Agency Bytes Podcast
Agency Bytes is a video podcast series that packs a ton of important agency information on one topic, from one expert into a 25-minute brief.
Why 25 minutes?
Because who has the attention span for much more these days, and you can squeeze in a listen between meetings with time for a bathroom break or coffee refill before your next meeting.
Easily find the episode you’re looking for with the Podcast Search feature - type in a guest name, topic, or episode number and voila!
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Ep 170 – How Cass Bailey Protects Deal Value With M&A Communication Planning
Most agency acquisitions don't fall apart at the closing table. They fall apart in the days after the announcement, when employees and clients hear the news the wrong way. Cass Bailey has lived that from both sides of the deal, as a seller and as a buyer. This conversation is about protecting the value of a deal by planning every message, every room, and every messenger.
Ep 169 – How Taylor McMaster Built a Sellable Agency From Day One: Why Your Network Is Your Net Worth
Taylor McMaster built Dot and Co with one goal from day one: to sell it. Eight years later, she did. In this return conversation, we talk about saying no more often than yes, removing yourself from the business long before a deal, and why the right buyer is often someone you already know.
Ep 167 – Albert Banks, Apertus – How Merging With a Peer Agency Can Break Your Growth Ceiling
What do you do when you keep hitting the same growth ceiling? Albert Banks merged with a peer agency, became a more mature business almost overnight, and later sold to a six-thousand-person global firm. In episode 167, he shares what that journey taught him about integration, partnership, and the life he actually wanted.
Ep 166 – Hope Is Not a Strategy: How Agencies Build Real Resilience with Audrey Kwan
Execution has never been cheaper, and that is exactly why so many agencies feel fragile right now. Audrey Joy Kwan joins me to talk about what separates a replaceable agency from a resilient one. We get into niching, real relationships, and why collaboration beats competition. If you have been putting off the hard positioning decisions, this conversation is a gentle push.
Ep 154 – Mike Bodkin, Talent Scout – How to Build a Sellable Agency — and a Smarter Way to Hire
Mike Bodkin spent nearly a decade building Giant Propeller before a partnership unraveled and an unexpected offer pulled him into an exit he never planned. In this episode, he unpacks what made his agency sellable, why integration is never clean, and how a near-shore talent model became the business he runs today.
Ep 152 – Michael Perry, Tavern – Why Relationships — Not Design — Actually Grow Your Agency
Mike Perry, founder and Chief Creative Officer of Tavern, joins Agency Bytes to unpack "modern heritage" — building timeless brands by mining the past instead of chasing trends. Steve and Mike dig into real niching, staying hands-on as a founder, launching your own product brand, and why this is fundamentally a relationship business above all else.
Ep. 151 – How Mark Homer Buys & Sells Agencies Without a Pile of Cash
In episode 151, I sit down with Mark Homer of Grandin Holdings to demystify M&A for agency owners. We bust the myth that you need a pile of cash to buy an agency, dig into why your network is your best source of deals, and talk through what actually makes a business sellable — and worth keeping. If you've ever assumed M&A wasn't for you, this one will change your mind.
Ep 149 – David Wain-Heapy, Prodigi – Remote-Ready Agencies Win: Systems Before Scale
In episode 149, I sit down with David Wain-Heapy, founder of Prodigy, a company that helps agencies and digital businesses build flexible, scalable remote teams through global talent sourcing.
David spent 14 years building and running a Magento-focused e-commerce agency out of central London before selling it to Brave Bison PLC. We talk through what that exit process actually looked like, why the right acquirer matters as much as the right offer, and how building systems independent of the founders made the transition possible.
From there, we get into the real substance of what David does now: helping agencies shift from an outsourcing mindset to an offshore hiring mindset. There's a difference, and it matters. Agency owners will come away with a clearer framework for when and how to integrate global talent, how to think about time zones, which roles translate well offshore, and what AI is actually doing — and not yet doing — to development teams in agencies right now.
Key Bytes
• Outsourcing and offshore hiring are not the same thing — one is a handoff, the other is a hire.
• The fix for a failed first attempt wasn't better talent, it was better integration — sprints, tools, and cadence.
• Building a business that runs independently of you isn't just good leadership, it's what makes you acquirable.
• The right acquirer matters as much as the right offer — alignment on team and culture is what made a six-month handoff possible.
