you have someone in your corner guiding you with data management as a creative agency owner? [16:41] Are you focusing on too many data points, making it difficult to prioritize improvements? What You'll Discover: [01:37] How data from past performance helps predict future outcomes, allowing for minor adjustments to optimize business trajectory. [02:57] The importance of clean, clear, and well-organized data for making informed growth decisions. [03:35] How to focus on key cornerstones like revenue growth and client lifetime value when reviewing data. [07:29] Ask the right questions about your agency and use data to support the answers for better decision-making. [09:19] Have data management to allow for sustainable business as a creative not naturally inclined toward data. [10:52] The importance of data transparency with your team to ensure everyone contributes to decision-making. [13:56] The power of measuring and monitoring data in your business for continual improvement. [16:50] How to avoid data overload by focusing on a few meaningful KPIs to drive performance improvement.

What's holding you back from delegating more in your agency? Trust issues and fear of handing over control are some challenges you might face when trying to delegate. But are you aware that effectively delegating gives you time to focus on growth and sustainability? In this episode of The Agency Blueprint, I'm joined by Ashley Berghoff to explore how effective operations can transform visionary businesses. Ashlee is an MBA and systems strategist with the mind of an architect and the heart of an entrepreneur. Her company works with visionary founders and agency owners stuck 'in' the business. They specialize in building and running powerful performance engines, and they have COOs and operations managers on their team. Don't miss this episode to learn about effective delegation and how personal boundaries can enhance visionaries' productivity. Key Questions: [01:37] In your experience, what are most agency owners' biggest obstacles when trying to delegate? [05:21] Is hiring a virtual assistant when stuck in business operations good advice? If not, why is it bad advice? [11:16] How can agency owners identify which tasks they should delegate based on their strengths and preferences? [23:17] What are your views on setting personal constraints or policies that help agency owners manage recurring issues more efficiently, and would you recommend them? What You'll Discover: [01:43] The challenges of trust and fear that agency owners face when trying to delegate. [05:33] Why jumping straight into hiring a VA is not the best move and how to delegate effectively for business success. [08:43] The documenting processes by recording videos approach and how it helps build a more efficient system when delegating. [11:34] The importance of thinking holistically about your business's operational engines rather than simply delegating tasks in isolation. [15:35] How to transition from task-based to outcome-based delegation by empowering team members. [19:28] How integrators and visionaries can work on ideas effectively without misalignment. [21:13] The importance of having both systems creators and doers within a team to ensure smooth, repetitive task execution. [24:13] How setting personal constraints and firm boundaries can help remove the emotional strain of decision-making. [26:14] Ashlee's playbook – a step-by-step guide for business owners to transition from operational management to strategic leadership. Connect with Ashlee: WebsiteLinkedIn

How can storytelling and visual models revolutionise your sales process? Rather than being a pushy salesperson, storytelling, visual models, and educating your clients can simplify complex ideas and build genuine client relationships. In this episode of The Agency Blueprint, I discuss the power of integrating stories and visual models for agency owners to position themselves as trusted partners. I further explain how educating clients empowers them to make informed decisions and sets realistic expectations. Don't miss this episode to learn the importance of building trust and positioning yourself as a long-term partner rather than just a vendor. Key Questions: [01:31] Are you using storytelling to help clients see themselves in your solutions? [05:20] Do you leverage visual models in your sales process to demonstrate your expertise and make complex concepts easier for clients to grasp? [07:36] Could educating your clients strengthen your sales conversations and client relationships? What You'll Discover: [01:31] The power of storytelling in helping clients relate to the scenarios presented in marketing campaigns. [04:11] How third-party selling through storytelling allows clients to recognize their own challenges through someone else. [04:50] How to leverage storytelling to explain complex concepts while building trust and credibility. [05:20] How to utilize visual models in sales conversations to break barriers and empower clients. [07:36] Education as a sales tool – how explaining processes and systems builds client confidence and sets realistic expectations. [08:37] The importance of building trust and positioning yourself as a long-term partner rather than just a vendor. [10:45] How to leverage these tools to empower, educate, and engage clients to make informed decisions. [13:39] Why you should aim to articulate value through storytelling and models and create a meaningful connection with your clients.

