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Build a Better Agency Podcast

Scale and grow your agency with better clients, invested employees, and a stronger bottom line, with Drew McLellan of Agency Management Institute.
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Now displaying: Page 17
Nov 28, 2016

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today.

AMI works with agency owners by:

  • Leading agency owner peer groups
  • Offering workshops for owners and their leadership teams
  • Offering AE bootcamps
  • Conducting individual agency owner coaching
  • Doing on-site consulting
  • Offering online courses in agency new business and account service

Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”  

What you’ll learn about in this episode:

  • Why I absolutely believe Jim Rohn’s famous adage that we are the average of the five people we spend the most time with
  • Why you should go back and take a look at the one page life plan I outlined in episode 10
  • Spending time with the people who inspire you to commit to excellence in every aspect of your life
  • Spending time with the people you learn from that challenge you to think in different ways
  • Spending time with people that you can teach
  • Hanging out with people who see you more clearly than you see yourself
  • Spending time with people who will call you out when you need to be called out
  • Having people in your life that make you push harder than you would on your own
  • Spending time with the people that fill you with joy

Ways to contact Drew McLellan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Nov 21, 2016

Phil Gerbyshak is a speaker and a trainer, who delivers programs on the power of technology, social selling and connection. With a unique speaking style—part technology and sales expert, part entertainer—Phil keeps his audiences awake and engaged while providing micro-tactics to help you get more leads, earn referrals, and improve your business. When he’s not traveling, speaking, or making new connections, Phil writes. He’s published 5 books, including "10 Ways to Make It Great" and "#TwitterWorks," more than 2,500 articles, and has been interviewed by the Wall Street Journal, USA Today, Financial Times, and more.  

What you’ll learn about in this episode:

  • Social selling: getting people to convert for you
  • Making a connection with someone online (this isn’t a follow or a like)
  • Why keyword targeting isn’t necessarily the best path to success
  • Why Phil actively connects people he thinks should know about each other
  • How Phil uses LinkedIn as a powerful sales and research tool
  • Why you have to share content that isn’t your own
  • Why you should congratulate your competition -- and why you need to be genuine about it
  • Phil’s strategy for creating content people need and starting conversations
  • Cultivating and leveraging testimonials
  • How to use your pinned post wisely
  • Things you can do right now to start putting into practice the ideas from this episode
  • Phil’s podcast “Conversations with Phil”

Ways to Contact Phil Gerbyshak:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Nov 14, 2016

Kris Hoet has a broad experience on both the client and agency side and brings a unique perspective to his work at the crossover of creativity and technology. His passion for technology and how to translate that into change and impact first came through when he was working as a client enabling better connections with consumers by building some of the first online cinema experiences in the late 90s and kickstarting some of Microsoft's first influencer marketing activities in the early 2000s.

Currently Kris is heading up the innovation initiatives at Happiness, an agency he co-founded, a role he also fulfills for the global FCB network to which Happiness belongs. Before joining Happiness, Kris was part of the management team at Duval Guillaume responsible for some advertising classics such as TNT's Push to add drama & Carlsbergs Bikers. During his time there the agency became Digital Agency of the Year twice and following that was elected Agency of the Year for three consecutive years.

Kris is also a renowned speaker at international marketing conferences. He was one of the Advocates of the TED Ads Worth Spreading program and is still a curator of All Gunns Blazing, a selection of some of the most innovative worldwide creative work of the famed Gunn Report.

He is an avid mountain biker and a self-proclaimed petrolhead with a special love for vintage cars.  

What you’ll learn about in this episode:

  • Why Kris made the jump to the agency side -- and why he started his own agency
  • Innovation initiatives and driving change in every aspect of a company
  • Why small changes across a company are better than one big change
  • Getting ideas for change from other industries
  • Some feeds that Kris follows to get inspiration
  • Finding the time to focus on innovation and learning for learning's sake while also running a client-driven profitable business
  • Why everybody needs to be involved in an initiative
  • Working in a messy way with these innovation initiatives and why that demands more trust between agency and client
  • Why you can do this with your employees you have (if they’re actual good employees)
  • How to inspire your team to want to innovate
  • How to get innovation started

Ways to Contact Kris Hoet:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Nov 7, 2016

Chris Wilson is the Founder and Chief Client Advocate of Function Point Productivity Software Inc.

As the company’s leader, Chris wants to create the world's leading digital tools for managing the day to day hassle of running a professional service firm. Chris’ focus is on creating a place, a team and a culture where the best creators, communicators and collaborators can grow.

Chris has an extensive understanding of the operation, management and workflow processes of Design studios, Advertising agencies and Architectural firms, with experience assisting thousands of firms in standardizing their business of design.

Chris holds a Bachelor of Commerce with a major in Service Industries.  