• East Coast agencies fit well with Eastern European talent; West Coast agencies are better served by South and Central America.
• AI handles contained tasks well, but it still can't hold the context of an enterprise-scale project.
• The people who will thrive in an AI-augmented world are the ones who bring real creativity — the architects and problem-solvers, not just the executors.
Chapters
00:00 Why this conversation matters for agency owners right now
01:45 David's 14-year agency journey and building in a competitive London market
05:10 The first attempt at offshore talent and why it failed
08:30 Selling to Brave Bison: what the exit process actually looked like
13:15 Choosing the right acquirer and making a clean handoff
17:00 Outsourcing vs. offshore hiring: why the mindset shift changes everything
21:30 How to think about time zones when sourcing global talent
24:45 What systems agencies need before hiring offshore
28:00 Where AI is actually helping agency dev teams right now
33:20 Which roles work well offshore and which don't
37:50 Rapid fire: surfing in Bristol, letting go of control, and a risky bet that paid off
David Wain-Heapy is an experienced founder currently focused on building remote teams for digital businesses with Prodigi.
Having sold my digital agency to Brave Bison PLC, I am now working to provide a flexible and scalable solution that enables companies to take control of hiring by looking at a global talent pool.
I have many years experience building globally distributed teams of digital professionals and leading them to help great businesses win in the race for attention and accelerate their digital growth.
Contact David:
Ep 126 – Meeky Hwang, Ndevr – From Code to Courage: A Founder’s Journey in Tech
In episode 126, I sit down with Meeky Hwang, CEO and partner at Endeavor, a WordPress development agency powering digital platforms for major media and enterprise brands like Bloomberg, Forbes, and Sony. With over two decades of experience in development and DevOps, Meeky has built Endeavor into a trusted name in the WordPress ecosystem while also paving the way as a female leader in tech.
We talk about her accidental journey into agency ownership, what it’s like leading in an industry where women are still underrepresented, and how Endeavor built its three-pillar framework for resilient platforms. Meeky shares candid insights on navigating partnerships, the challenges of “over-engineering” with headless CMS, and the importance of masterminds and community for entrepreneurs.
Key Bytes
• Meeky shares how an “accidental” freelance project led to a decade-long partnership and agency.
• She discusses the importance of having clear role delineation with her co-founder to avoid missteps.
• Endeavor’s three-pillar framework (audience experience, editorial experience, developer experience) keeps their platforms resilient.
• She explains why many publishers are moving away from over-engineered headless CMS solutions back to WordPress.
• As a female leader in tech, she reflects on mentorship, representation, and inspiring others by simply “being the first.”
• She stresses the value of mastermind groups for growth and support, something she wishes she’d pursued earlier.
• Endeavor is exploring AI to streamline workflows and even testing new content tools for clients.
• Her advice for organizations: implement proper version control and CI/CD to avoid preventable tech mistakes.
Chapters
00:00 Welcome and introduction to Meeky Hwang
03:00 Becoming an “accidental” agency founder
07:00 Women in tech and leadership representation
11:00 Why Endeavor niched into WordPress and media
12:30 The three-pillar framework for resilient platforms
15:00 Headless CMS pitfalls and returning to WordPress
18:00 Navigating co-founder roles and partnerships
23:00 AI, internal tools, and what’s next for Endeavor
25:00 The power of masterminds for entrepreneurs
27:00 Rapid fire: karaoke, hobbies, and tech stack fixes
Meeky Hwang is the CEO & Partner at Ndevr, a WordPress development agency trusted by leading digital media and enterprise companies. With 20+ years of experience in web development, open-source technology, and DevOps, she specializes in optimizing complex digital ecosystems, streamlining editorial workflows, and aligning technology with business goals.
Meeky has helped major brands like PMC, Hearst, Bloomberg, Forbes, and Sony build scalable, high-performing digital platforms. A champion for women in tech, she is passionate about fostering opportunities for the next generation of leaders.
Contact Meeky on their website: ndevr.io
Ep 113 – Dr. Jeremy Weisz, Rise25 – The Gift of Podcasting
Ep 113 – Dr. Jeremy Weisz, Rise25 – The Gift of Podcasting
In episode 113, I sit down with Dr. Jeremy Weisz, co-founder of Rise 25 and host of the Inspired Insider podcast. Jeremy and I talk about how podcasting—when used the right way—can become one of the most effective tools for building real relationships, not just content. He breaks down the Dream 200 strategy for identifying ideal clients, why giving value always beats chasing sales, and how his agency uses both podcasting and strategic gifting to keep top-of-mind with partners and clients. We also dive into how he accidentally became an agency owner, the underrated power of thoughtful gifts, and his take on creating a high-impact referral ecosystem. And yes, we end with some rapid-fire questions—including the surprising mascot he’d pick for his agency.