What drives your agency forward—financial success or something deeper? Is your passion visible in your work? Aligning impact, purpose, and mission in your agency work is a key pillar that will support you in good and challenging times. In this episode of The Agency Blueprint, we discuss how passion differentiates you in the marketplace, builds trust with prospective clients, and improves team dynamics. We explain how embracing passion, excitement, and energy will help you achieve a fulfilling business experience. Listen in to learn more about the difference between financial motivation and genuine passion. Key Questions: [04:07] Have you ever been drawn into a conversation or project because of someone's passion and enthusiasm for their work? [07:50] How do your passion and personal story influence your branding and positioning? How can you use this to differentiate yourself in the market? [11:50] How do you balance financial goals with the desire for impact and passion in your work? [15:47] How did your passion and sense of purpose help you overcome obstacles and move forward? What You'll Discover: [01:37] Successful clients whose undying passion sets them apart and how excitement and energy can be contagious and drive success. [04:07] How passion builds trust with prospective clients and creates a magnetic connection based on genuine interest. [07:50] The importance of recognizing that your passion is your differentiator and embracing it will help you achieve a fulfilling business experience. [10:15] How alignment with mission and purpose impacts team dynamics, unifying those with a common goal. [11:50] How impact drives energy and commitment, plus a distinction between financial motivation and genuine passion. [15:47] The importance of passion in overcoming difficult moments and achieving long-term goals. [18:50] How tough times and challenges can fuel motivation and creativity to fulfill your passion.

Are you struggling to streamline client communication and content collaboration in your agency? Having clear communication, building trust, and optimizing workflows are some strategies that can help streamline day-to-day operations and manage client expectations. In this episode of The Agency Blueprint, I'm joined by Xenia Muntean to discuss how to simplify agency operational and communication processes. Xenia is the CEO and Co-Founder of Planable, a content review and marketing collaboration platform used by over 15,000 creators behind iconic brands such as Hyundai, Christian Louboutin, Viber, and United Nations. She is a Forbes 30 Under 30 honoree, Techstars alumna, Webby Awards judge, frequent speaker, startup mentor, and angel investor. Don't miss this episode to learn more about the importance of dedicating time to technological exploration and how to leverage AI's potential without losing the human touch. Key Questions: [01:01] Can you give us a brief overview of your career journey and what you've been up to? [03:50] What were the biggest stressors you experienced in managing a social agency? [12:25] Do you know whether improving the client's experience impacted the client's lifetime value and the amount of spending the client would have? [13:50] How did you make the leap from an agency owner to a tech CEO/Founder, and what was your biggest motivator for launching Planable? [17:04] What's your advice for agency owners and life on how to effectively stay on top of the technology curve and solve their challenges in a meaningful way? [21:10] What are your thoughts on the primary types of tools agencies need and should be looking to evaluate at different stages of growth? What You'll Discover: [01:21] Xenia's entrepreneurial journey – how her first boutique agency gave birth to Planable. [04:02] The challenges she experienced managing a social agency from client communication, content production, and operations. [06:08] Why balancing a standard process with flexibility for different clients was a major challenge in running her agency. [10:06] How optimizing internal processes benefits both the agency and the client experience. [12:48] Understand that combining a great client experience and work improves retention and spending. [14:12] Xenia shares her experience shifting her focus from being an agency owner to a tech founder. [17:17] How to make space for innovation and stay updated while maintaining focus when exploring technology. [21:37] The different tools agencies should consider at various stages of growth while keeping it simple. [28:01] How AI is reshaping creative industries and the importance of leveraging it without being too reliant on it. Connect with Xenia:WebsiteLinkedInPlanable Discount: Blueprint30

How do you handle price objections in your sales conversations? Mastering the art of addressing pricing concerns while safeguarding your profitability is essential whether you're just starting or have years of experience. In this episode of The Agency Blueprint, I discuss actionable strategies to help you communicate the value of your agency to your clients during the sales conversation. I explain how to differentiate between marketing-qualified and sales-qualified leads in the sales process to avoid wasted efforts. Listen in to learn how to enhance agency-client relationships by building trust through demonstrated expertise, risk mitigation, and solution-driven conversations. Key Questions: [00:34] How do you manage price sensitivity during a sales conversation? [01:46] Are you asking the right questions to determine whether a lead is qualified, or are you wasting time on prospects who cannot afford your services? [10:03] Are you effectively communicating the risk and value proposition to reduce price objections during your sales conversations? [16:28] How do you clearly communicate your expertise and ability to mitigate risks to your client? [17:50] How do you offer tangible results and metrics that prospects can relate to? What You'll Discover: [01:33] The importance of distinguishing between marketing-qualified leads and sales-qualified leads to avoid wasted efforts. [04:40] How price anchoring helps guide sales conversations with clients who need clarification on the cost of services. [06:58] Why your expertise justifies higher price points and how to position your services based on market segments. [07:28] The "good, better, best" model for presenting tiered service packages that give clients flexible options. [10:15] How reducing perceived risk for clients increases their willingness to invest in your higher-value services. [11:43] How to set yourself apart in the sales conversation to avoid being relegated to just a vendor. [14:12] How to uncover the real concerns behind client hesitation and better manage their objections.