What you’ll learn about in this episode:

  • The typical reasons that agencies decide they need to get better systems in place
  • What Chris’ company Function Point does
  • Mistakes that agencies make when it comes to starting to think about workflow and using a tool like Function Point
  • How to figure out if your workflow process needs improving
  • Why workflow allows people to put their brain flow in the right place
  • Why systems have to be easy to use
  • Why timesheets are absolutely necessary and why agency owners can’t be exempt from them
  • Warning signs that your workflow needs improvement
  • Making sure you have strong creative briefs
  • Steps that you can take right now

Ways to Contact Chris Wilson:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Oct 31, 2016

Daniel Lemin, the founder of One Good Brand, is a digital reputation and online marketing veteran with deep agency and digital brand strategy experience. He was employee no. 400 at Google where he served on the global corporate marketing and communications team. He is the author of “Manipurated,” an Amazon bestseller, that exposes the inner workings of online review sites. Daniel also serves as the head of consulting for Jay Baer’s Convince & Convert consulting group, where he provides digital marketing and customer experience counsel to global brands and organizations including the United Nations (Food & Agriculture Organization), Best Buy, Petco, BMC Software, Telogis and Pella Windows and Doors. He’s been seen in the New York Times, USA Today and on Fox News, CBS Radio and many other news outlets.  

What you’ll learn about in this episode:

  • Why online reputation work is such a great opportunity for agencies
  • How Daniel got into online reputation work and how came to write “Manipurated”
  • What makes this kind of work more profitable for agencies than SEO work
  • Tools that are great for this kind of work
  • Why every person inside an agency needs to be good at this -- and why Daniel advises against having a dedicated team that does only this kind of work
  • How agencies can price this kind of work out
  • What agencies can do to get B2B clients that aren’t as concerned about reviews as B2C businesses like restaurants to understand the importance of this kind of work
  • Why agencies need to be aware of their own reviews (typically from employees)
  • What agencies that have bad reviews can do to improve that
  • Why negative reviews on social media are more urgent and need to be acted on quickly
  • How agencies can structure this out in terms of packages to offer clients
  • The Snapchat-like video reviews that are coming soon
  • What agencies can do right now to start doing this kind of work
  • Some resources to help with this

Ways to Contact Daniel Lemin:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Oct 24, 2016

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today.

AMI works with agency owners by:

  • Leading agency owner peer groups
  • Offering workshops for owners and their leadership teams
  • Offering AE bootcamps
  • Conducting individual agency owner coaching
  • Doing on-site consulting
  • Offering online courses in agency new business and account service

Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”  

What you’ll learn about in this episode:

  • Why the speed of change is the new normal and why you have to embrace that
  • How what agencies sell has changed from the Mad Men days to today
  • Why you need to tie marketing, sales, and customer service together to be a great agency in 2016
  • Why data analysis is more important than it ever has been
  • Leads, sales, and retention: why you need to focus on these at a much higher level if you want to keep charging a premium price
  • The importance of making real time decisions and adapting based on data
  • Why we need to work with clients who may be resistant to experimentation
  • How to assess if your agency is up to par on these ideas, and what to do about it if the answer is no

Ways to contact Drew McLellan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Oct 17, 2016

Andrew Dymski is a co-founder of DoInbound, a process and project management platform for inbound marketing agencies and GuavaBox, an inbound marketing agency. He is a lacrosse coach on the side and loves doing almost anything outside. He is also the co-host of Inbound Agency Journey, a weekly podcast for agency pros.  

What you’ll learn about in this episode:

  • How Andrew and his business partner Gray MacKenzie started their agency while they were still in college and the transformation that GuavaBox has overwent since then
  • How Michael Gerber’s “The E Myth” transformed how Andrew’s agency was ran
  • Using blogging as a method for separating yourself
  • Why clients will leave if communication is poor -- even when you’re doing great work
  • DoInbound: a tool for creating templates that power the delivery of services just for inbound marketing agencies
  • How creating DoInbound has helped the way Andrew works with his clients
  • Why you need to figure out your vision and share that with your core team
  • Listing and pruning your agency’s list of deliverables
  • How to create processes with your employees and get them to actually follow the processes created
  • How many processes are too many processes?
  • Why you need multiple iterations of processes
  • What meetings about processes with your employees should look like
  • What you can do right now to put some of the ideas from this episode in place without freaking out your team

Ways to Contact Andrew Dymski:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Oct 10, 2016

Greg Verdino is a highly regarded authority on “the digital now.” He is known for his uncanny ability to get ahead of trends, spot the difference between fads and the future, and apply his understanding of the rapidly changing global landscape to solve pressing business challenges.

Greg’s perspectives have been shaped by more than 25 years spent working at the forefront of change, during which time he has advised hundreds of organizations including more than 50 of the Fortune 500; has served in senior leadership positions at a half-dozen technology start-ups; and has launched innovative products, lines of business, and divisions from within traditional companies. Through his work speaking, writing and consulting on digital strategy, transformation and innovation, he helps business leaders build thriving 21st century companies.

