Build A Better Agency Podcast

I know a lot of agency owners think about selling their shop. But do they think about it strategically? Or soon enough? Do they execute on a plan that will set them up for success 5-10 years before they’re ready to sell? Usually, the answer to those questions is no. And on the flip side, how many agency owners think about growth through acquisition? Selling is a big part of the conversation but buying should be on the table as well. In episode #196, I talk with Terry Lammers, who has been buying and selling businesses since he sold his family fuel company. We talk about the monetary and non-monetary aspects of getting the most from your agency or being a smart buyer if you’re on that end of the transaction. Most importantly, we dig into how, why, and when to start planning your exit strategy as an agency owner. Terry Lammers grew up in a little town of 600 people. His family owned a wholesale fuels and lubricants company and when Terry took over as president of the company, he had some big ideas for growth. O

How’s your year going so far? I might have a pretty good idea already. We work with and see how 250+ small to mid-sized agencies are doing every year and there are always patterns that emerge. Every spring, I give a trends presentation to all of the agency owners in AMI peer groups. Together we explore how those trends are showing up in our world and how they’re impacting the industry. Then, in the summer – I share those same rends with my podcast audience. If you’ve been listening for a while, you know this is an annual feature of the show. In this episode, I share the financial picture that is emerging from the data. How are clients spending their marketing dollars? Is this a good time to be an agency owner? I’ll share what the numbers are saying. We’ll also talk about the mood among agency owners and whether or not they’re bullish on 2019 and 2020. There are too many trends to cover in one episode, so this is part one. Check it out so you’re ready for part two next month. What You Will Learn in this Episo

My entreé into agency life was as a copywriter. I loved digging around and finding the story underneath the story. That love was the foundation for my belief in the power of a strong and smart brand. For decades my agency has helped clients define, develop, and deploy their brand both internally and externally. It’s still some of my favorite work to do. Understanding your unique story is a powerful competitive advantage for our clients and our own agencies. Without understanding what makes us unique – we have to swim in the sea of sameness and that’s definitely swimming upstream! In this episode, we’re digging into storytelling by understanding it at the root level. There is an architecture to stories and I have gone to the expert to learn more about that structure and how, as agencies, we can better use it to build our clients’ brands – and our own as well. My guest is Park Howell. For 25 years, Park ran an agency in Arizona called Park & Co. At a certain point in his career, he pivoted his agency to bec

The challenge with digital trends is that they are moving so swiftly, it’s hard to keep up. There are so many shiny objects flying around our heads, it’s dizzying. How do you know which ones are worth tracking and learning? That’s where this week’s guest comes in. Tom Webster is the senior vice president at Edison Research. Edison is probably best known outside our world for being the sole provider of exit poll data during United States elections. But from our agency vantage point, most of us know Edison for their annual study, the Infinite Dial. The Infinite Dial remains the longest-running study of consumer behaviors around media and technology in America, and serves as the digital media trends bible for many since its inception in 1998. The work that Tom and his team at Edison, along with partner Triton Research, have done for decades is highly anticipated every year and provides mission-critical information to agencies throughout the world. We’re going to dig into the data and find some surprises for you.

Speaking engagements can be a great way for agency owners to connect with their sweet spot prospects and be immediately perceived as a subject matter expert. Wanting to book speaking gigs and being successful at making that happen are two very different things. Even if you have some speaking engagements under your belt, getting chosen by a conference planner is another challenge to navigate. Even seasoned pros must keep their eyes on the prize. I have always used speaking as one of my primary biz dev strategies (for both my agency and AMI) but I learned early on that it’s easy to get discouraged, distracted, or dismissed if you don’t have a smart strategy in place. How do you build a speaking strategy that serves your agency business development objectives? In episode #192, I talk with Steve Markman, who offers some hard-earned, straightforward advice on preparing a speaker proposal and getting it noticed by decision-makers. We also talk about how to determine whether a particular speaking opportunity is the