Key Bytes
• Podcasting is a powerful tool for networking and professional development.
• Building relationships through podcasting can lead to business opportunities.
• The Dream 200 strategy helps identify and target ideal clients.
• Giving away valuable information attracts the right clients.
• Gifting strategies can enhance client engagement and retention.
• Podcasting can serve multiple purposes: authority building, SEO, and content creation.
• Networking through podcasts can create referral partnerships.
• Understanding your niche is crucial for effective marketing.
• Regular touchpoints with clients through gifts can strengthen relationships.
• Consider the source of business advice before acting on it.
Chapters
00:00 Introduction to Podcasting and Rise 25
02:52 The Evolution of Podcasting and Its Benefits
05:47 Building Relationships Through Podcasting
09:10 The Dream 200 Strategy for Targeting Clients
11:53 Gifting Strategies for Client Engagement
14:54 Rapid Fire Questions and Closing Thoughts
Dr. Jeremy Weisz has been featuring top entrepreneurs with video interviews since 2008 that include founders/CEOs of Pixar, P90X, Atari, Einstein Bagels, Mattel, Kettle Chips, RX Bars, Big League Chew, the Orlando Magic, and many more on www.InspiredInsider.com
He runs Rise25 which helps B2B businesses connect to their ‘Dream 200’ clients, and referral partners and get ROI, using a podcast. They eliminate 99% of the work and make sure you get ROI. Rise25 is an easy button for you to launch and run your podcast.
Podcasting has been one of the best things I've done both personally and professionally. It's been an amazing tool for connecting with referral partners, strategic partners, clients, and more.
Podcasting is like a "Swiss Army knife" because it is business development, referral marketing, strategic partnerships, lead generation, SEO, content creation, and personal and professional development, all in one.
Contact Dr. Weisz:
Ep 090 - Jon Tsourakis, Oyova – Agency Insights: Lessons from the Trenches
In this episode of Agency Bites, I'm thrilled to chat with John Tsourakis, the owner and president of Oyova, a dynamic national marketing and web development agency. Jon has an inspiring story about his journey into the agency world, and I can't wait for you to hear how Oyova has evolved over the years and the lessons Jon has learned along the way.
We dive into the challenges that agencies face in today’s ever-changing market and discuss the critical role of niche marketing and how personalized service can help retain clients. Jon shares his valuable insights on adapting to market conditions and his exciting plans for future growth, including potential acquisitions.
To wrap things up, we have some fun with rapid-fire questions that reveal personal insights and practical business advice. Join us for what promises to be an engaging and informative conversation!
Key Bytes
• Jon's journey into the agency space began after leaving a family business.
• The merger of Oyova in 2019 led to rapid growth initially.
• The agency faced challenges due to economic downturns and client pullbacks.
• Niche marketing is crucial for agency success in a competitive landscape.
• Client retention is achieved through personalized, white glove service.
• The agency offers a digital marketing suite and web development services.
• Future growth strategies include focusing on specialization and potential acquisitions.
• Maintaining a healthy billing rate is essential for agency profitability.
• The agency space is evolving, and adaptation is key to survival.
• It's important to push oneself beyond perceived limits to achieve success.
Chapters
00:00 Introduction to Agency Bites and Guest Background
02:30 The Evolution of Oyova and Market Challenges
06:53 Niche Marketing: The Key to Agency Success
11:14 Client Retention and White Glove Service
14:55 Service Offerings: Digital Marketing and Web Development
21:02 Future Outlook: Adaptation and Growth Strategies
27:38Rapid Fire Questions and Closing Thoughts
Ep 089 – Dan Englander, Sales Schema – Escaping Owner-Led Sales
In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market.
Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations.
We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side.
If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you!
Key Bytes
• Many agencies rely too much on referrals for growth.
• Lack of time and clarity are major stumbling blocks for agency owners.
• Outbound sales should start as a clarity-building exercise.
• Agencies should define their target markets and specialize.