What if you reimagined your funnel from one with a wide top and a narrow bottom to one with small openings at both ends and a substantial middle? The middle section of a funnel is where most leads reside and hold untapped potential. So, how can you maximize this crucial area of your funnel? In this episode of The Agency Blueprint, I discuss strategies for maximizing the middle funnel by nurturing leads through valuable content and tailored communication. I explain how to drive more conversions and business growth by transforming potential clients' apathy into engagement and motivation. Listen in to learn techniques for segmenting your audience based on their content consumption preferences to reduce lead drop-off. Key Questions: [00:51] Are you maximizing the potential of your middle funnel leads? [01:31] How do you visualize your marketing funnel, and could it benefit from a different approach? [03:04] What strategies are you using to nurture leads who aren't ready to buy immediately? [08:52] How are you segmenting your audience to provide personalized content? [11:42] Do you understand the engagement patterns of your audience to refine your nurturing strategies? What You'll Discover: [00:33] The concept of modernizing your marketing and sales funnel and moving away from the traditional funnel shape. [01:31] Visualizing the new funnel shape with a large middle where most of your leads reside. [03:04] The importance of nurturing leads who may not convert immediately but show long-term potential. [04:50] How to focus on the information needs of mid-funnel leads to foster engagement. [07:47] Strategies for re-engaging mid-funnel leads through diverse content formats and personalized approaches. [08:52] Techniques for segmenting your audience based on their content consumption preferences. [09:35] How to tailor content to your audience's needs and preferences to reduce lead drop-off. [11:42] Have a data collection mechanism to understand the types of engagement people have and improve lead nurturing. [13:02] How to re-evaluate your current nurturing efforts and improve engagement with existing leads.Free Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

What happens when a substantial portion of your agency's income comes from just a handful of clients? Revenue concentration poses significant risks, especially if a major client leaves or market conditions change. In this episode of The Agency Blueprint, we discuss the critical issue of revenue concentration that affects many agencies. We emphasize the importance of diversifying revenue streams to ensure financial stability and sustainability. Listen in to learn strategies for reducing revenue concentration, such as leveraging existing client relationships, developing new business partnerships, and focusing on current and potential clients. Key Questions: [00:44] Have you evaluated the level of revenue concentration within your agency and its potential risks? [02:10] How would your agency cope financially if one of your top clients decided to leave? [07:26] How does revenue concentration affect the valuation of your business from a potential buyer's perspective? [11:46] How are you maximizing opportunities with your existing clients to diversify your revenue streams? [15:03[ Have you explored strategic partnerships to generate new leads, recover lost leads, and diversify your client base? What You'll Discover: [00:44] Understanding revenue concentration, when revenue concentration occurs, and the risks it poses. [01:30] How to calculate your agency's revenue concentration to identify potential risks. [02:10] The danger of having top clients controlling a large portion of your revenue. [03:48] Real-life example of clients disregarding the risks and facing severe consequences. [05:54] How high revenue concentration leads to negotiation power issues, putting an agency in a vulnerable position. [07:24] How high revenue concentration can negatively affect the valuation of your agency during an acquisition. [10:37] How to calculate and identify revenue concentration using accounting platforms. [11:46] Strategies to expand revenue from existing clients instead of solely focusing on new business development. [15:03] The importance of building new business relationships and the value of strategic partnerships. [17:00] How to recover lost leads and previous clients as a method to expand your client base.Free Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

