Build A Better Agency Podcast

Sinopse

Scale and grow your agency with better clients, invested employees, and a stronger bottom line, with Drew McLellan.

Episódios

  • EP 275: There are many ways to grow your agency with Drew McLellan

    EP 275: There are many ways to grow your agency with Drew McLellan

    11/01/2021 Duração: 39min

    As we celebrate the most anticipated New Year’s Day in any of our lifetimes, we also find ourselves planning, goal settings, and making resolutions for the new year. Whenever I ask an agency owner what goals they’ve set for their shop, without exception, the first goal (and often the only goal) they can come up with is a revenue goal. I absolutely want you to set revenue goals for this year but you shouldn’t limit your thinking to that one metric. There are other growth goals that are as important, if not more so, than what your gross revenue is for the year. One of the fallacies that plagues agencies is that the only way to have a successful year is to get bigger (gross billings) but that’s a short-sighted and incorrect notion. There are many ways you can build and expand your agency that have nothing to do with your revenue. And depending on your agency – several of them could be even more fruitful and put more money in your pocket. In this solocast episode of Build A Better Agency, I’m going to walk you t

  • EP 274: Understanding the emotional triggers of your brand with Brian Gregory

    EP 274: Understanding the emotional triggers of your brand with Brian Gregory

    04/01/2021 Duração: 54min

    As marketers we understand the power and influence of a brand. We know that every buying decision we make is based on emotion. This helps explain why some brands garner a cult-like fan base. They understand the power of their emotional triggers. As agencies, we should be brilliant at discerning and leveraging a brand’s specific emotional triggers. But sometimes it’s difficult to help a client see the value in what can appear a bit ethereal. But what if there was a tool to help you validate what you know about your clients’ (or your) brand? Today’s guest has turned the science of emotion into a tangible tool. Brian Gregory comes from a long publishing and advertising background. He has studied the core emotional triggers that lead to a specific brand’s buying decisions and is using this insight to help agencies and their clients build a better business and ROI. In this episode of Build a Better Agency, Brian and I discuss the principles of emotion-based buying, including examples of how it has been used succe

  • EP 273: Systems = Scale for your Agency with Josh Fonger

    EP 273: Systems = Scale for your Agency with Josh Fonger

    28/12/2020 Duração: 53min

    For many agency owners systems is the S Word. We bristle at the idea of being confined. It feels like an attempt to stifle our creativity and ability to think out of the box. But if we’re honest with ourselves, there’s a lot of wash-rinse-repeat in our work every day. And without systems (which I translate to “the agency’s way of doing something) everyone develops their own way of accomplishing each and every task. Not only does that mean we are inconsistent at best but it also means that if that employees leaves, so does their tribal knowledge. This is a problem we can and should solve. My guest for this episode is Josh Fonger, a Business Performance Architect and co-founder of the company, Work The System. The company is based on a book by the same name by Sam Carpenter and exists to help people implement the concepts. If you loved Michael Gerber’s book The E-Myth, but wished he’d told you HOW to follow his recommendations, you’ll love hearing from Josh. In our conversation, Josh outlines not only why syst

  • EP 272: Taking full advantage of marketing automation systems with Rick Carlson

    EP 272: Taking full advantage of marketing automation systems with Rick Carlson

    21/12/2020 Duração: 55min

    Here are three things I know every agency owner wants. 1) A shortcut to landing new clients. 2) A way to prove ROI for their clients’ marketing budgets. 3) A way to automate tasks around data that allow them to guide their clients in the right direction faster and more accurately. The good news is – we can get all of that from marketing automation. If we use it wisely and well. Agencies are constantly working to find ways to help their clients attract right-fit prospects, stay relevant to them during their buyer’s journey, and shorten the entire sales cycle. We have many tools at our disposal to accomplish those goals and a sophisticated marketing automation system is certainly one of them. Many agencies have barely scratched the surface of what marketing automation can do for their own agency and for their clients. When we don’t delve into the power of marketing automation, we’re relying on email marketing circa 2000. But in this era of clients demanding ROI stats for their marketing spend, we are missing ou

