In episode 134, I sit down with Jen Moss, Chief Creative Officer and co-founder of JAR, where she helps brands and agencies craft podcasts that move people—not just metrics.

Jen calls herself a podcasting doula, guiding clients through the messy middle of creative storytelling. In this conversation, we dive into how to create audio that actually connects, what makes a podcast worth listening to, and why “Job, Audience, Result” is the framework every agency should adopt before hitting record.

Jen and I explore why most branded podcasts fizzle, how to define success beyond downloads, and the difference between authenticity and algorithm-chasing. If you’ve ever thought about starting a podcast for your agency—or making your current one work harder—this episode’s for you.

Key Bytes

• The JAR method: Job, Audience, Result—a simple framework for podcast strategy.

• Why authenticity and storytelling beat reach every time.

• How agencies can use podcasts as pillar content that drives real relationships.

• Common landmines when launching an agency podcast.

• Why generosity and curiosity build audience trust.

• The most meaningful metrics: engagement, consumption rate, and return listeners.

• When to use internal vs. external hosts—and why it depends.

• The role of creative courage in a crowded podcast space.

• Why “connection” should always be your North Star.

Chapters

00:00 Intro – Meet Jen Moss, podcasting doula and CCO of JAR

02:00 From theater to radio: Jen’s storytelling roots

06:00 The JAR framework explained: Job, Audience, Result

09:30 The real “why” behind launching a podcast

12:30 How agencies can use podcasts as strategic marketing tools

16:30 Internal vs. external hosts: what actually works

19:45 Common landmines and why most podcasts fizzle

22:00 Authenticity, generosity, and giving value away

24:30 Is podcasting too saturated? Finding signal in the noise

27:45 Connection over clicks—how to stand out

31:00 The metrics that matter: consumption, return, and reach trends

33:50 Rapid Fire with Jen Moss: storytelling, creative courage, and dream guests

In her role as Chief Creative Officer of JAR, Co-Founder Jen Moss loves bringing stories to life. With her clients, Jen acts as a “podcasting Doula,” helping them harness their strengths in service of great storytelling. Deeply steeped in the creative process, Jen is unafraid of its ambiguities, and enjoys guiding others through its twists and turns. Drawing on her strong background in theatre, arts journalism, audio documentary, and new media storytelling, Jen helps clients tell the authentic stories that matter to them, and to their audience. She spent many years working as a producer and award-winning content creator for CBC Radio, and as an interactive story producer for The National Film Board of Canada’s Digital Studio, which taught her to think of stories as living things, full of potential for impact. It also taught her to take an “audience first” approach. Jen is never afraid of surfacing big ideas, but understands that sometimes, it’s the little things – the specific lens that “only you” can bring – that will gain the most traction with an audience. Jen loves to look for “fresh tracks” in the form of stories that haven’t been told before. She encourages her clients and her team at JAR to try out new ideas, learn from what the audience data reveals, and let that inform future creative strategy. Finally, Jen keeps her own professional learning curve alive as she lectures part-time at the University of British Columbia’s School of Creative Writing, interacting with the next generation of writers, podcasters, new media producers, and audiences.

https://jarpodcasts.com/

https://www.linkedin.com/in/jennifer-moss-8a356930/

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In episode 133, I dive into the real-world path of AI adoption for agencies with guest Kirstin Russ, founder of Principal Edge AI and Mountains to Sea Media. We unpack the four “zones” of adoption (from denial to productized services), why most AI projects fail without structure and change management, and how to turn internal automations into billable client solutions. We also hit on junior-talent pipelines in an AI world, the risk of “robot-trained-by-robots” content, pricing when you’re still learning, and the discovery discipline required to make automations actually stick.

Key Bytes

• The winning agencies move from “dabbling in automations” to selling AI-powered solutions that solve specific client problems.

• 95% of AI projects fail because of missing structure, messy data, and zero change management — fix those first.

• AI should elevate people to higher-value work; train juniors to work with AI, not to be replaced by it.

• Don’t chase every shiny tool; build repeatable agent patterns and a stable stack you trust.

• Discovery is everything: a “15-step” flow usually hides 30 more steps — price and scope accordingly.

• Monetization starts with ops pain: map ugly manual workflows, then automate the “swivel-chair” steps.

• Thought leadership beats generic AI copy: capture founder audio, codify brand voice + ICPs, then assist with AI.

• Profit vs. quality is a real tension — set guardrails so efficiency never erodes outcomes.