• Building trust is crucial in a competitive landscape.
• Leveraging connections can enhance outreach effectiveness.
• Automation in sales processes is essential but quality matters.
• Most agency clients have owner-led sales teams.
• It's important to build a sales system before hiring a salesperson.
• Understanding sales cycles is key to setting expectations.
Chapters
00:00 Introduction to Agency Growth Strategies
01:50 The Importance of Strategic Sales Planning
04:41 Overcoming Common Agency Growth Challenges
09:10 Building Trust in a Competitive Landscape
12:52 Leveraging Connections for Effective Outreach
15:24 The Role of Automation in Sales Processes
18:46 Creating a Sales System Before Hiring
21:55 Understanding Sales Cycles and Expectations
26:51 The Human Element in Sales
Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.
Contact Dan:
www.salesschema.com
https://www.linkedin.com/in/danenglander/
https://www.linkedin.com/company/sales-schema/?viewAsMember=true
Ep 087 – Peter Kang, Barrel Holdings – Building an Agency Portfolio
Ep 087 – Peter Kang, Barrel Holdings – Building an Agency Portfolio
In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella.
We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter.
He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching Agency Habits, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about.
This episode is packed with actionable insights and inspiration—don’t miss it!
Key Takeaways
• Peter Kang co-founded Barrel in 2006 with a focus on digital transformation.
• The agency evolved to specialize in e-commerce, particularly Shopify.
• Barrel Holdings was created to manage multiple agencies under one umbrella.
• Transparency in communication has been a core value for Peter and his team.
• The Omakase experiment allowed clients to receive branding for free, building a portfolio.
• Separate agencies allow for tailored staffing and focused strategies.
• Agency Habits aims to share resources and insights among agency operators.
• Building relationships is crucial for long-term success in business.
• The importance of passion-driven work over purely strategic planning.
• Peter emphasizes the need for a succession plan in agency leadership.
Chapters
00:00 Introduction to Agency Bites and Peter Kang
05:10 Focusing on E-commerce and Shopify
10:16 The Strategy Behind Separate Agencies
14:35 The Importance of Transparency in Communication
16:20 The Omakase Experiment: A Bold Approach
23:01 Building a Diverse Agency Portfolio
24:56 Launching Agency Habits: A New Venture
28:41 Rapid Fire Questions and Personal Insights
Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses.
Contact Peter:
Ep 086 – Christian Banach – Growth with Newsletters
In Episode 086 of Agency Bytes, I sit down with Christian Banach, a business development expert with a fascinating backstory—from concert promotions to helping agencies land big-ticket clients. Christian’s journey is packed with lessons for anyone looking to level up their business development game.
We dive into the power of relationship marketing, the magic of positioning and specialization, and how agencies can stand out in a crowded marketplace. Christian shares actionable strategies for building and nurturing an email list and why thought leadership (like newsletters!) is key to staying top of mind with prospects.
We also chat about creating consistent, meaningful content and using LinkedIn to boost visibility and credibility. If you’re wondering how to turn casual readers into real connections, this episode is a goldmine.
It’s a must-listen for agency owners ready to take their business development to the next level!
Key Takeaways
• Christian Banach started his entrepreneurial journey in high school.
• The 2008 recession prompted Christian to pivot to business development.
• Agencies often struggle with lead generation due to lack of specialization.
• Positioning and messaging are crucial before seeking leads.
• Thought leadership can significantly enhance agency visibility.
• Email newsletters should focus on providing value, not self-promotion.
• Building a targeted email list is essential for effective outreach.
• Consistency in sending newsletters is key to staying top of mind.
• Agencies can repurpose existing content for newsletters.
• Engagement analytics can guide proactive outreach to prospects.
Chapters
00:00 The Journey of Christian Banach
02:49 Navigating Business Development Challenges
05:56 The Importance of Positioning and Specialization
09:05 Thought Leadership and Email Newsletters
12:01 Building and Engaging Your Email List
15:07 Content Strategy for Effective Newsletters
17:57 Leveraging LinkedIn for Thought Leadership
20:51 Transitioning from Readership to Engagement
24:09 Final Thoughts on Newsletter Success
Christian Banach is a seasoned business development expert who began his entrepreneurial journey in high school by running a successful concert promotions business. He's worked with big names like Lady Gaga and Pitbull and led marketing activations for brands like Disney and Toyota. After navigating the challenges of the 2008 recession, Christian pivoted to business development, helping agencies generate millions in revenue with clients like Kohl's and Constellation Brands. Now, he's on a mission to help agencies and consultancies land 6 and 7-figure opportunities predictably. Welcome to the show, Christian!