  • EP 271: Managing projects effectively in your agency with Peter Coppinger

    EP 271: Managing projects effectively in your agency with Peter Coppinger

    14/12/2020 Duração: 49min

    Project management is a challenge for every agency, regardless of their size or tenure. Many agencies have a physical project board on a wall or are using Excel spreadsheets to try to keep everything in check. Unfortunately, these rudimentary project management systems end up costing agencies time, money, and even clients. But it does not have to be a source of frustration or profit evaporation. If your agency has been resisting a project management system, it’s time to recognize that you are choosing to put your agency at risk. A shop without a more sophisticated tool and process for getting the work done on time and on budget will experience missed deadlines, scope create and frustrated clients. It’s not ideal from your team’s perspective either. No one wants to drop the ball or disappoint a client or teammate. Agency owner Peter Coppinger knew all of this too well. His own shop, located in Dublin, Ireland was struggling to find a tool that would help them keep everyone in alignment and manage all of the d

  • EP 270: It’s okay to slow down with Drew McLellan

    EP 270: It’s okay to slow down with Drew McLellan

    07/12/2020 Duração: 33min

    As I thought about this solocast and what I wanted to say to you, I came up with a big list. Year-end planning, appreciate your clients, get your biz dev kicked off for 2021. And then I realized you, like me, are on stress overload already and the last thing I needed to do was to add to your To Do list. Instead, the most helpful thing I can do in this episode is to acknowledge what’s going on, how you’re feeling and offer some support. So that’s what we’re going to do together. You’ve been going full steam ahead at a breakneck speed for almost nine months. You’ve scrambled to replace lost business, get government assistance, shift to working from home and taking care of your team. You’ve had to make some tough choices, have difficult conversations and yet you’ve rallied each and every time. But no one can sustain the pace and stress you’ve been keeping forever. It’s not humanly possible, even for you. Most of your agencies have fared well through the pandemic and financially, you’re in good shape. But that do

  • EP 269: Finding your niche in the agency landscape with Brent Weaver

    EP 269: Finding your niche in the agency landscape with Brent Weaver

    30/11/2020 Duração: 44min

    If you’re not new to the podcast or AMI, you know that I am a proponent of agencies differentiating themselves by finding a niche where they can develop a depth of expertise or a position of authority. It’s one of the core messages in the book I co-wrote with Stephen Woessner, Sell with Authority. Which makes Brent Weaver a kindred spirit! Brent Weaver shares our philosophy of niching down, and he joins me to talk about what he believes it takes to become an authority. Brent is a former agency owner and now focuses on helping business leaders finding their niche. He currently serves as the founder and CEO of UGURUS, a business training and education company dedicated to helping business owners achieve freedom by owning their markets. His work focuses on helping clients overcome their dependence on referrals and word-of-mouth through developing thought leadership. If you didn’t get a chance to meet him during our previous conversation, check out Episode #66 where he explains how to turn a profit doing web dev.

  • EP 268: Successful business development strategies for agencies with Greg Jacobs

    EP 268: Successful business development strategies for agencies with Greg Jacobs

    23/11/2020 Duração: 59min

    Successful business development strategies are always a hot topic when I’m talking with agency owners. That was true before the pandemic, so you can imagine how often we’re talking about it now! Business development for agencies has made a 180 over the past decade. Have you changed the way you sell to keep current? Greg Jacobs is the head of Strategic Partnerships at Schiefer Chop Shop, an Irvine-based brand transformation agency where he developed a unique recipe for successful business development strategies. He also led NASCAR’s unscripted content division and served as Head (SVP) of Monetization at Red Bull & Red Bull Media House. As you might imagine, with that background, he comes at prospecting for his agency in a very different way. During our conversation, Greg walks us through his approach to creating successful business development strategies and offers up some suggestions for agency owners who are looking to hire a salesperson for their shop. It’s never too late to re-tool your own biz dev str