Chapters

00:00 Intro & Kirstin’s two businesses

00:57 Why an outsource-first agency model

03:07 Year of deep AI study and first tools “in the wild”

04:43 The four zones of agency AI adoption

06:14 From “getting ahead” to “survive”: disruption hits marketing

09:01 Why AI projects fail: structure, data, and change management

11:00 Practical internal automations (transcripts → CRM, follow-ups, etc.)

12:58 Junior talent in an AI era & the content quality dilemma

15:18 Building an AI content assist system (voice, ICP, research)

18:48 Tool sprawl vs. foundations; avoiding shiny-object traps

20:40 Can clients DIY? Positioning & selling AI services

21:08 Case studies: Square inventory workflow & quote tool

24:38 Pricing while you’re learning; managing expectations

27:18 Aha moments: you can’t do it all; systemize & delegate

29:14 Theme songs, imposter syndrome, and wrap up

Kirstin Russ is a seasoned business strategist with 30 years of cross-industry experience who brings a unique dual approach to business growth. As the founder of Practical Edge AI, she helps businesses leverage artificial intelligence to automate growth, reduce manual workload, and improve profitability—often delivering measurable results within the first week.

Simultaneously, as the driving force behind Mountains to Sea Media, a Western North Carolina-based digital marketing agency, Kirstin helps businesses amplify their online presence through strategic internet marketing, data analytics, and performance-focused web design.

Kirstin's superpower lies in her holistic approach to business analysis, understanding how systems interconnect and where AI can enhance traditional & digital marketing strategies. By combining cutting-edge AI solutions with proven digital marketing expertise, she creates integrated growth pathways that optimize both operations and customer acquisition.

With an approachable style and commitment to practical results, Kirstin transforms business challenges into opportunities. Her guiding question remains: "If you could wave a magic wand and change anything about your business, what would it be?"

https://www.practicaledge.ai/

https://mountainstoseamedia.com/

https://www.linkedin.com/company/practical-edge-ai/

https://www.linkedin.com/company/mountains-to-sea-media/

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In episode 130, I sit down with Peter Lang—co-founder of Digital Agency Business and AVA, and longtime agency acquirer—to unpack how agency owners can use M&A as a growth superpower. Peter shares the seven-day deal that doubled his agency’s revenue, the due-diligence signals that actually matter (talent, client stickiness, and contracts), why most M&A fails on culture not math, and how AI is reshaping hiring and service models. We also get into founder identity after the sale, what “professional maturity” looks like, and why many owners are really capital allocators in the making.

Key Bytes

• M&A can compress years of organic growth into months—if you underwrite people, clients, and terms before the numbers.

• Culture fit and integration planning beat fancy spreadsheets; most failed deals are value misalignment, not valuation.

• AI is wiping out entry-level tasks first; the winners redeploy A-players and teach clients how to use AI, not hide from it.

• Founder-led sales can’t be the only engine; build repeatable sales capacity that survives distractions.

• You already “work for” whoever pays you—selling changes the customer, not your agency DNA.

• Treat time like capital: budget it, forecast it, and review it like an effective executive.

Chapters

00:00 Cold open, quick re-intro

01:08 The seven-day deal that doubled revenue

03:32 Doing three deals in 90 days during COVID

06:36 Common seller misconceptions and Peter’s deal lens

09:19 Endurance mindset, calendars, and operating like an athlete

13:46 What buyers actually look for beyond the numbers

17:43 AI’s impact on talent, delivery, and survival to 2027

22:10 Life after the sale and “professional maturity”

24:51 Rapid fire: celebrating wins, the race that changed him, dream acquisition

27:45 Where to learn more (digitalagencybusiness.com)

Resources mentioned

• Effective Executive by Peter Drucker (time tracking and retrospective)

• GrowthHackers community (context on Peter’s portfolio)

• digitalagencybusiness.com (Peter’s M&A training and upcoming book)

Peter Lang is an entrepreneur, investor, and philanthropist with over 15 years of experience building, buying, and selling companies across online publishing, media, advertising, e-commerce, and consulting. He’s the co-founder and Chief M&A Officer at AVA, a fast-growing digital agency holding company acquiring businesses in the $1–10 million range.

Peter also runs Digital Agency Business (DAB), an e-learning company that trains entrepreneurs to launch and scale their own agencies. A former CEO of Uhuru Network and advisor to multiple companies, Peter’s passion lies in using mergers and acquisitions to accelerate growth. An endurance athlete and family man, he lives by the belief that anything is achievable with hard work.

Contact Peter:

https://www.linkedin.com/in/peterclang/

https://digitalagencybusiness.com/

In episode 128, I sit down with Logan Lyles, founder of DemandShift and longtime B2B sales and marketing pro. Logan’s career has spanned brand side, agency side, and now his own consultancy—giving him a unique perspective on what it really takes to grow pipeline.