Are you afraid of the risk of being replaced by AI as a creative? What if you learned that AI is far from replacing creativity and can instead be leveraged to enhance your work? The inherent AI predictability means it can assist with routine tasks, but the unique human ability to push creative boundaries remains irreplaceable. In this episode of The Agency Blueprint, I'm joined by Ana Santhosh to discuss artificial intelligence (AI) and its implications for creative professionals. Ana is the founder of Kraft AI and is passionate about demystifying AI for leaders and organizations. She guides them through the strategic adoption of AI to drive innovation and empowers leaders to make informed strategic decisions through personalized guidance and practical exercises. Don't miss this episode to learn how to think outside the box and leverage AI's predictive capabilities to augment your creative processes! Key Questions: [01:36] Are creatives going to be replaced by AI? Are they going to be out of a job in a couple of years? [05:56] What would be the most successful way to look at the AI adoption within an agency? And what would allow for an agency to be thinking about AI adoption to allow for it to be most successful? [11:14] What's your advice on how to stay relevant and on top of what is adopting and becoming new today and how people are using it? What You'll Discover: [01:47 Ana clarifies misconceptions about AI and explains why it won't replace creativity. [04:38] Why you should think outside of the box when creating to beat AI because, unlike the human mind, AI is predictable. [06:11] How AI can help agencies automate and augment to align with organizational goals effectively. [08:45] Understanding the role of well-crafted prompts in optimizing AI-generated content. [11:24] How to stay relevant and effectively integrate AI solutions by prioritizing user needs over technology trends. [14:51] Why you should shift your perspective around AI adoption and focus on specific business needs for optimal results. [17:24] Understanding AI as an augmenting tool rather than a replacement for your creativity. [20:19] Why you should avoid the one-size-fits-all approach to AI applications to make things easier. [24:50] Ana's customized AI boot camp for businesses looking to harness AI effectively. Connect with Ana: EmailLinkedInFree Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

Are you making accurate financial projections and budgets to guide your business toward sustainable growth? Agency owners often overlook or avoid their financials, but understanding and managing these numbers is essential for long-term success and stability. In this episode of The Agency Blueprint, we discuss how business owners can better manage their finances without needing a degree in accounting or finance. We explain the importance of accurate financial projections, budgeting, and the use of financial benchmarks to ensure a sustainable and profitable business. Listen in to learn the significance of regularly reviewing financial statements, understanding key metrics, and maintaining a healthy cash reserve to navigate unexpected challenges. Key Questions: [00:44] Are you paying enough attention to your business financials to ensure its health and growth? [01:57] How frequently do you review your financial statements, and do you understand the key ratios and percentages that impact your business? [10:01] How well do you understand your cost of goods sold, and what does it tell you about your pricing and operational efficiency? [12:57] How much are you investing in your own marketing, and does it reflect the standards you set for your clients? What You'll Discover: [00:44] The critical role of financial health in business success and the benefits of accurate financial projections and budgeting. [01:57] The importance of regularly reviewing financial statements and understanding key financial ratios and percentages. [03:34] The importance of daily self-improvement to understand the language of business and enhance business performance. [07:19] The importance of having adequate cash reserves to manage unexpected downturns or expenses. [10:01] Financial benchmarking – defining key metrics like the cost of goods sold and their impact on business health. [12:57] The importance of marketing investment, plus how the cost of goods can determine pricing and operational efficiency. [15:05] The peace of mind and security that comes from managing a business by the numbers. Free Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

Do you show up authentically? What does it mean to be truly authentic in business? How can you ensure your actions reflect your deepest values? When you align authentically with your values, you find renewed energy for growth and other aspects of business. In this episode of The Agency Blueprint, Guillaume Wiatr joins me to discuss the critical importance of authenticity in entrepreneurship. Guillaume is the creator of Strategic Narrative, the business strategy consulting and coaching methodology for entrepreneurial leaders and professional service firms. Through his company, MetaHelm, he steers experts, CEOs, and leadership teams to build a successful business they love by growing narrative power and the leadership ability to defy the normal when the normal is wrong. Don't miss this episode to learn about creating an authentic business narrative through a holistic approach, maintaining authenticity, practical strategies to remain genuine in leadership roles, and more. Key Questions: [01:51] Can you share your thoughts and stories about authentic alignment in entrepreneurs and its impact? [09:52] Can you tell us more about your Strategic Narrative methodology and how it works to help people find authenticity? What You'll Discover: [02:00] Guillaume defines authentic alignment and discusses the complexities of staying true to one's values. [04:30] The necessity of daily reflection and self-discovery for the ongoing journey of personal and professional authenticity. [05:44] How authenticity can be sensed personally and by others in the room and its impact on business connections. [10:01] Guillaume's Strategic Narrative methodology and how it helps leaders create genuine business narratives. [11:27] How to run a holistic business with personalized business strategies rather than one-size-fits-all solutions. [16:45] Actionable ways for those interested in selling in a more authentic and less convincing way. [19:48] The importance of diagnostics in sales conversations and understanding clients' true needs. [20:37] The challenge of balancing expert advice with clients' unique needs and preferences. Connect with Guillaume: WebsiteLinkedInFree Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