  • EP 267: Build your agency’s authority position through authorship with Josh Steimle

    EP 267: Build your agency’s authority position through authorship with Josh Steimle

    16/11/2020 Duração: 55min

    It’s an age-old adage – books are a three-dimensional business card. In today’s vernacular (from the book Sell With Authority) a book is an excellent example of cornerstone content. Many agency owners I know are curious about how to become a successful author but have decided they’ll never have the time or space to actually write that book. Josh Steimle has helped many clients recognize that they actually can get that book written and it doesn’t have to take years or be a painful experience. Josh is an agency owner and former guest (Episode #182). As his agency (MWI) matured and his partners were running the day-to-day operations, Josh decided to explain what it takes to become a book author to grow their businesses just like he had done for his agency. During our conversation, Josh explains how agency owners can write a book that demonstrates their expertise and allows them to step into their authority position. He then breaks down the book writing process to make it faster, less cumbersome, and very doable

  • EP 266: How are clients being impacted by COVID and the recession with Susan Baier

    EP 266: How are clients being impacted by COVID and the recession with Susan Baier

    09/11/2020 Duração: 01h13min

    How are clients thinking about and reacting to both COVID and the recession it triggered is on every agency owner’s mind. Will our clients go dormant? How are they approaching 2021 budgets and plans? Because we know this is vital intelligence for you, we decided to make that the focus of the 2020 Agency Edge research project. You’re going to find the data insightful and a relief. The Agency Edge research series is a collaboration between AMI, Audience Audit, and Dynata. Audience Audit’s Susan Baier joins me to walk you through the highlights of the research findings and what you should do next, based on what we learned. We believe the insights will help you strengthen your relationship with your current clients, dodge some potential landmines, and navigate your biz dev prospecting with more success. After you listen to the podcast, be sure to grab the 30-page executive summary from the show notes. A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies wh

  • EP 265: Should your agency niche down and specialize? with Drew McLellan

    EP 265: Should your agency niche down and specialize? with Drew McLellan

    02/11/2020 Duração: 48min

    It’s an age-old discussion. Should an agency specialize and focus on specific niches or should they be a generalist? If you’re familiar with AMI or have read the book I co-wrote with Stephen Woessner (Sell with Authority), you know that I believe there are some huge advantages to claiming your authority position and being a specialist. You don’t have to take my word for it – in this episode, I am going to show you some data to make the point. But, even if you choose to remain a generalist, that doesn’t mean you can’t have a rock-solid sales strategy that keeps your pipeline full and attracts your best-fit prospects. It’s going to take longer but you can get there. In this episode of Build A Better Agency, I want to walk you through the stages of an agency’s biz dev evolution and the potential power of holding a position of authority so that prospective clients hunt you down and ask if they can be your client. A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for

  • EP 264: The ROI of thought leadership with Susan Baier and Stephen Woessner

    EP 264: The ROI of thought leadership with Susan Baier and Stephen Woessner

    26/10/2020 Duração: 01h03min

    Thought leadership is one of those buzzwords that has been so overused, it has almost been rendered meaningless. But as Stephen Woessner and I preach to agency owners in our book, Sell with Authority, when done well for the right reasons, being an authority can drive significant revenue for your agency. Stephen’s agency, Predictive ROI, decided they wanted to quantify the value of thought leadership so they engaged Susan Baier (Audience Audit) to do some research to answer the question “is there an ROI to being a thought leader?” Creating unique, relevant content targeting a very narrow niche is time-consuming. Is there a payoff? How does it impact both new sales and retaining clients? Does it influence the sales cycle? How do people define what is and isn’t a true authority? In this episode of Build a Better Agency, Susan and Stephen join us to share the data that came out of the research and the implications that data has for us as agency owners, both as we think about our own biz dev but also how we advis