We unpack his journey from scaling Sweet Fish Media to Inc. 5000 status, building the Agency Life series at Teamwork, and leading growth at Business Builders. Most importantly, Logan shares how he turned disappointing webinar results into a repeatable framework that consistently converts registrations into booked sales calls.

If you’ve ever run a webinar that felt like a win… until the dreaded “conversion cliff,” this episode gives you the practical, step-by-step fixes to turn those views into revenue.

Key Bytes

• Logan explains how most agencies fall into the “conversion cliff” trap—lots of registrants, little pipeline—and the two-part fix that changed everything.

• He shares the importance of packaging your expertise into a clear framework that creates a natural next step.

• We break down his two-step registration process that boosted webinar conversions by 5–10x.

• We compare free vs. paid events, what impacts show-up rates, and which strategy works best for agencies.

• We talk about how webinars double as content engines for thought leadership and trust building.

• Logan shares why solopreneurs and 20-person agencies alike can adapt this strategy with the right tech stack.

• He opens up about lessons learned in sales—why not every “yes” is worth chasing.

Chapters

00:02 Intro to Logan Lyles and Demand Shift

01:14 Logan’s meandering career path from journalism to sales to agency life

03:09 Lessons from scaling Sweet Fish Media and leading growth at Business Builders

06:44 Why referrals aren’t enough for agencies anymore

07:28 The “conversion cliff” of webinars and how Logan fixed it

09:48 The two-step registration process that boosted conversions 5–10x

12:59 Free vs. paid webinars: show rates, signups, and strategy

15:57 Webinars as thought-leadership engines and content machines

19:11 Blending demand gen with brand building for faster sales cycles

23:02 Rethinking webinars: live podcasts, polls, and engagement tactics

27:08 Sales lessons: why not every yes is worth chasing

27:50 Wrap-up and where to find Logan (demandshift.co)

Logan Lyles has spent 17 years in B2B sales & marketing, drawing on his journalism background & working both agency- and brand-side in various roles. He has helped multiple agencies scale, including helping lead Sweet Fish Media onto the Inc 5,000 List 2 years in a row & increasing Business Builders monthly email list growth by 580% in 2024.

Logan is the founder of DemandShift, a webinar-as-a-service agency, the co-host of the weekly podcast: The Marketing Max Show & a LinkedIn Top Voice.

http://demandshift.co

http://linkedin.com/in/loganlyles

In episode 127, I talk with Kelly Schuknecht, founder of Two Mile High Marketing and host of the Beyond the Best Seller podcast. Kelly shares her journey from being laid off to launching her agency, how she quickly built a team, and why she’s focused on helping agency owners and CEOs grow through thought leadership platforms. We dig into what I call The Agency Owner’s Visibility Plan—a repeatable system of podcasts, stages, and LinkedIn that helps agencies build authority, stay top-of-mind, and consistently attract clients.

Key Bytes

• The Agency Owner’s Visibility Plan comes down to visibility, credibility, and consistency.

• Trusting yourself to leap without a safety net accelerates growth.

• Niching disqualifies the wrong buyers while pulling in the right ones.

• Visibility means showing up where your audience already is.

• Credibility is built in a snap judgment—package your proof.

• Consistency matters more than volume—set a realistic cadence.

• Every podcast interview can fuel a month’s worth of content.

• Delegating early unlocks owner time for actual growth work.

• In-person events still beat virtual for relationship building.

Chapters

00:00 Introducing Kelly and the story behind “Two Mile High”

03:30 From acquisition layoff to launching an agency

06:45 Why she pivoted away from “fractional CMO”

09:55 The challenge and power of niching down

13:50 Hiring early and delegating with trust

16:20 The Visibility–Credibility–Consistency framework

19:55 A realistic cadence for LinkedIn, podcasts, and speaking

24:10 In-person vs. virtual events and AI’s limitations

26:45 Rapid Fire: superpowers, lessons learned, and marketing myths

Kelly Schuknecht is the founder of Two Mile High Marketing, where she partners with agency owners and business leaders to build powerful thought leadership platforms. With over 15 years of marketing experience and a track record of elevating brands from behind the scenes, Kelly now helps experts step into the spotlight through strategic content, visibility tactics, and authentic personal branding. She’s the host of Beyond the Bestseller, a podcast featuring women who use their stories to lead.

www.twomilehighmarketing.com

www.kellyschuknecht.com

https://www.linkedin.com/in/kellyschuknecht/

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

In episode 125, I sit down with Dolores Hirschmann, investor, strategist, and founder of Masters in Clarity. Dolores has built, scaled, and sold businesses—including one to Pete Vargas and Grant Cardone after growing it to eight figures. A former TEDx organizer, she now helps service professionals and thought leaders clarify their message, craft high-converting signature talks, and get booked on stages that drive real business results. We explore her journey from early internet marketing in Argentina to launching an outbound speaker agency, and she shares her framework for creating talks that convert, practical tips for pitching event organizers, and why thought leadership is still one of the most powerful growth levers for agencies.

