It’s something we all dream about – retirement. Selling our agency for big bucks so we can sip Mai Tai’s on the beach. The agency’s name and reputation carrying on with another generation. Or just locking the door and calling it done. All are worthy ends for your shop. Whatever your dream is – I know that it’s very personal and important to you and I want you to achieve it. But no matter which end game appeals to you, it requires some serious planning (up to a decade before depending on your exi...
Jan 07, 2019•48 min•Ep. 170
On this episode, we delve into the unconscious mind and the concept of “limiting beliefs.” It’s the idea If I say to you, “I’ll meet you there in five hours” what is the first question you’re going to ask me? Right, meet you where? Finding our way without knowing the destination is impossible. But too often, that’s how we run our agencies. Both short and long-term planning often gets sidelined in the hubbub of running our agencies. We’re putting out fires. We’re solving client crises. We’re answ...
Dec 30, 2018•50 min•Ep. 169
On this episode, we delve into the unconscious mind and the concept of “limiting beliefs.” It’s the idea that our unconscious mind can hold us back without us even realizing it. So, how do we stop something we’re not even conscious of? The good news is that it is possible, and while it does take hard work, the steps themselves are pretty simple. This limiting beliefs stuff may sound a little new-agey. I’m a big fan of data and looking at the facts at hand. For me, turning those limiting beliefs ...
Dec 23, 2018•1 hr 1 min•Ep. 168
When you started your agency, it was probably pretty exciting and somehow any worries you had were squelched before they could get in the way. But as our agencies get a little more established and we get a little more comfortable, taking a risk seems scarier, doesn’t it? My guest thinks that’s a problem and he recommends that we re-acquainted with being uncomfortable. In some ways, I’d like to think my big risk-taking days are behind me. But when I go to manage my business, and in nearly every c...
Dec 17, 2018•1 hr 4 min•Ep. 167
Back in my early days of agency life, there was a production or traffic manager in every agency. Their job was to make sure all of the work was in the pipeline and delivered on time and on budget. Somewhere along the way, as agencies streamlined, that position went away. But now it’s back. And it’s making a huge difference in agencies client retention and profitability. Back then, the production manager was a combination of what we might think of today as a traffic manager and somebody who negot...
Dec 10, 2018•35 min•Ep. 166
Content marketing is growing up. It’s no longer about throwing out random social posts, random blog posts, or making an infographic once a quarter. Instead, we need to begin asking the questions (for our own agency and our clients): What are we building? What can we become as a brand that is of value to this audience of people we care about? Who can we be for our prospects, our customers, and our business partners? And I think an agency’s role in that can be both exciting and profitable. Why? Be...
Dec 03, 2018•1 hr 3 min•Ep. 165
In last week’s encore interview with Robin Boehler — we talked about the biz dev practices that she and the team at Mercer Island Group see when they’re sitting on the client’s side of the room. If you listened to that episode — you heard me say that if you implement the best practices Robin shared, you’re going to see the difference in your win rate. And because I want you to be as prepared as possible as you step into 2019 — I invited Steve Boehler and Lindsay O’Neil, also from Mercer Island G...
Nov 26, 2018•53 min•Ep. 164
Business development is a topic that is always front-and-center for agency owners. So I’m welcoming back one of our most popular guests, Robin Boehler from Mercer Island Group, to talk to us about the observations she and her team have made as they work with both agencies and clients who are asking to be matched with agencies. From those observations, Robin will outline some of the best practices that we need to be mindful of as we work to grow our agencies. One of my favorite songs from the pla...
Nov 19, 2018•56 min•Ep. 163
Often on this podcast, I share a wide-ranging conversation with my guest and we bounce around a little bit, even though we are focused on an overall theme. This episode is a little bit different. We going to deep-dive into just one subject: geofencing. For some in our business who aren’t digital natives, reaching an audience through new technologies like geofencing may seem complicated. When I started the business while still in college, it was all about print, radio, and TV. Now, I turn around ...
Nov 12, 2018•55 min•Ep. 162
For entrepreneurs, business decisions always are a blend of the head and heart. You need data and research in hand to make smart, informed decisions. But it also needs to feel right. Episode #161 is about those head-and-heart decisions. It’s about making mistakes and starting over. It’s about not settling for only one side of the equation. Some learn these lessons sooner than others. We all know college kids who started their own thing and made it work brilliantly. Back when I was in college, th...