  • EP 263: How to show up as a great leader within your agency with Chad Carden

    EP 263: How to show up as a great leader within your agency with Chad Carden

    19/10/2020 Duração: 01h36s

    After this year, I think agency leaders can all rightfully claim their MBA in leadership! With the recession and COVID-19 rewriting our plans for 2020, we’ve all been challenged to step way outside of our comfort zones. And yet, I believe we can all get even better. How can we level-up as leaders and make sure our team is aligned and bringing their best to the job? My guest this week, Chad Carden, is on a life mission to improve the way leaders interact with their teams to create greater engagement and better results. His style is very results oriented, but it’s balanced with a goal of helping everyone on the team do their best work and feel good about the contribution. This head and heart combination lines up nicely with how I know agency owners think about and care about their team members. During this conversation, Chad and I discuss the different ways we can ramp up for success as we build momentum into the 4th quarter of 2020 and head into 2021. Chad outlines how we can show up as better agency leaders,

  • EP 262: Simplifying content creation with Steve Pockross

    EP 262: Simplifying content creation with Steve Pockross

    12/10/2020 Duração: 50min

    Creating content is both a huge opportunity and a big challenge for agencies. How do you elevate your efforts so that the content is actually meaningful to the audience and attracts prospects? How do you properly price your content efforts so you get paid fairly? If you’re looking for good writers – what are the clues that they’ll be able to do the work? All of these questions affect your bottom line. Luckily, there are principles you can follow to ensure your content creation is on-point, whether you are outsourcing writers or doing everything in-house. My guest for this week’s episode is Steve Pockross, Owner and CEO of Verblio. Steve brings more than 20 years of startup, Fortune 500, and nonprofit experience to his role at Verblio. As CEO, he applies leading marketplace and SaaS principles to create an industry-leading content creation platform with 3,000 writers supporting thousands of clients with their digital marketing. In this episode of Build a Better Agency, Steve joins us to talk about trends in c

  • EP 261: Is A.I. a part of your agency’s toolbox? with Neil Sahota

    EP 261: Is A.I. a part of your agency’s toolbox? with Neil Sahota

    05/10/2020 Duração: 50min

    A.I. As agency owners and leaders, we understand what it is and what it does, but we haven’t quite figured out the best way to use it in our own agencies for ours or our clients’ benefit. Many still believe it’s something inaccessible or unaffordable. But, A.I. can transform our deliverables, change the ROI we deliver to clients, and make us even better at what we do. Today. At an affordable price. My guest for this week’s episode is Neil Sahota, a professor at UC-Irvine in California. Neil is a specialist in artificial intelligence marketing. He was an IBM Master Inventor and is currently doing some astounding work as an A.I. Advisor for the United Nations. Neil authored the book, Own the A.I. Revolution, and is one of the foremost expert on emerging technologies as they relate to business strategy. In this episode of Build a Better Agency, Neil joins us to share his journey and technical expertise. He explains what agency owners can do to harness the power of artificial intelligence marketing so we can use

  • EP 260: Your To Dos for the 4th quarter with Drew McLellan

    EP 260: Your To Dos for the 4th quarter with Drew McLellan

    28/09/2020 Duração: 54min

    As agency owners and leaders, we have 90 days to put 2020 to bed and get ready for 2021. To help you prepare, I’ve created a To Do list for every agency owner to work through in the 4th quarter. Use this checklist to dodge the landmines and give your agency a leg up for the new year. In this episode of Build A Better Agency, I’ll walk you through the To Do list I’ve built out based on what I call the four critical components of a profitable and growing agency. They are leadership, biz dev, getting it done and managing the money. With some focus in each of these four areas, you can go into the new year with confidence that your agency is ready. The To Dos won’t cost you a dime, but they will cost you some time and attention. Don’t wait until December to start executing on this list. Start today! A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev or PPC work at wholesale prices. Check out their special offer (10