Contact Christian:
Ep 085 – Dia Bondi – How to Ask for More
In Episode 085 of Agency Bytes, I had the privilege of sitting down with Dia Bondi, a communications expert and author of Ask Like an Auctioneer. Dia shares her fascinating journey from the world of auctioneering to becoming a sought-after communication coach.
We dive deep into the art of asking effectively in high-stakes situations, exploring how to embrace rejection, craft impactful asks, and understand the value behind what you're offering. Dia introduces her powerful framework for building and delivering asks with confidence and clarity.
This episode is packed with insights on training your mindset to recognize what you truly want, articulate it boldly, and go after it fearlessly. Dia inspires us to make our dreams known and actively chase our goals with intention and determination.
If you’ve ever struggled with asking for what you deserve, this conversation is one you don’t want to miss!
Key Takeaways
• Asking like an auctioneer involves maximizing potential asks.
• Rejection should be seen as a sign of success, not failure.
• Design your asks based on what you truly want, not what you think you can get.
• Understanding the perceived value is crucial in negotiations.
• The offer inside the ask should benefit both parties involved.
• Mindset plays a significant role in how we approach asking for what we want.
• It's important to communicate your dreams to those around you.
• Asking for more can lead to greater outcomes than anticipated.
• The process of auctioneering provides valuable insights into effective communication.
• Honesty and generosity should guide your asks, not manipulation.
Chapters
00:00 Introduction to Asking Like an Auctioneer
05:16 The Connection Between Asking and Auctioneering
10:28 Mindset: Embracing Rejection
15:30 Designing Your Ask
20:57 The Offer Inside the Ask
27:03 Final Thoughts and Rapid Fire Questions
Dia Bondi is a Communications Catalyst, Speaker and Author of Ask Like an Auctioneer: How to Ask for More and Get It. She coaches VC-backed founders, executives, and ambitious professionals to speak powerfully when the stakes are high. She helped Rio de Janeiro win the right to host the 2016 Summer Olympics and has helped countless leaders secure hundreds of millions in decisions and resources. A hobbyist fundraising auctioneer, Dia’s TEDx Talk was selected as a TED Editors’ Pick, showcasing how to make the kinds of asks that can change everything.
Ep 084 - Jacquelyn Laufer & David Yassky, Driver Digital – Fashionable Agency Culture
In this episode of Agency Bites, I had the pleasure of sitting down with David Yasky and Jacqueline Laufer, the dynamic duo behind Driver Digital. Let me tell you, their story of building a thriving agency in the fashion and e-commerce space is nothing short of inspiring!
We dove deep into the secret sauce of their partnership, and it's all about knowing your strengths and playing to them. David and Jacqueline shared some golden nuggets on how they've defined their roles and fostered a culture that keeps their team excited to come to work every day. They've cracked the code on maintaining joy in the workplace!
We also got into the nitty-gritty of building those long-lasting client relationships that are the lifeblood of any agency. And if you're looking to level up your leadership game, you won't want to miss their thoughts on effective leadership and the power of mentorship.
If you're ready for a dose of inspiration, practical wisdom, and maybe a laugh or two, tune in to this episode. Trust me, you won't regret it!
Key Takeaways
• Both David and Jacqueline ran their own agencies before partnering.
• Driver Digital specializes in fashion, beauty, and e-commerce.
• Defining roles in a partnership is crucial for efficiency.
• Fostering a positive culture is essential for team morale.
• Maintaining joy in the workplace enhances productivity.
• Building lasting relationships with clients leads to success.
• Effective leadership involves immediate feedback and open communication.
• Mentorship plays a vital role in personal and professional growth.
• Success is attributed to strong relationships and quality work.
• Saying no to projects that aren't a good fit is empowering.