Whether we articulate them or not – we all have dreams. One of mine for me (and for all of you!) is to visit every Disney theme park in the world. Not that I want to mandate your dreams but who doesn’t love Disney? The truth is, a serious business case can be made for agency owners to help their team members achieve their dreams. I know this from first-hand experience. More than a decade ago, I read the book Dream Manager by Matthew Kelly and began to implement it in my own agency. I believe it’s one of the reasons I have the employee tenure (17+ years on average) that I do. So when I met Dan Ralphs and learned about his company/mission, I knew I had to get him on the podcast. Dan is the founder of Dream Leadership Consulting and is one of the world’s foremost experts in unlocking the power of dreaming inside a workplace. We often think that someone’s personal goals and dreams should be separate from their work life but that’s so short-sighted when you think about it. Your goal is to create an environment whe

Figuring out which prospects align with your sweet spot and then doing the work necessary to earn their business are the difficult tasks of agency ownership. It starts with understanding what your sweet spot is. Who do you serve best? Where do you have a specialized knowledge that gives you a competitive edge? As you have heard me say time and time again, for most agencies, being a general practitioner is neither desirable nor practical. It’s tough to compete on anything but the price when you look, sound and act the same as all of the other agencies out there. The brain surgeon is always more sought after and gets paid more than a general practitioner does. That’s why I talk so often about positioning your agency. It’s how you find the right clients and focus on the right activities to attract and best serve those clients. In this solocast, I spell out some of the options you could consider as you think about how to niche your agency. I walk you through the steps to take and areas on which to focus so that y

Artificial intelligence generates lots of interest and more than a little bit of fear among agency owners. How will machine learning, AI, and all that super-technical stuff change agency life? Will it make agency work irrelevant? Not according to my guest, Paul Roetzer from PR 2020 and The Marketing Artificial Intelligence Institute. In this episode, Paul shared how his agency is leaning into AI because of the power and possibilities he sees in terms of agency efficiency and profitability. He makes a strong case that AI has the potential to make agency work more intelligent and even more human. AI is one more way agencies can leverage new technology and new tools to serve our clients better, to help them grow their businesses, and to more profitably, efficiently, and effectively grow our own agencies. I’m sure that some of you find this a little scary to even contemplate. But just like we’ve embraced all of the technologies before AI (the internet, mobile, programmatic media buying, etc.) we’re going to have

For 95% of all agencies, referrals and word of mouth are the #1 method of gaining new clients. On the one hand, that’s great. It means your clients, friends, and peers love and trust you enough to introduce you to their friends and colleagues. From staffing challenges to constant client demands, agency life can be bumpy. Our industry is in a state of constant change and that’s not going to let up anytime soon. For some owners, that’s exhilarating and challenging. For others, it just makes them bone tired. Right now, most agencies are enjoying healthy profits, lots of new business opportunities, and a very difficult hiring season. Our employee base is changing and many owners struggle to find and retain talent that will help them grow and strengthen the agency. Clients are demanding more on tighter timelines and budgets. How do we thrive in this ever-shifting environment? In this episode, I talk with someone who has seen it all – Nancy Hill. She is a veteran of big box agencies, former president and CEO of the

This has happened at my agency and I’m sure it’s happened at yours. You start a huge client project and are excited to keep things rolling – both to protect your agency’s production schedule and to exceed the client’s expectations in terms of delivering on time and on budget. But then, you hit the roadblock. The cold silence you hear when you ask your client for the assets you need. Whether it’s images, video, or copy points – you’re stalled until they cough it up. So much for on time or on a budget! On this episode, I talk with James Rose about how to streamline the content collection process. Back when he was running a web dev shop, this was a major frustration for him and his team. So much so that his company developed what is now its core business: a content collection platform called Content Snare. As content increasingly becomes central to much of agency work, solving the content collection conundrum is often the difference between profitability and charity work. Take a listen as James offers many no te