Key Bytes

• Thought leadership isn’t about celebrity—it’s about clarity and consistency

• A great talk is less about what you say and more about what your audience walks away with

• Don’t pitch event organizers with long bios—open the door with a simple yes/no question

• The best call-to-action from stage isn’t a free consultation, it’s a free resource tied to your talk

• A signature talk framework can be applied to any presentation—keynote, workshop, or boardroom update

• Speaking is one of the most scalable ways to build trust, demonstrate expertise, and generate new business

Chapters

00:00 Welcome and introduction to Dolores Hirschmann

01:18 Early internet marketing and human-to-human relationships

04:58 Moving to the U.S. and pioneering online learning platforms

06:26 From serial entrepreneur to coach and strategist

08:19 Organizing TEDx and developing the signature talk framework

11:26 Building and scaling a speaker agency to $20M+

14:29 Why agencies need to lean into speaking and thought leadership

15:44 Practical steps to land more speaking opportunities

20:07 The seven steps of a high-converting talk

23:24 How to craft calls-to-action that drive leads from stage

25:23 Using QR codes and free resources to capture audience interest

26:25 Masters in Clarity workshops and software for speakers

27:02 Rapid fire: tap dancing, gut instincts, and buying businesses

Dolores Hirschmann is an investor, strategist, speaker, and founder of Masters in Clarity, a strategy and business coaching firm. She helps service professionals grow their businesses and establish thought leadership. A former TEDx organizer, she specializes in positioning experts, authors, consultants, and coaches for success.

Dolores recently sold a company to Pete Vargas and Grant Cardone, supporting its growth to multiple 8 figures in four years. She built a software platform to help speakers get placed on stages and advises businesses on preparing for profitable exits. Masters in Clarity provides fractional Chief Marketing Officer (CMO) services to help companies design and execute marketing initiatives and set up automated marketing systems. As an investor, Dolores acquires and scales small businesses, ensuring their legacy and long-term success.

www.mastersinclarity.com

In episode 124, I sit down with Joe Rojas, founder of Start Grow Manage and author of How Entrepreneurs Thrive. Joe has built and sold multiple MSPs, each time leveraging the power of deep niching to accelerate growth. We talk about the pivotal inflection points in a business’s lifecycle, why niching works across any industry, and how systems and values create businesses that can run—and grow—without the owner. Joe shares his framework for moving from “job” to “business,” the core values that drive his work, and how agencies can increase profitability by solving real business problems for clients. We also discuss the parallels between MSPs and agencies when it comes to client retention, lifetime value, and building a life you actually want to live.

Key Bytes

• Niching accelerates growth because it clarifies your offer and your audience

• The difference between a lifestyle job and a lifestyle business is scale and delegation

• Core values must be discovered, not invented—and hiring should be based on them

• Profitability can start with your existing clients, not just new ones

• Long-term success comes from solving clients’ business problems, not just delivering services

Chapters

00:00 Welcome and guest intro

01:06 Joe’s journey from the Army to building and selling MSPs

03:18 Understanding the “Start, Grow, Manage” stages

05:03 Why Joe wrote How Entrepreneurs Thrive

06:33 The $1M inflection point and profitability mindset

08:16 Helping clients reclaim their time and freedom

12:20 Building core values that drive the business

16:46 Hiring for abundance mindset and cultural fit

21:07 How Joe’s book applies to agencies today

24:07 Why technology changes but strategy doesn’t

26:08 Expanding accounts by solving deeper problems

28:37 Mapping the client journey for better results

30:21 Rapid fire questions and closing thoughts

Joe is the Founder at Start Grow Manage, based in New York, and author of How Entrepreneurs Thrive. He empowers Managed Service Providers and entrepreneurs to overcome the challenges of business formation to create profitable, growing businesses. As a serial entrepreneur himself, he has faced the challenge of making new and growing businesses work. His career started in the military, where he became an expert in information technology, eventually forming his own managed services company. Through that experience, he discovered the formula for businesses and learned that entrepreneurs are good at what they do but struggle to build a business.

https://startgrowmanage.com

In episode 123, I sit down with Jenny Plant, founder of Account Management Skills, to talk about why strong account management is the secret weapon for agency growth. Drawing on over 25 years of experience on both the agency and client side, Jenny shares how she helps account managers develop the skills, confidence, and mindset to grow accounts without feeling “salesy.” We discuss the challenges of hybrid AM/PM roles, how to spot rising account management stars, and why curiosity and relationship skills often outweigh industry knowledge. Jenny also dives into her “Four P’s” of AI for account managers—Productivity, Personalization, Prescribe, and Predict—showing how technology can boost proactivity and client value. We wrap with insights on setting growth targets, charging for account management, and building a culture that celebrates account wins as much as new business.