Chapters
00:00 Introduction to Driver Digital
01:01 The Journey to Partnership
02:58 Niche Focus in Fashion and E-commerce
06:16 Defining Roles in the Agency
10:26 Fostering a Positive Agency Culture
15:41 Maintaining Joy in the Workplace
19:31 Building Lasting Client Relationships
22:01 Leadership Styles and Team Management
25:04 The Importance of Mentorship
29:03 Success Through Relationships
33:02 Rapid Fire Questions and Key Takeaways
David Yassky is a creative leader and brand developer with over eighteen years of dynamic experience combining the worlds of editorial, fashion, retail and ecommerce. His editorial roots, entrepreneurial acumen, and strong industry relationships make him a unique asset that artfully straddles the creative and business worlds. David began his career as a Fashion Editor at Women’s Wear Daily and W Magazine before going on to consult for a variety of iconic brands including Tory Burch, Anthropologie, and Gap. David was the co-founder and President of The Aisle New York, a progressive digital startup in the bridal ecommerce space, and later he served as Fashion and Editorial Director of the large American ecommerce site, IDEELI. He is the founder and creative director of Driver Creative & Driver Digital – helping transform iconic brands including Anne Klein, Bergdorf Goodman and Joseph Abboud.
Jacquelyn Laufer, is an E-Commerce, Digital Marketing, Solutions and Project Management consultant with over 14 years experience specializing in the luxury fashion, beauty and travel industries. Having launched Henri Bendel’s first ecommerce website, Bond No. 9’s second, built online experiences with Estee Lauder Companies, Coty, Edit New York and Blissworld, Jacquelyn is known for helping companies scale their business. Most notably, Jacquelyn founded e-commerce consulting and project management firm Rebuild Girl, which led the re-platforms for brands such as L’Objet, Anne Klein, Joseph Abboud, Creed Boutique, Hanky Panky and more. Jacquelyn enjoys building consensus, effectively motivating and helping teams hit their mark, defining digital solutions and integrations to help brands grow and most importantly hanging out with her husband and rescue dog.
Contact Jacquelyn and David:
Ep 071 – Karl Sakas, Sakas & Company – Agency Services Alignment
Get ready to supercharge your agency's growth! In episode 071, I sit down with Karl Sakas, a seasoned agency veteran and the mastermind behind Sakas & Company, where he helps agency owners "work less and earn more." We dive deep into the art of expanding your agency by introducing new services. Karl shares his expert insights on the telltale signs that it's time to innovate, from declining demand to shrinking profit margins, and why staying ahead of client needs is crucial for long-term success.
We explore the strategic factors you must consider before making the leap—like analyzing market demand, understanding industry trends, and ensuring you have the right resources in place. Plus, we discuss the importance of evaluating your current offerings, identifying what’s no longer serving you, and knowing when to pivot. Karl also reveals common pitfalls to avoid and shares actionable advice to help you navigate the challenges of growing your agency with confidence.
Don't miss this episode packed with practical tips and insider knowledge to help you take your agency to the next level!
Key Takeaways
• The need to add new services may arise when existing services become less popular or profitable, or when new industry trends emerge.
• It is important to be forward-looking and reserve time to explore new services and trends.
• Before adding new services, consider stopping outdated or unprofitable services.
• Evaluate the demand and supply of new services, and ensure that there is a profitable supply of people to fulfill the work.
• Avoid overcommitting and consider the potential pitfalls, such as fixed bid commitments for new services.
• Pay attention to existing clients and their needs when introducing new services.
• Don't let problems fester in your agency; address them head-on to prevent them from getting worse.
Bytes of Note
00:00 Introduction and Background
02:48 Topic: Growing an Agency by Adding New Services
03:13 Recognizing the Symptoms and Need for New Services
06:38 Considering Demand, Supply, and Industry Trends
09:15 Strategically Evaluating Existing Services
13:00 Avoiding Pitfalls and Overcommitment
15:21 Listening to Clients and Addressing Their Needs
Karl Sakas helps digital agency owners ‘Work Less’ and ‘Earn More’… while rewarding their best employees. Drawing on his background in agency operations, Karl has personally advised hundreds of agencies on every inhabited continent. An international speaker, he is the author of three books—including 'Work Less, Earn More'—and more than 400 articles on agency management. When he’s not helping clients, Karl volunteers as a bartender on an antique train.
Contact Karl:
Article: https://sakasandcompany.com/adding-new-services/
Freebies: https://sakasandcompany.com/free-resources-for-agencies/
Book: https://worklessearnmorebook.com/
Workshop: https://sakasandcompany.com/agency-lead-gen-training/
Ep 070 – Jonathan Baker, Punctuation – The ABC’s of Agency M&A
In episode 070, I got to dive into the world of agency mergers and acquisitions with Jonathan Baker, the head of the M&A practice at Punctuation. Jonathan uncovers the secrets behind successful deals in the marketing services industry, shedding light on common pitfalls like leadership changes and cultural mismatches that can derail even the most promising mergers.