Every agency has a culture. The question is – is it intentional? And when I say culture, I’m not talking the beer thirty or holiday party aspects of culture. I’m really focusing in on the shared beliefs and agreed upon “rules” of engagement in terms of how we work together, deliver for the client and push towards our goals. In too many agencies, this is not as intentional as it needs to be. The agency’s vision, mission, and values may exist somewhere, in a file folder, or at best in an employee manual, and then agency owners check off the box, hoping that their team picks up on it. It’s culture by default, not by design. I’ve become increasingly convinced that culture isn’t just a nice idea. It’s not simply a day out serving the community or a potluck lunch held the first Tuesday of every month. Those things can be good and a part of the culture but the concept goes much deeper than that and it has implications for the bottom line. In this episode, I talk with Tristan White, who early on in his business reali

The results are in, and 2018 was clearly a good year in agency life. On this episode, I unpack and dig deep into the findings of our most recent Salary and Benefits survey. Employees are reaping the benefits of the continued tight labor market. Agencies that want to attract and keep the best and brightest are paying better and providing some robust benefits. We all know it’s hard to compete against the lure of a corporate paycheck, but agency life has so much more to offer than corporate life. Many of you are finding ways to express that to your employees, and my advice is simple: keep going! There are many more trends to unpack and some considerations for what the road ahead may look like. The salary and benefits survey always gives us a lot to talk about, and this year is no exception! What You Will Learn in this Episode: What similarly sized agencies in your market are doing with salary and benefits How the focus on content is favoring writer creatives over art creatives The state of entry-level starting

Let’s admit it. Agency owners are reluctant salespeople. However, biz dev should be a significant part of how we spend our days. When I hear agency owners say that they don’t have to prospect because they get so much business via word of mouth, I always ask, “Are those the clients you would choose to work with or are you simply working with them by default?” When we’re honest with ourselves, the truth can sting a little. I get it – no one likes to be told no. That doesn’t make selling any easier. But how do we change our mindset? Hearing no (or deafening silence) feels like a failure, so we avoid it at all costs. But what are the costs of fearing the “no” and settling for whatever comes our way? In episode #184, I talk with Andrea Waltz, co-author of the best-selling book, Go for No. We have to re-think the word no. A “no” is one step closer to a “yes”. Andrea and I talk about the no, not just in sales, but also in the creative process. Sometimes we phone it in because big, bold ideas have been rejected in th

For 95% of all agencies, referrals and word of mouth are the #1 method of gaining new clients. On the one hand, that’s great. It means your clients, friends, and peers love and trust you enough to introduce you to their friends and colleagues. Unfortunately, they’re not always the right clients for our agency.  What if they aren’t a good fit? What if they are the furthest thing from a sweet-spot client for who you are and what your agency does? We have to be more intentional about referral and word of mouth. That’s why my conversation with Steve Gordon arrived right on time. Steve has developed processes and systems that you can use to leverage word of mouth, qualify referrals, and scale your efforts so you don’t have to spend more time in one-on-one meetings than you have hours in your already stretched-to-the-limit day. Steve Gordan started the Unstoppable CEO in 2010. He has invested nearly two decades into studying, implementing, testing, and proving the strategies that work to sell professional services.

When you think about or define a global agency, do you think of those giant conglomerates that started on Madison Avenue and have mushroomed into marketing behemoths? Well, that’s one model – but certainly not the only one. What if your global agency was set up more like a series of regional micro-agencies still under one banner? On episode #182 of Build a Better Agency, I talk with Josh Steimle, who has developed a unique business model that is really working for him and the growing team at MWI. We dig into it all: how to develop a cohesive culture across multiple locations, how to hire well, and how to niche down. What they are doing is still very unique in the agency world but seems to have the potential for replication – as many successful ventures do. Josh founded MWI in 1999 while a college student at Brigham Young University in Provo, Utah. In 2013, he moved from Salt Lake City to Hong Kong to open MWI’s first international office. Josh is the author of Chief Marketing Officers at Work: How Top Market