How often do you question the options in front of you and seek out creative solutions? By challenging the status quo and choosing 'Option C ', you can unlock your true potential and lead to a more fulfilling life. In this episode of The Agency Blueprint, I challenge the belief that life only gives us two undesirable options and explain the power of choosing option C. I also explain the value of charting unique pathways that align with your personal values and aspirations. Don't miss this episode to hear real-life examples of individuals who challenged traditional dichotomies of choices and successfully created their own pathways. Key Questions: [00:58] Are the choices you're making in your agency truly aligned with your personal values and long-term goals? [03:45] Can you identify an "Option C" in a current dilemma that aligns better with your true desires? [04:45] What new perspectives and creative solutions can you explore to achieve true alignment with your personal and business goals? [08:41] Are you living according to your values or following someone else's path? How can you realign with your own values? What You'll Discover: [00:58] The importance of choosing options that align with personal values and agency goals rather than settling for what's presented. [03:45] The concept of creating a personalized pathway (option C) that aligns with individual desires and values. [04:55] How to overcome the fear and resistance of exploring new perspectives to achieve true alignment with personal and business goals. [08:41] The value of charting your own unique pathway for true success and fulfillment and the dangers of copying others. [09:46] Examples of individuals who challenged traditional dichotomies of choices and successfully created their own pathways. [17:49] Take time to explore option C and find a creative solution that's the right decision for you.Free Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

Are you focusing on the right financial strategies to benefit your agency? How do you mitigate financial risks and secure financial stability? A lack of financial planning can negatively impact your agency's success. An agency generating revenue for its own sake is pointless; the ultimate goal should be maximizing profit. In this episode of The Agency Blueprint, we delve into the financial risks that often arise in creative project management, such as underpricing services, mismanaging cash flow, and failing to plan for future expenses. We explain the importance of maintaining a healthy cash reserve and carefully planning new hires to avoid overextending resources. Listen in to learn the importance of embracing the value of your creative work and charging accordingly for a sustainable business model. Key Questions: [03:00] Are you setting the right price points for your services to ensure profitability? [11:22] How do you manage your cash flow? Do you have a system in place to track income and expenses effectively? [13:23] Do you have sufficient cash reserves to handle growth phases and unexpected expenses? [17:52] How do you manage planning hires in advance to avoid overextending your team? What You'll Discover: [01:47] The predominant financial risks in creative projects, from price points to cash flow and contracts. [03:00] Pricing strategy – how to overcome the fear of charging your work's worth as your agency grows for sustainable profitability. [05:25] A real-life example of how undervaluing services can hinder agency growth and profitability. [08:58] A detailed breakdown of how to calculate appropriate billing rates to ensure profitability. [11:22] The importance of monitoring cash flow and having a mechanism to understand and manage it effectively. [12:26] Simple tools to help you track cash flow accurately, avoid the stress of unexpected expenses, and ensure timely payments. [13:23] The challenges of managing cash flow during growth periods and the necessity of maintaining cash reserves. [15:16] How to find resources or individuals who can help manage your cash flow efficiently. [17:52] Understanding when to hire and how to do it in advance to avoid putting deliverables at risk. [20:44] The importance of doing things differently to ensure your business choices don't negatively impact your family life.Free Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