Discover the key elements that make an agency stand out to potential buyers, including the power of recurring revenue and strategic positioning. Jonathan shares his expert insights on valuation and talks through the sellability index, a tool that helps agencies measure their readiness for acquisition.
We explore the latest trends in M&A, the art of succession planning, and why it's crucial for founders to delegate and step back from daily operations. Whether you're looking to buy, sell, or simply learn more about the dynamics of agency mergers, this episode is packed with valuable information and actionable advice.
Key Takeaways
• Factors that can cause deals to fail include leadership changes and cultural fit issues.
• Recurring revenue and positioning are important factors in making an agency attractive for acquisition.
• Valuation should be done annually as part of the business planning process.
• The sellability index can help agencies track their progress towards becoming sellable.
• Trends in M&A include a higher number of interested buyers than sellers.
• Succession planning should consider factors such as age, long-term goals, and the presence of a capable successor.
• Founders should delegate and extract themselves from day-to-day operations to enable growth.
• Personal goals and fulfillment should guide business decisions.
Chapters
00:00 Introduction and Background
02:11 Factors that Impact the Success of M&A Deals
05:59 The Importance of Recurring Revenue and Positioning in Agency Acquisition
08:41 Valuation and the Sellability Index: Tools for Agency Planning
19:58 Succession Planning: Considerations for Founders
22:38 Delegation and Growth: Extracting Founders from Day-to-Day Operations
25:02 Aligning Business Decisions with Personal Goals
Punctuation is a small advisory practice working exclusively with small- to mid-sized independent marketing services firms. Founded by industry veteran David C. Baker, Punctuation helps firms with positioning, lead generation, benchmarking, valuation, and succession planning.
Jonathan heads up the M&A practice at Punctuation. He has worked on dozens of deals both inside and outside the industry and brings a unique perspective as a fellow owner who has gone through the process himself.
He graduated from Emory University’s Goizueta Business School in 2005. His career began working at a small boutique marketing strategy consultancy. There, he was able to do marketing strategy and positioning work for many well-known Fortune 500 CPG companies.
In 2011, he left to start a craft brewery, Monday Night Brewing where his focus was on marketing, sales, and taprooms. After helping his business partners grow to 180+ employees and numerous locations, Jonathan stepped away from the day-to-day to head up the M&A practice for Punctuation.
He loves cocktails, music, and hiking, and lives in Atlanta with his wife, two kids, and entitled rescue Australian Shepherd, Oscar Snugs.
Contact Jonathan:
Website: https://punctuation.com/
https://www.linkedin.com/in/jonathandavidbaker/
Company LinkedIn: https://www.linkedin.com/company/wearepunctuation/
Podcast: https://punctuation.com/insights/
Ep 069 – Taylor McMaster, DOT & Co. – Mastering Account Management
In episode 069, I had the pleasure of chatting with Taylor McMaster, the founder of Dot and Co. Taylor shares her inspiring journey from launching her own agency to revolutionizing it into a fractional account management service for other agencies. Her story is full of valuable insights and lessons for anyone in the industry.
Taylor dives into the importance of proactive communication and strategies for expanding client accounts. She sheds light on the often daunting task of hiring and training account managers, revealing the incredible advantages of outsourcing this crucial role. Her advice to agency owners? Hire individuals who complement your weaknesses rather than those who mirror your strengths.
But it's not all business! Taylor also shares her passion for golfing and how she recently integrated a fractional sales director into her company, adding a new layer of expertise to her team.
Join us for this exciting conversation with Taylor McMaster, filled with actionable tips, personal anecdotes, and a fresh perspective on agency growth and management.
Key Takeaways
• Proactive communication is crucial in account management to keep clients informed and satisfied.
• Outsourcing account management can help agency owners focus on other aspects of their business and achieve a better work-life balance.
• Hiring account managers who complement your weaknesses can lead to a more well-rounded team.
• Golfing can be a fulfilling hobby and a way to relax and recharge.
• Bringing in a fractional sales director can provide expertise and support in growing your business.