We talk to clients about positioning every single day. We walk them through differentiation strategies. When they don’t take our advice, we walk away shaking our heads. However, guess who is lousy at taking our own medicine! I say this all the time, but it bears repeating: Being a generalist is not going to cut it in today’s marketplace. Getting clear on your subject-matter expertise – the heart of your differentiation – has never been more important. I don’t think there is a way to overstate that point. On episode #181 of Build a Better Agency, I talk with David C. Baker, who has seen it all as a consultant, often working with design firms and agencies. It’s why he wrote the book “The Business of Expertise.” He speaks regularly on more than 70 topics relevant to entrepreneurial expertise and also appears as a guest on many entrepreneurial focused podcasts. What You Will Learn in This Episode: The most egregious mistake agency owners make Why “seats on the agency bus” does not always equal success Why estab

Agencies have an accountability problem and it starts at the top. Every day, as owners and team members we make promises to our team. I’ll get the copy to you by 5.” Or, “I’ll have my part of the RFP done by Tuesday.” You’ve heard yourself making those commitments and then you hear that voice in the back of your head say, “I hope.” If we as owners can’t honor our promises, how on earth can we expect our team to honor theirs? As owners and principals, we overfill our schedules. We overpromise – and guess what? The natural outcome of that is we under deliver, let down our team and set up a pattern where pretty soon, they take everything we say with a big grain of salt. Everything we do, internally and externally, is deadline driven. If you’re wondering why your employees don’t seem to worry about deadlines or other commitments, like budgets, look no further than your mirror. Odds are, without knowing it, you’ve taught them that the promises we make are “fluid.” We must be accountable – and hold our teams accoun

The number one barrier to growth for agencies in 2019 is staffing. Agencies are struggling to find and keep good talent. And that conversation always leads to the topic of culture. When we think about culture – we often think about the fun stuff – parties, bonuses, and recognizing people for going above and beyond for clients. All of that is super important but it is also equally critical to instill a culture that seeks, celebrates, and rewards growth. What are the attributes of a growth culture – and how do you make sure your agency has it? A longtime practitioner in this area of creating a growth culture inside your agency is my guest on this episode: Doug Austin. In this episode, we talk about why that is the key to, in Doug’s words, “having permission to win that business.” Doug has been doing agency work for many years and now spends his time as a consultant, working with agency owners and leaders to create a culture of growth in their business. We’re going to dig deep into what a growth culture means an

Agency owners are notoriously ill-informed (and uncomfortable) when it comes to their agency’s finances. Which means they make important decisions in the dark. Not ideal and we’re trying to change that at AMI. That doesn’t mean you need to understand all the fine-grain details. But you do have to understand where you stand financially at any given time. On episode #178, I talk with Jenn McCabe, who started out in accounting at Ogilvy and Mather but soon started her own accounting firm to help small to midsized agencies figure out their numbers. The numbers you need to know (and if you do any AMI planning, this will sound familiar) should fit on one sheet of paper. We’re not talking about miles and miles of Excel spreadsheets. Just the key figures and concepts you need to understand your agency’s financial health. We’ll also talk about best practices for preparing your agency for sale when the time comes. Recently Jenn merged her company with Armanino. They provide, among many other services, outsourced accoun

Staying on top of the social media landscape and what it means in terms of going from engagement with fans to ultimately generating new opportunities and sales is one of those ongoing tasks in agency life. Algorithms are always evolving, so what got you reach last year – or even last month – might not get you the same reach today. We are creating social content for clients every day. Add to that the thought leadership we want to develop for our agency – and that’s a lot of social interaction to manage! On this episode, we dig into the current data. What’s happening on Facebook, LinkedIn, Instagram and, oh, yeah – Twitter. How do we engage on these social platforms in smart and effective ways? My guest is Scott Ayres of Agorapulse. His Social Media Lab (a literal lab and also a podcast he hosts) digs into this question with gathered and analyzed data to back up any answers given. Scott has the awesome title of Content Scientist at Agorapulse. He takes what we all believe to be best practices or questions we ha