Is selling your agency the right move for you? What personal goals and circumstances might influence your decision? Your unique goals and circumstances should influence the decision to sell your agency or hand it over to a successor. In this episode of The Agency Blueprint, Jonathan Baker joins me to discuss the misconceptions and realities surrounding the sale of an agency. Jonathan is the head of the M&A practice at Punctuation, a small advertising practice that works exclusively with small—to mid-size independent marketing service firms on various facets of business management and growth. Don't miss this episode to learn valuable advice from an expert for agency owners considering whether to sell or continue growing their firms! Key Questions: [01:43] What and when is the actual goal and the idea behind selling an agency? [03:37] What does a typical deal structure look like in your experience for an agency owner in a small to mid-size agency? [06:15] What steps should you take to evaluate whether to sell or continue growing your agency? [09:09] What other options are there for agency owners beyond potentially selling? [13:37] In the two potential inevitabilities where someone is looking to sell, and someone isn't looking to sell, what would provide for the highest amount of money in the founder's pocket? What gross and net profit margins should agency owners target to ensure their firm's financial health and attractiveness to potential buyers? What You'll Discover: [01:51] Jonathan on the multiple triggers that cause selling an agency and why selling an agency should be a personalized goal. [03:47] The typical deal structures for small to mid-size agencies and the impact of different types of buyers on deal structures. [06:26] Why you should focus on your personal goals and the agency's profitability when evaluating whether to sell or not. [09:24] The challenges of running a creative agency with an absentee owner and the importance of having a solid number two person. [11:45] Options for agency owners who want to retain flexibility while continuing to grow their agency. [14:03] Main ways to maximize profitability to appeal to buyers or run sales mechanisms and business development. [16:41] The importance of targeting the right type of buyer based on the strengths and weaknesses of your agency. [19:03] Gross and net profit benchmarks for agencies and the importance of maintaining profitability while ensuring sustainable growth. [20:23] How to take control of your destiny and plan your future strategically as an agency owner at a crossroads. Connect with Jonathan: WebsiteLinkedInFree Copy of The Practical Agency Book.Real Life Agency Success StoriesWeekly agency tactics YouTube ChannelProfitability Accelerator Call - If you're looking to make a change today schedule your profitability accelerator call to define what is possible for your agency in the next 90 days.

What are your marketing and lead generation strategies? Where are you concentrating your marketing efforts? A well-balanced marketing and lead generation approach will help you manage resources effectively, build a sustainable pipeline, and steady growth. In this episode of The Agency Blueprint, I share various tactics to ensure your marketing and lead generation strategies balance your short-term, mid-term, and long-term goals. I explain when to focus on short-term goals and when to shift the balance to more mid-term and long-term strategies. Listen in to learn about some mid-term and long-term lead generation methods, how to evaluate potential partners for networking, misconceptions about paid advertising, and more! Key Questions: [02:05] How do you allocate your efforts between short-term, mid-term, and long-term lead generation strategies? [03:50] Are you diversifying your lead generation methods to avoid relying too heavily on one tactic? [05:55] Have you tailored your lead generation strategy to fit the specific needs of your target audience? [12:09] How do you evaluate potential partners for network marketing to ensure productive relationships? What You'll Discover: [01:41] The different types of strategies for sustainable growth based on timeframes: short-term, mid-term, and long-term. [02:05] How your agency's leads volume should guide your focus on short-term, mid-term, and long-term goals. [03:50] The importance of diversifying lead generation methods to avoid relying solely on content creation/social media for immediate results. [05:08] How to track lead sources and evaluate the effectiveness of different strategies to maintain a balanced approach. [05:55] The importance of having tailored lead generation strategies for your target audience instead of copying others. [08:12] Understanding the dangers of jumping between tactics without commitment and the importance of concentrating efforts for success. [08:53] Misconceptions about paid advertising being a short-term strategy, plus the time and financial investment needed for effectiveness. [10:12] How to set minimum metrics and timelines for new initiatives to evaluate their success and make informed decisions. [11:43] Some mid-term oriented lead-generation strategies and tips on maximizing their effectiveness. [12:09] How to evaluate potential partners in network marketing to build meaningful and productive relationships. [14:39] Some long-term lead generation strategies, how they require time, and should only be pursued once short-term needs are met. [15:21] The importance of balancing marketing efforts across different timeframes to ensure sustainable growth. [16:30] Recognize that not all lead generation tactics are top-of-funnel and understand their place in the buyer's journey.

What strategies can you implement to guarantee your clients choose to stay and grow with your agency? It is easier, cheaper, and more profitable to retain a client than to find a new one; ensuring your clients feel valued and understood from their first interaction with your team will keep them around for longer. In this episode of The Agency Blueprint, we discuss a comprehensive client retention method designed to enhance client satisfaction and loyalty. We explain the importance of having an initial kickoff call with the team and client, reviewing sales calls, and ensuring all team members understand the client's goals and expectations. Don't miss this episode to learn about deepening client relationships, the necessity of defining and tracking clear KPIs, and more. Key Questions: [01:27] How thorough is your internal kickoff process, and are you setting your team up for success from the start? [04:28] Are you giving your internal team enough time to prepare before introducing them to the client? [12:57] Are you maintaining regular and meaningful communication with your clients to keep them engaged and satisfied? [13:22] Can your client see how you' will help them get to the next step of their business? [22:18] Are you using clear KPIs and measurable goals to track your success and demonstrate value to your clients? What You'll Discover: [01:27] The pitfalls of rushing into deliverables without proper internal communication, starting with an internal kickoff call. [03:04] The importance of recording sales calls and properly articulating the goals and deliverables to your team. [04:28] How to set up internal teams properly before the client kickoff call to ensure understanding and preparedness. [06:41] The importance of continuing thoughtful and strategic communication throughout the client relationship. [08:50] The importance of aligning goals and setting expectations during the initial client kickoff call to avoid future disappointment. [12:57] How to hold an advisor's position for your client by giving them value and painting a future in every touchpoint of your relationship. [14:19] How to deepen client relationships with consistent and structured communication to ensure you're being seen as a partner rather than a vendor. [19:37] The importance of strong project management to ensure timely delivery and client satisfaction. [22:18] The necessity of defining clear KPIs and measurable goals to track and demonstrate success.

Do you know that a well-crafted contract can transform your creative agency's success? There's a clear difference between good and bad contracts for creative agencies. A well-drafted contract has customized legal agreements to mitigate risk and enhance agency business operations. In this episode of The Agency Blueprint, I'm joined by Josh Barrett to discuss how to reduce risk with good contract drafting for creative agencies. Josh is a partner at Matchstick Legal, the leading business law firm for advising creative agencies and their owners. Josh founded Matchstick Legal in 2011, driven by a passion for helping creative professionals navigate complex legal landscapes. Don't miss this episode to learn the importance of having clear terms about intellectual property ownership in contracts, client obligations, termination rights, recognizing your negotiation power, and more! Key Questions: [01:03] Could you share a little about Matchstick Legal, what your firm does, and your background? [02:40] What are your experience and recommendations on the risks associated with not paying close enough attention to the process of good contract drafting? [04:53] What frequency do you generally recommend that people review their contracts for contractors and clients? [12:20] What are some of the big things you see missing or not considered in agreements when reviewing them? What You'll Discover: [01:08] Josh describes Matchstick Legal's specialized focus on business law for creative agencies, plus his background in the field. [03:02] The importance of good contract drafting and the risks associated with using generic templates without customization. [04:59] Why you should revisit contracts every 12 months to ensure they remain relevant, effective, and adapted to changes in the business environment. [06:22] The benefits of using plain English in contracts, making them more accessible and reducing the likelihood of disputes. [08:21] The pitfalls of lengthy and overly complex contracts often used by large corporations. [10:41] The importance of standing firm on key points to negotiate better client contract terms, plus Matchstick Legal's "Report Card" service. [12:41] The common elements missing in agency contracts include intellectual property clauses, termination rights, and client obligations. [16:28] The importance of including a legal fees clause and clearly defining client obligations in contracts to deter bad actors and ensure project success. [19:31] Why you should recognize your leverage as an agency during contract negotiations and push for fair terms. Connect with Josh/ Matchstick Legal: WebsiteLinkedIn

Did you know that providing social proof can significantly boost your conversion rate in marketing and sales strategies? Clients' case studies and testimonials are powerful tools in your sales and marketing efforts. But how do you effectively use your testimonials and clients' results in various sales and marketing funnel stages? In this episode of The Agency Blueprint, I provide insights on the powerful impact of client results, case studies, and testimonials on marketing and sales strategies. I explain how to establish a client's emotional needs and pain points before delving into the business challenges and objections they faced. Don't miss this episode to learn more about integrating written, spoken, and video testimonials at various stages of the marketing and sales funnels. Key Questions: [01:23] What key emotional components are missing from your current case studies? [01:30] How do you effectively establish your client's emotional needs and pain points before working with you? [05:57] How are you leveraging spoken and written testimonials in your sales process? [12:53] What is the potential impact of leveraging written case studies and video testimonials in your marketing and sales strategies? What You'll Discover: [01:30] How to establish a client's emotional need and pain points before delving into the business challenges and objections clients faced. [03:08] The importance of articulating the business outcomes and decisions behind your work with social proof. [03:53] The various formats for testimonials and how they each fit into the different marketing and sales funnel stages. [04:49] The value of combining written and video formats on a case study page for comprehensive client understanding. [05:57] How to utilize spoken testimonials effectively in webinars, conferences, podcasts, and sales conversations. [07:59] How to leverage written testimonials in emails, on your site, and in the sales process to address client risk assessments. [08:52] How to continue building trust and provide additional information for client evaluation by sending relevant case studies post-discovery calls. [10:33] The importance of using video testimonials post-presentation to reinforce your proposal and build trust through client experiences. [13:37] Why you should reflect on your current case studies and consider updates to enhance their emotional and narrative appeal.