Key Bytes

• Account growth starts with training AMs to be proactive, not just reactive service providers

• Hybrid AM/PM roles often fail to drive growth because delivery takes priority over development

• Curiosity and relationship skills can be more valuable than industry expertise

• AI can help AMs be more productive, personalize interactions, prescribe solutions, and predict client needs

• Co-creating growth targets with AMs boosts buy-in and accuracy

• Celebrating account growth fosters a culture where client retention and expansion matter as much as net new business

Chapters

00:00 Introduction to Jenny Plant & Account Management Skills

02:20 Why sales training is vital for account managers

04:16 The challenge of hybrid AM/PM roles in driving growth

08:58 Traits of successful account managers

11:32 Hiring AMs from outside the agency world

13:14 Jenny’s Four P’s of AI for account managers

18:19 Proactivity and presenting ideas to clients

20:38 Co-creating account growth targets

22:55 Charging for account management services

24:36 How many accounts can one AM manage effectively?

28:15 Creating a culture that celebrates account growth

Jenny Plant is the founder of Account Management Skills a training company helping agency account managers retain client relationships and grow accounts.

Jenny has over 25 years in agency account management and has also worked client-side in marketing for an international airline and pharmaceutical company.

Her account management training programmes blend proven client growth methodologies with the integration of AI tools, helping agencies stay relevant, efficient, and proactive.

She also hosts the Creative Agency Account Manager Podcast, where she shares insights and interviews to elevate the agency-client relationship management standards across the industry.

https://accountmanagementskills.com/

In episode 116, I sit down with Clara Stedman and Ben Engvall, founding partners of Palmer Advisors, a boutique M&A firm focused on marketing, media, and tech agencies in the lower to middle market. Clara and Ben break down what agency owners need to understand about selling their business, navigating deal structures, and preparing for acquisition—even if an exit isn’t on the immediate horizon.

We talk about why Palmer was founded, the major shifts in deal terms over the last few years, and why so many agency founders are choosing to stay on post-acquisition. They also share candid insights into common red flags that signal an agency isn’t ready to sell—and what to do about it. We dive into how niching (especially by industry) impacts valuation, what kinds of agencies are in high demand, and how AI and proprietary tools may influence future multiples.

Whether you’re dreaming of an exit, fielding buyer interest, or just want to understand how your agency is valued, this episode pulls back the curtain on the M&A process and what today’s buyers really want.

Key Bytes

• Palmer Advisors focuses on M&A for service-based businesses.

• The agency market is evolving with new deal structures.

• Cultural fit is crucial in agency acquisitions.

• Founders should not exit at their peak performance.

• Timing is key when going to market for an exit.

• Having a strong leadership team is essential for agency sales.

• Niche agencies are more attractive to buyers.

• Understanding EBITDA is vital for agency owners.

• Deal structures can be creative and flexible.

• The future of M&A looks promising with technology advancements.

Chapters

00:00 Introduction to Agency Bites

01:47 The Formation of Palmer Advisors

03:35 Reflections on the First Year

05:32 Understanding Agency M&A Dynamics

09:23 Identifying Readiness for Exit

13:28 The Importance of Owner Involvement

16:02 The Value of Niching in M&A

19:09 Demystifying M&A Terminology

23:19 Future Trends in M&A

25:11 The Role of IP and Technology in Valuation

28:34 Rapid Fire Questions and Closing Thoughts

Clara Stedman and Ben Engvall are the founding partners of Palmer Advisors, a boutique M&A advisory firm built specifically for founders of service-based businesses. With a focus on marketing, media, and tech agencies in the lower to middle market (typically $1–10M in EBITDA), Clara and Ben bring a modern, founder-first approach to buying, selling, and valuing businesses. They’ve quickly built a reputation for their strategic deal-making, brutally honest readiness assessments, and commitment to crafting win-win outcomes that align both financial and cultural goals. Clara leads as CEO, bringing a background in corporate retail and fitness, while Ben heads up M&A with a traditional finance foundation. Together, they’re reshaping what agency exits can—and should—look like.