Chapters
00:00 Introduction and Background
02:49 Starting Dot and Co and the Genesis of the Fractional Model
08:31 Integrating Account Managers into Agency Culture
11:36 Stepping into Existing Systems and Optimizing Processes
22:26 Personal and Professional Insights
25:06 Rapid Fire Questions
27:39 Valuable Business Advice
Taylor McMaster is the founder of DOT & Company where she and her team help digital marketing agencies keep their clients happy—and keep agency owners focused on what they do best—with full-service client account management (CAM) services.
Taylor leads a team of Client Account Managers at DOT & Company, training the CAMs to work with different agencies. To date, they have helped dozens of digital marketing agencies free up their time to prioritize the money-makers in their businesses, while the DOT & Co. team ensures their client experience is smooth like butter.
She is also the host of The Happy Clients podcast, where she interviews top names in the industry, diving deep into what makes clients happy in the agency world.
Contact Taylor:
Press: www.dotandcompany.co/press
Email: taylor@dotandcompany.co
Website: www.dotandcompany.co
Podcast: www.dotandcompany.co/podcast
Facebook: https://www.facebook.com/dotandcompany
Linkedin: https://www.linkedin.com/in/taylormcmaster/
Instagram: https://www.instagram.com/dot_and_company/
YouTube: https://www.youtube.com/channel/UC9_2hri1R1uaNTGeZr0Oyxg/
Twitter: https://twitter.com/CompanyDot
Ep 068 – Anne Green, G&S Business Communications – Compassion Led Agency Culture
In this episode, I had the pleasure of chatting with Anne Green, the CEO of GNS Business Communications. We met in an airport lounge and talk about the value of putting oneself “out there” to meet new people and discover new opportunities. Anne shares her journey to becoming CEO, revealing her unique leadership style rooted in compassion and empathy. We dive into the challenges of leadership and the importance of overcoming the 'us versus them' mentality.
Anne opens up about the value of curiosity, enthusiasm, and making meaningful connections in the agency world. We explore the significance of understanding one’s purpose and staying focused amidst rapid technological changes. Anne stresses the importance of agencies revisiting their culture, mission, and values to stay aligned and impactful.
Our conversation also highlights the need for trust-building, inclusivity, and open communication within organizations. Anne’s leadership style, characterized by vulnerability and openness, fosters an environment where team members feel comfortable speaking up. We wrap up by discussing the importance of self-compassion and finding joy in the dynamic world of agency life.
Join us for an engaging and insightful discussion with Anne Green, filled with practical advice and heartfelt reflections on leadership and agency dynamics.
Key Takeaways
• Transitioning to a CEO role requires learning leadership at scale and managing a collaborative matrix style.
• A leader's style should be warm, empathetic, and open, with a focus on being of service and making connections.
• Resisting the 'us versus them' mentality is crucial in both internal agency dynamics and agency-client relationships.
• Compassion and empathy are essential in understanding and supporting clients, as well as fostering a positive agency culture.
• Curiosity and enthusiasm are key traits for agency leaders, as they drive learning, collaboration, and problem-solving. Understanding purpose and staying focused is crucial in the face of technological advancements.
• Agencies should revisit their own culture, mission, and values to stay relevant.
• Trust-building, inclusivity, and open communication are essential for a strong and effective organization.
• Leadership should embrace vulnerability and openness to create an environment where people feel comfortable speaking up.
• Self-compassion and enjoying life are important for personal fulfillment in the agency industry.
Chapters
00:00 Introduction and Background
05:33 Transitioning and Learning Leadership at Scale
14:23 Resisting the 'Us Versus Them' Mentality
27:39 Building Trust and Fostering Inclusivity
36:54 Self-Compassion and Enjoying Life in the Agency Industry
Anne Green taps 30 years of experience in integrated marketing communications in her role as CEO and a partner at G&S Business Communications. She is responsible for ensuring excellence across all areas of agency performance and operations, from client service to the agency’s integrated offerings to cultivating a vibrant and growth-oriented culture. Anne was previously President and CEO of CooperKatz & Company, Inc., an award-winning agency she helped to build for more than two decades before it was acquired by G&S in 2018. She began her career with Burson-Marsteller in New York City. In her alternatives lives, she would be a singer or literature professor - but agency life ensures she's always creatively engaged.
Contact Anne:
https://www.gscommunications.com/
https://www.linkedin.com/in/anne-e-green/