How do you approach mentoring and investing in your team? If you want to grow and be better, you have to invest in your team. Your team is your pathway to a successful business – they are your product, service, and the core of your agency. In this episode of The Agency Blueprint, we discuss mentorship and how to approach investing in your team so you can grow in many areas of your agency. We also explain the importance of taking a genuine interest in your team members and clearly communicating your expectations. Listen in to learn how to humanize your team, have an open line of communication, make training tangible, and more. Key Questions: [00:47] How do you grow and improve your agency by improving your team and investing in them? [11:01] How do you go about setting time aside to invest in your team? What You'll Discover: [01:40] How to set clear expectations by having the core fundamental responsibilities to allow your team to meet them. [03:25] Understanding how communicating your expectations as a manager makes things easier. [07:04] The importance of taking a genuine interest in your team members, which plays into the overall team performance. [11:01] Humanize your team and invite them to be part of your journey by sharing the lessons, issues, and failures you've faced. [14:12] How to have an open line of communication where your team sees you as a supportive mentor. [18:26] The importance of making training tangible and easier for people to understand expectations. [20:02] How to make available tools, resources, and knowledge your team needs to do their jobs.

What are you doing to show others that women can lead without being labeled a certain way? Women who lean into their strength and tap into what matters when leading achieve success and bring about much-needed change. In this episode of The Agency Blueprint, I'm joined by Carmen Reed-Gilkison to discuss women's empowerment in business and marketing and our role in making it happen. Carmen is a Certified Online Business Manager and Whole Person Certified Coach with over 25 years of marketing experience. She works with female entrepreneurs to assess, develop, and optimize their businesses for sustainable profitability. Don't miss the episode to learn more about fostering your path, creating a successful sales system for your agency, stepping into a CEO mindset as a woman leader, and more. Key Questions: [02:36] What are your thoughts about women being labeled bitchy, and what's your experience and your clients' experiences in this dynamic? [06:49] What advice would you give to a client or team member in a situation where the word bitch is being used? [16:37] What common issues do women agency owners face when getting involved in the sales and marketing aspect of a business? [21:57] What mindset tactics can women use to maintain their power and confidence? What You'll Discover: [02:45] Carmen shares her thoughts on why ambitious women are labeled bitchy and how we can do better as we know better. [05:24] The responsibility of women leaders to show others what's possible to bring much-needed change. [07:23] How to lean into your strength to de-escalate a situation where the word bitch is being used in a workplace environment. [10:58] The personal strength and fortitude it requires to tap into what matters to you as a woman leader. [14:09] Understanding how women are fostering their own paths using their experiences and the benefits of that. [16:59] How to build confidence and own your expertise as a woman agency owner to create a successful sales system. [20:59] The importance of prequalifying your leads to ensure you're speaking to the right people and not just anyone. [22:20] How to step into a CEO mindset and start looking at things analytically and setting aside time to plan for your business. [26:35] Carmen's Master Your Mindset in Business and Life class, plus a tip on overcoming difficulties. Connect with Carmen: WebsiteLinkedIn

How can you help your ideal client make the best possible choice they can for themselves during the sales process? Your responsibility as a salesperson in your agency is to have your prospective clients make the best possible decision they can, well informed, clear direction so that they can feel affirmed venturing into a new relationship with your agency. In this episode of The Agency Blueprint, I discuss sales touchpoints to include in your sales process to make sales work better for you and your prospective clients. I also explain how to avoid the mistake of appearing too eager in a sales conversation, which gives off a scarcity mindset and hence gives your prospective client the upper hand. Listen in to learn how to get prospective clients to show up to a qualification call, help them evaluate their potential direction, present a proposal, and more. Key Question: [01:10] What things can you think about or do to allow sales to work better for you? What You'll Discover: [02:03] Don't bring a scarcity mindset into a sales conversation; instead, bring an abundant mindset to make a sale effectively. [02:33] Slow down and share the information they need to make the best buying decision possible. [03:10] The importance of recognizing people's buying criteria to help them facilitate that buying decision. [06:56] How to get prospective clients to show up to a qualification call by getting them a piece of collateral. [08:08] How to build upon the conversation you've already had for them to evaluate their potential direction. [09:36] Have the strategy conversation to evaluate what they have going on that leads to a proposal. [10:52] Share a testimonial video of another client's experience after presenting a proposal.