Contact Palmer Advisors: 

http://palmeradvisors.com

https://www.linkedin.com/in/clara-stedman-palmer-advisors/

https://www.linkedin.com/in/ben-engvall-palmer-advisors/

In episode 115, I sit down with Jason Hennessey, internationally recognized SEO expert and CEO of Hennessey Digital. Jason shares the story of how a single talk at a legal mastermind sparked his first agency, and how he’s since scaled a powerhouse SEO firm serving top-tier law firms. We talk about niching down, the power of building a personal brand, and why delegation was key to scaling without burning out. Jason opens up about leadership, team culture, and how stepping back actually helped his agency grow faster. Plus, we dive into strategies like direct mail, personal outreach, and even outsourcing genius to level up results.

Key Bytes

• Jason Hennessy has been in SEO since 2001 and started his first agency in 2008.

• He transitioned from his first agency to Hennessy Digital in 2015, focusing on law firms.

• Innovative marketing strategies, like sending personalized books, helped him secure clients.

• Hennessy Digital primarily serves personal injury lawyers but sees potential in other legal niches.

• Building a personal brand has significantly increased response rates to his outreach.

• Delegation and outsourcing are key to scaling an agency effectively.

• Jason emphasizes the importance of investing in leadership and team development.

• He still engages with SEO on a personal level, leveraging external expertise.

• Agency culture is a priority, fostering support and recognition among team members.

• Asking for help and seeking coaching is crucial for agency owners.

Chapters

00:00 Introduction to Agency Bites and Guest Background

01:04 Jason Hennessy's Journey in SEO and Agency Growth

03:55 Transitioning from First Agency to Hennessy Digital

07:00 Innovative Marketing Strategies for Law Firms

10:06 Market Potential and Niche Focus in Legal SEO

11:58 Building a Personal Brand and Leadership Structure

16:01 Scaling the Agency and Delegating Responsibilities

20:03 Passion for SEO and Outsourcing Expertise

23:05 Expanding Services Beyond SEO

24:54 Agency Culture and Team Dynamics

27:04 Personal Insights and Advice for Agency Owners

Jason Hennessey is an entrepreneur, internationally recognized SEO expert, author, speaker, podcast host, and business coach. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.

Jason's expertise has fueled the growth and successful sale of multiple businesses, starting with a pioneering dot-com venture in the wedding industry. Serving as the CEO of Hennessey Digital since 2015, Jason's leadership has transformed a modest consultancy into a thriving eight-figure agency, earning a place on the prestigious Inc. 5000 list for five consecutive years. He is also the author of two Amazon bestsellers titled Law Firm SEO and Honest SEO.

As a sought-after keynote speaker and a frequent guest on podcasts and webinars, Jason shares his wealth of knowledge. He contributes as a columnist to respected publications such as the Washington Post and is a regular contributor to Entrepreneur, Forbes, Inc., Newsweek, and Rolling Stone Magazine. Jason's accomplishments extend to being honored with the Gold TITAN Business Award in the Entrepreneurship, Branding, Advertising, & Marketing category, as well as being recognized as a National Law Review Go-To Thought Leader.

Jason's journey has been enriched by his experience as a United States Air Force veteran and his attainment of a Bachelor of Arts degree in Marketing from the University of Nevada, Las Vegas. Commencing his SEO career in Las Vegas and later establishing a strong presence in the legal industry in Atlanta, Jason now resides in the Los Angeles area with his wife, Bridget, and their three children.

jasonhennessey.com

hennessey.com

https://www.instagram.com/jasonhennessey/?hl=en

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:

https://rise25.com/

https://www.inspiredinsider.com/

https://www.linkedin.com/in/drweisz/

In episode 108 of Agency Bytes, I sit down with Yael Morris from Decode Insights to dive deep into the psychology behind why customers really buy — and why they don’t. Yael shares her fascinating journey from selling granola bars to becoming a go-to expert for decoding customer motivations through intimate, one-on-one conversations. We explore why traditional focus groups often miss the mark, how true empathy fuels marketing success, and why no AI tool can replace the magic of a real human conversation. If you’ve ever relied on gut feelings to shape your messaging, this one’s a must-listen. Plus, stick around for some rapid-fire questions where Yael shares personal insights, favorite tools, and advice she’d give her younger self.

Key Bytes

• Understanding buyer psychology is crucial for effective marketing.

• Customer insights can drive product development and marketing strategies.

• Empathy in marketing leads to better customer connections.