  • EP 259: Creating a culture of active learning in your agency with Cecilia Gorman

    EP 259: Creating a culture of active learning in your agency with Cecilia Gorman

    21/09/2020 Duração: 01h02min

    Ongoing professional development is a challenge in most agencies. It’s tough to gather the right tools/resources, some agency owners aren’t sure about how to make it happen and for most the biggest challenge is making the time. And yet we know that one of the critical elements of our agency’s ongoing success is that our team has to keep getting better. I am a firm believer that professional development is a shared responsibility, which means your employees should do some of it on their own time and on their own dime. However, creating a culture of ongoing skills development and contextual learning is vital to stay ahead of the pack. And it’s not as hard as we might think. My guest for this episode is a longtime veteran of the advertising industry. From print production and creative services to leading employee development within HR, Cecilia Gorman earned her stripes at agencies and brands large and small – most notably Y&R, Oakley, and Innocean. She currently consults on manager development, helping creat

  • EP 258: How to become a more effective agency leader with Elise Mitchell

    EP 258: How to become a more effective agency leader with Elise Mitchell

    14/09/2020 Duração: 01h03min

    Many of us have earned our MBAs in leadership over this past year. As we wrap up 2020, we have some ground to make up and we can’t do that alone. We need to inspire our teammates to rise to the occasion, overcome their personal speed bumps, and build momentum as we drive to the end of the year. Elise Mitchell’s experience running agencies and coaching business owners provides actionable clarity on how we get there. Elise Mitchell started Mitchell, her PR firm back in the nineties grew it to a seventy-person shop before selling it to Dentsu in 2013. What she loved most about the agency business was building young leaders so she built a leadership training program over the last several years. She works with emerging leaders, business owners, entrepreneurs, agency leaders, and a variety of others. In this episode of Build a Better Agency, I pick Elise’s brain about how we, as agency leaders, can get the most from our teams during these critical months. Elise’s wide range of expertise can help us inspire and coa

  • EP 257: How agencies can use public speaking as a biz dev tool with Grant Baldwin

    EP 257: How agencies can use public speaking as a biz dev tool with Grant Baldwin

    07/09/2020 Duração: 50min

    They say that the only thing we fear more than public speaking is death. That’s some pretty deep seeded fear! On top of the fear, many agencies want to leverage speaking as part of their biz dev strategy but there are so many questions. How do you get in front of the right audience? How do you capture email addresses from the stage? How do you convince event organizers that you have something of value to offer? The good news is – it’s not as scary or as hard as it might appear. We are itching to get in front of our sweet spot clients so we can demonstrate value, step into a position of authority, and walk away with opportunities to make a sale. But results driven public speaking does not happen without a plan. You can get in front of an audience but are they the right ones? When it comes to public speaking as a biz dev tool, Grant is an expert. He is the founder and CEO of TheSpeakerLab.com, a training company for public speakers. He is also the best-selling author of “The Successful Speaker.” Grant coaches

  • EP 256: Putting systems and processes into your agency with David Jenyns

    EP 256: Putting systems and processes into your agency with David Jenyns

    31/08/2020 Duração: 55min

    Agency growth isn’t easy and it isn’t a given. It’s not because agency owners don’t want to build their agency to be sustainable, scalable, or sellable down the road. It’s because they consciously or unconsciously avoid putting systems and processes into place. Instead of having a “your agency name here” way, every one of your team members has their own way of serving clients and getting the work done. When you’re five people, that’s tolerable. But once you get past ten employees or so, that breaks and you are stuck. Want to get unstuck? As long you allow everyone to work in their own way and there’s no standardization, there’s a ceiling for how much growth and scale you can achieve. Systemizing your team’s workflow and putting new processes in place can get your agency unstuck. David Jenyns believes deeply in the relationship between systemization and agency growth. After rolling out new systems and processes within his own agency and witnessing the powerful results, he organized the experiences into a new

página 1 de 14

Informações: