Podcasts

The last few years have thrown a lot at us — both professionally and personally. While we’ve done our best to navigate all of that unpredictability, many have struggled to not only react to these changes but adapt. As agencies continue to reframe and take stock of where we’re at in this “new normal,” I […]

For an industry that is heavily dependent on effective sales practices, many agency owners are intimidated by the “s” word. It conjures horrible imagery of vacuum salesmen trying to trick people into making purchases they don’t actually want or need. Hiring sales teams might seem like the right step but the results are often disappointing […]

Business development is a complicated and challenging aspect of agency life for many owners. The same rules that applied when the agency was new no longer apply once it starts to settle into its identity. But what is that identity, and how can it best be leveraged for business growth? And what if you want […]

Agency life has evolved dramatically since the era portrayed in shows like Mad Men. We used to be the keepers of the “secret sauce” for making the magic happen, and now we’re the keepers of the secret knowledge for using that magic to its greatest potential. Agencies used to be expected to be generalists, but […]

How to grow your book of business and equip your AEs. When your AEs make informed decisions, they can grow your book of business successfully. Agency business development has to consider many things when setting goals for how to grow your book of business. There is new business to be found, existing business to expand, […]

Agencies often pose important questions to our clients in order to help steer them into good decision-making. We talk to them about the need to be findable, to understand the customer’s buying journey, to be helpful to clients instead of selling to them, and being aware of how far prospects are into the buying decision […]

During the lifetime of an agency, how that agency/agency owner approaches business development evolves. In the beginning, an agency’s first clients are people the agency owner knows personally. From there, as the agency matures and grows, it morphs into working with people who have been referred to the agency by happy clients. Many agencies never […]

As we start to dip our toes into 2022, many agencies have been pretty quiet on the biz dev front for the last 4-6 weeks. By the time we emerge from the holiday hibernation, we’re approaching February and our pipeline is feeling a little weak. I decided to help you jump-start your agency biz dev […]

There’s no denying that artificial intelligence isn’t just part of the future, it’s here today. But the concept is overwhelming for many agency owners. It’s hard to know where to begin when you don’t even know what questions to ask or how to find answers, especially when you are already pulled in so many directions […]

In response to the changes brought about by the pandemic, many agency owners have turned to fear-based decision-making. Employee turnover and demands coupled with an erratic market and global uncertainty can make things feel out of control. Trying to steer an agency with a vision requires decision-making that might put you at odds with your […]