• Human conversations yield deeper insights than surveys or forms.

• AI cannot replace the emotional context of human interactions.

• One-on-one interviews provide richer data than focus groups.

• Customer-driven messaging is essential for successful marketing.

• Patience is key when introducing unconventional ideas.

• Building rapport in interviews encourages openness from customers.

• Insights from customer conversations can significantly impact business growth.

Chapters

00:00 Understanding Buyer Psychology

02:52 The Journey to Customer Insights

05:59 The Importance of Human Conversations

09:10 The Role of Empathy in Marketing

11:47 Universal Application of Customer Insights

15:05 The Impact of AI on Customer Understanding

18:03 The Value of One-on-One Interviews

21:02 Leveraging Insights for Business Growth

24:05 Focus Groups vs. One-on-One Interviews

26:52 Rapid Fire Questions and Closing Thoughts

Yael Morris from Decode Insights goes deep into buyer psychology to decode the real reasons behind why your customers buy, or don't buy from you. Through 1:1 customer interviews, she uncovers her clients customers' real-lived moments of struggle and desired outcomes that led them to purchase, giving a new human-level understanding of exactly what really matters to customers.

Contact Yael:

http://linkedin.com/in/yaelmorris

In episode 107 of Agency Bytes, I sit down with Blair Enns, founder of Win Without Pitching and author of The Win Without Pitching Manifesto and The Four Conversations. If you’ve heard Blair on other shows—or are one of the many who’ve followed his work for years—you might think you’ve heard it all. Not this time. In this conversation, we go beyond the usual talking points and uncover insights he’s never shared before.

Blair opens up about the real mindset shifts creative professionals need to make if they want to stop selling like vendors and start showing up as experts. We break down the Four Conversations model, what most agency owners still get wrong about pricing, and how to rewrite the dynamics of the sales process to work in your favor.

We also explore why repetition beats inspiration, how to protect your power in client engagements, and what Blair believes is the single biggest opportunity for agencies right now—even in a time of AI disruption and economic uncertainty. If you want to charge more, pitch less, and finally own your value—this episode brings the fire.

Key Bytes
• Blair Enns emphasizes the importance of lifestyle choices in career decisions.
• The Win Without Pitching Manifesto serves as a foundational text for creative professionals.
• Sales should be viewed as a series of conversations rather than a pitch.
• Pricing is a critical area for agencies to improve profitability.
• Repetition in learning is essential for mastery of sales techniques.
• Creative professionals often struggle with the mindset of being a salesperson.
• The Four Conversations provides a framework for navigating sales effectively.
• Surviving economic uncertainty is crucial for agency success.
• Agencies should focus on their unique expertise to stand out in the market.
• Building strong client relationships is key to successful sales.

Chapters
00:00 Introduction to Blair Enns and His Journey
02:59 The Catalyst for Change: Lifestyle Choices
06:00 The Birth of Win Without Pitching
09:06 Understanding the Win Without Pitching Manifesto
12:12 The Four Conversations: A New Model for Selling Expertise
17:54 Lessons Learned from Coaching Agencies
20:50 The Importance of Repetition in Learning
25:56 Navigating Sales Conversations Effectively
31:59 Mindset Shifts for Creative Professionals
35:05 Opportunities and Challenges Ahead for Agencies

Blair Enns is the founder of Win Without Pitching and the author of three books on selling and pricing for expert advisors and practitioners, including the brand new The Four Conversations: A New Model for Selling Expertise.

A former advertising professional and consultant, Blair launched Win Without Pitching in 2002 to help creative professionals learn to win more business at higher prices without giving their services away for free in a pitch. His selling philosophy and pricing strategies resonated beyond the advertising and design professions to the point where today Win Without Pitching serves expert advisors and practitioners around the world in over a dozen professions, including finance, marketing, consulting, engineering and healthcare.

Blair also co-hosts, along with David C. Baker, the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship.

Contact Blair: winwithoutpitching.com

In episode 106 of Agency Bytes, I chat with Lisa Colantuono, president of AAR Partners and a 25-year veteran in agency-client matchmaking (though she hates that word!). If you’re tired of wasting time on endless pitch decks, spec work, and one-sided RFPs, this episode is a must-listen.

Lisa shares what really matters to brands during the agency search process—and how agencies can proactively position themselves to win more work without chasing every lead. We dive into how to build trust that leads to long-term relationships, how to get your agency noticed through smart PR, and why your creative work still needs to deliver real impact. Lisa also drops actionable advice on reputation-building, client retention, and what it really takes to stand out in a crowded agency landscape.