Nov 05, 2018•54 min•Ep. 161
One of the challenges for all of us as agency owners and leaders is finding the balance of creating a relationship with our employees, but also being the leader and helping them recognize their blind spots, areas of growth and when they’ve messed up. This requires the courage to have candid conversations with your team members. It’s never easy or all together comfortable, but to truly be a leader in our agency – this is not an optional skill. I see the avoidance of these conversations when I’m o...
Oct 29, 2018•30 min•Ep. 160
Client relationships is a frequent topic on this podcast. In this episode, we focus on what it takes to cultivate strong and mutually beneficial relationships with clients. Dr. Mario Vafeas is on the faculty at The University of the West of England in Bristol. His work in agency-client relationships is the result of research, study and real-world experience. He brings a pragmatic approach, backed by the data, into the conversation. Buckle up because it’s a deep conversation, packed with takeaway...
Oct 22, 2018•58 min•Ep. 159
Remember when it sounded crazy to remote employees scattered all over the country? Or even crazier, in multiple countries? The truth is today, it’s becoming the norm rather than the exception. Many agencies are choosing a hybrid approach, with a central office and staff in a brick and mortar location, but also with remote full-time and part-time workers. Some agencies are going all-in on remote work, ditching the central office and becoming, in the words of my podcast guest for this episode, “lo...
Oct 15, 2018•55 min•Ep. 158
We are hip-deep into 2018, and the new tax law is fully in effect. It’s past time to get a handle on the implications of the new law for your business because we only have a few months left to do any sort of planning before year end. Many agency owners are not exactly “numbers” people. The default, too often, is to let other people handle the money, then go off and focus on the creative or strategic side where we can play to our strengths. On episode #157 of Build a Better Agency, I talk with CP...
Oct 08, 2018•51 min•Ep. 157
Building genuine relationships in our industry is one of the best parts of being in the business. The point is not to build transactional relationships that will end in a big “payoff” for you. When you focus on real relationships, you wind up bringing people into your life who you actually want to work with, and when you’re really fortunate, end up being good friends. I firmly believe in this philosophy and the value of those relationships, both professionally and personally. These days, relatio...
Oct 01, 2018•53 min•Ep. 156
It’s a bit of a milestone episode here, episode 155. It seems like an odd number to celebrate, but it means this podcast has been going strong for three years now! (52 weeks = 156 episodes) So thanks for listening, whether you’ve been around since the beginning, or this is your first time here! As I speak with agency owners and decision-makers every day about their agencies and their business development efforts (or lack thereof!), we talk about the value of niching their agency. It’s the old br...
Sep 24, 2018•55 min•Ep. 155
Word of mouth is nothing new. For generations, it’s been talking with your neighbor over the fence, at the local watering hole, or telling your co-worker about the latest movie in the breakroom. As a business, word of mouth is sparked by those things that you do that separate you from the pack. These talk triggers are so memorable and unique that your customers can’t help but talk about them. My guest Daniel Lemin gives plenty of examples that show us that talk triggers are rarely very expensive...
Sep 17, 2018•53 min•Ep. 154
As agencies struggle to attract and retain top talent, it’s natural that we’re having a lot of conversation about culture. We’re in a creative industry, and I find that most owners are pretty self-aware. We want to love the business we’ve built, and we want to do right by our employees. Everyone wants their agency to have a culture that employees value and enjoy, but some owners don’t really know how to be intentional about it. Gina Trimarco is the chief results officer and founder of a company ...
Sep 10, 2018•58 min•Ep. 153
“Don’t put all your eggs in one basket.” That’s the standard advice of any investment advisor. But that investment can only happen once we’ve actually made the money. But maybe the concept of diversification is equally applicable to the first stage – making the income in the first place. Having multiple sources of income builds wealth more quickly and mitigates risks inherent in having just a single source. The logic of that seems simple enough. But the execution – that’s a whole different anima...
Sep 03, 2018•44 min•Ep. 152
In any trade, mastering the work is just the first of many hurdles. But one of the most daunting for most agency owners is pricing. What is the work worth? Who is my competition, and what if they offer services for less? What is the true value of the work we’re doing and what’s the ROI for our client? There will always be someone (agency or freelancer) who is willing to do the same work for less. But how does that influence our pricing strategy and should it? This episode is all about the value ...
Aug 27, 2018•58 min•Ep. 151
Before we dive into today’s topic — I first want to say thank you for your listenership and loyalty! We are downloaded in over 85 countries and I’m grateful for every listener. This solocast is Episode 150 of Build a Better Agency and I’m grateful for your time and the conversations we’ve had over the last three years. Way back in Episode 35 (in early 2016), we talked about the employee shortage and the challenge the shortage was creating for agencies and agency owners. If anything – things have...
Aug 20, 2018•44 min•Ep. 150
In our industry, storytelling is one of those words that is so overused, it can lose its meaning pretty quickly. Great stories stick with us. My guest, the co-author of The Storytelling Edge , Joe Lazauskas, understands that good storytelling gives you an edge. In a world where content can be all-but-meaningless pablum, it can also tell a story that moves a customer and makes a connection with them. As a writer and storyteller myself, I always soak up any time I can spend with someone who’s as p...
Aug 13, 2018•56 min•Ep. 149
If there is a common pain point for agency owners today -- it’s recruiting and retaining talent. It’s a conversation I am having every day and it’s more difficult than it’s been in quite a while. Unfortunately, I don’t see that trend reversing any time soon. Which means we’d all better improve our ability to keep the good ones that we either have or can attract. It’s starts with hiring the right person for the right reasons. What are the most effective questions to ask during the interview proce...
Aug 06, 2018•58 min•Ep. 148
Business development does not just happen. For most of us as agency owners, sales is one of those things we wish we didn’t have to do. In this episode of Build A Better Agency, we’re going to really dive into sales. I think the reluctance comes down to a fear of rejection. Because of those fears and insecurities, we don’t prioritize biz dev. We don’t put it on the calendar. We don’t make it a must do. I think the biggest change we can make, and this is my challenge to you, is to just carve out t...
Jul 30, 2018•53 min•Ep. 147
Why do some agencies seem to “get” digital transformation and others struggle to cross that hurdle? Even more puzzling – among the ones who do get it – why are so many of them struggling to make money at it? These are some of the daunting questions I’m exploring in this episode with my guest Chris Aarons. We all understand that digital transformation is happening. Few understand this as well as he does. What does it mean for an agency to have digital-first DNA? Chris Aarons’ book Digital Helix e...
Jul 23, 2018•54 min•Ep. 146
When you’re busy running an agency, it can be hard to take a step back to see broader trends. What is currently happening and what is on the horizon regarding client relationships? What tactics and deliverables are hot and making agencies money? This is the second part of a discussion I started last month about the we’re tracking at AMI. One of the best aspects of our work with agency owners from all over the world is that it affords me perspective. In episode 140, Top 2018 Agency Trends Part 1 ...
Jul 16, 2018•45 min•Ep. 145
I’ve always described our work as being called upon to be creative on demand. Whether an agency employee sits in the creative department, codes apps, builds strategy or works on new business – we are all tasked with being fresh thinkers. Our clients hire us to ask the right questions. We feel the pressure to provide answers or at the very least, to know the next right question. It’s incredibly satisfying when a prospect or client says, “I’ve never been asked that before.” My podcast guest Larry ...
Jul 09, 2018•1 hr•Ep. 144
We live in the ratings and review economy. While our clients (and I suspect we are guilt of this too inside our agencies) are busy chasing after the new customer, the truth is – if we don’t create an amazing experience for our existing clients – we’re sunk. It’s tough to attract new business when your current customers are giving you mediocre reviews or rushing to social media to share your customer service blunder with their connections. Never forget that 70% of your net new revenue should come...
Jul 02, 2018•41 min•Ep. 143
Obstacles are a given. We don’t get to waltz through life without facing some tough days, barriers and people who are pretty convinced we’re crazy. As a result – we all have “those days.” Those days of doubt, of worry and of asking ourselves, “what am I doing?” I don’t know about you, but there are days when I wonder how I got on this crazy roller coaster. But then I realize that I stood in line just for a shot at the ride and most days, I love it. Every day we make choices and those choices hav...
Jun 25, 2018•55 min•Ep. 142
I hang out with agency owners every day and 95% of them resist proactive business development for as long as they can. Until that big client starts to give “I want to break up” signs, they are happy to rely on referrals and anyone who crosses the threshold as a substitute for a true biz dev program. Most owners will tell me that they either hate sales or they’re terrible at them. But the reality is – you are all brilliant sales people because you are not a sales person. You are uniquely skilled ...
Jun 18, 2018•53 min•Ep. 141