Whether you’re running a small shop or a growing firm, Lisa’s insights are full of practical steps to help you stay relevant, get on the right shortlists, and keep your agency’s name in the room—even when you’re not.

Key Bytes

• Streamlining the agency review process is essential—both for marketers and agencies trying to avoid wasted time and energy.

• Marketer-led reviews now make up 85% of the search landscape—agencies need to understand how to stand out in this evolving dynamic.

• Trust and relationships are everything. People buy from people they trust, and lasting partnerships are built on emotional connection.

• Agencies must treat themselves like their number one client. Prioritize your own marketing, just like you would for your best-paying account.

• Referrals, recognition, and press coverage are key to visibility—smart PR can put your agency on a brand’s radar before the pitch even starts.

• Great creative still wins. No amount of charm or strategy can replace standout work that delivers results.

• Proactivity beats complacency. The biggest reason agencies lose clients? They stop showing up with ideas.

• Personalized outreach beats “spray and pray.” Insightful, relevant communication gets attention—generic blasts get ignored.

• Your network defines your success. The company you keep, the connections you nurture—they’re all part of the relationship-driven business we’re in.

Chapters

00:00 Introduction to Agency Bites and Lisa Colantuono

01:44 Reinventing the Agency Search Process

04:21 Streamlining the Review Process

08:11 Trends in the Marketing Industry

12:26 Building Trust and Relationships in Agencies

18:10 The Importance of Reputation and Press Coverage

23:28 The Power of Recognition in Agency Work

25:06 The Importance of Account Management

26:39 Complacency: The Silent Account Killer

28:07 Proactivity in Client Relationships

29:33 Building Trust Through Networking

30:56 Emotional Connections with Brands

32:55 The Value of Insightful Communication

35:05 Understanding Client Pain Points

39:19 The Comprehensive Marketing Approach

40:09 Personal Insights and Life Lessons

Lisa Colantuono is the President of AAR Partner. With nearly 25 years of experience, Lisa has helped marketers like Ancestry, Subaru, and Panera Bread connect with the right agencies to drive meaningful results. She’s a pioneer in modernizing the agency search process, the author of @AARLisa: New Biz in 140 Characters (or Less), and the host of the On Purpose podcast. Lisa is passionate about building impactful partnerships and shaping the future of the marketing industry.

Contact Lisa:http://www.aarpartners.com

https://www.linkedin.com/in/lisa-colantuono-aar/

In episode 105 of Agency Bytes, I’m joined by Ryan Rhoten, founder of The Distilled Brand, who helps entrepreneurs and agency owners develop crystal-clear messaging that actually connects. Ryan shares the structured process he’s refined to help business leaders articulate their value—not with jargon or vague promises, but with messaging that speaks to real human emotion and need.

We dig into his “four O’s” framework, why niching is essential (even if you resist it), and how standardizing your offers can streamline operations, boost profitability, and make your marketing 10x easier. If you’ve ever felt like your agency’s message isn’t landing or you’re reinventing the pitch every time you meet someone new, this episode is for you.

Key Bytes

• Ryan helps entrepreneurs align their internal expertise with external perceptions.

• Messaging should address both objectives and the emotional obstacles clients face.

• The Four O's: Objectives, Obstacles, Objections, and Outcomes are crucial for effective messaging.

• A messaging playbook provides a structured approach to communication across all platforms.

• Niching down helps entrepreneurs become known for their expertise.

• Standardizing offers can lead to increased efficiency and profitability.

• Clear messaging is essential for team alignment and customer understanding.

• Customers are primarily concerned with their own needs, not your company's history.

• Effective messaging should focus on benefits rather than features.

• Incremental improvement is key to long-term success in business.

Chapters

00:00 Introduction to Agency Bites and Guest Ryan Roten

02:26 Understanding Brand Messaging and Positioning

05:44 The Emotional Side of Messaging

09:16 The Four O's of Messaging

12:40 Creating a Messaging Playbook

15:01 The Importance of Niching Down

18:42 Standardizing Offers for Efficiency

20:22 Crafting a Clear Elevator Pitch

22:04 Identifying Red Flags in Messaging

25:05 Rapid Fire Questions and Closing Thoughts

Have you ever struggled to communicate your expertise in a way that truly resonates? Ryan Rhoten, owner of The Distilled Brand, understands the challenge and has developed the Brand Messaging System to help. As an expert in brand positioning and messaging, Ryan guides his clients through a proven process to distill complex ideas into clear, compelling messages to communicate your brilliance and connect with your audience.

Contact Ryan:

https://thedistilledbrand.com

https://linkedin.com/in/ryanrhoten

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/

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/

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

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/