Greg is also managing partner and chief strategist at VERDINO & CO, the consultancy he started with his wife to help companies create the content-driven digital experiences their customers demand.

Before VERDINO & CO, he was Executive Vice President at social business firm Dachis Group, where he worked with clients including BIC, Citibank, Fidelity, GE, Michaels Stores, Nestle and others to formulate and execute best-in-class digital strategies. He joined Dachis Group (now Sprinklr) through its acquisition of crayon, the social media consultancy at which he served as Chief Strategy Officer and in which he was the second largest shareholder. Previously he was digital strategist and head of emerging channels for Digitas, and served in media, marketing, sales and general management roles at ROO Group (now Piksel), Akamai Technologies, Arbitron, Wunderman, and Saatchi & Saatchi.

Greg is the author of microMARKETING: Get Big Results by Thinking and Acting Small (McGraw-Hill, 2010), and a contributing author to Reinventing Interactive and Direct Marketing (ed. Stan Rapp, McGraw-Hill, 2009). Throughout his career, he has served as a go-to expert for a wide range of media outlets including Advertising Age, Bloomberg Business, CNN, Cablevision News12, Fox Business, Investor’s Business Daily, the New York Times, Newsday, and the Wall Street Journal. He has given speeches, led panel discussions and facilitated workshops at more than 100 corporate and association events throughout North America, in Latin America, Europe, Asia and Africa.

He lives on Long Island with his wife, tween daughter, baby boy, and the world’s most disobedient cat.  

What you’ll learn about in this episode:

  • What has changed since the beginning days of when agencies began to do social
  • Why content needs to expand past “content marketing” and must be infused into every single interaction inside and outside your organization
  • How to help clients understand the value of content
  • The importance of analytics and content metrics that Greg uses with clients
  • Why Greg and his wife decided to go it on their own instead of taking positions inside other agencies
  • How Greg differentiates his agency from other agencies
  • How Greg has been able to recognize trends that matter and ignore the ones that fade
  • Tips and tricks for getting everything done that you want as an agency owner
  • The shift from pipeline business to platform businesses
  • Why it’s so important for agency leaders to stay on top of trends
  • Why small agencies are often the best at adapting to change
  • The rules that agency owners should never break

Ways to Contact Greg Verdino:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Oct 3, 2016

Henry Corona graduated from Grinnell College in Iowa, moved to Los Angeles, and earned an MA in Economics from UCLA. He worked as an Economist for the Rand Corporation, and while at Rand, Henry earned an MBA in Finance & Marketing from USC. Upon graduating, he joined the M&A department of a conglomerate.

He went to work for Lucasfilm Ltd. in various financial management positions during the first Star Wars and Raiders of the Lost Ark film series. His experience included cash and investment management, comptroller for profit sharing, merchandising, publishing and music. Following Lucasfilm, Henry worked in various film and entertainment companies including 20th Century Fox and New Line Cinema.

He went into the Advertising business by working for Dave Martin, founder of the Martin Agency, and has worked in financial and transactional management in marketing, advertising, communications technology ever since. His experience in marketing communications has included mergers & acquisitions, business valuation, and serving as CFO for ad agencies, tech start-ups, film and video production companies, and other communication technology businesses.  

What you’ll learn about in this episode:

  • Henry’s transition from the film business to the advertising business
  • Mistakes agency owners make that hinder their ability to sell their agencies
  • Where agencies need to be investing
  • Why tracking hours is critically important
  • What to do about employees that cost your agency money
  • Why your agency should have a profit sharing system
  • AGI numbers you need to know
  • What diminishes the value of an agency
  • Charging brain surgeon prices vs. charging nurse prices
  • Training clients so they don’t feel like they’re getting the “B Team”
  • What agency owners can do right now to improve on the ideas from this episode

Ways to Contact Henry Corona:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support![/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

Sep 26, 2016

Tom Schwab knows how to grow a business online using content as fuel. Marketing at its heart is starting a conversation with someone who could be an ideal customer. Tom's company, Interview Valet, partners with agencies to get their clients featured on leading podcasts their prospects are already listening to. This provides traffic that has been shown to convert 25 times better than blogs.  

What you’ll learn about in this episode:

  • Why podcasting is so relevant today
  • The benefit of being a podcast guest
  • How Tom’s clients are able to sell being on podcasts to their own clients
  • Benefits of podcasting over other forms of content
  • Why podcast traffic converts higher than blogs
  • Message, market, and machine: what you need to have a successful podcast interview
  • What you (or your clients) need to be a great podcast guest
  • Why you need to bring a giveaway when you are a guest on a podcast
  • What not to do when you are a guest on a podcast
  • Is it appropriate to suggest questions to your podcast host?
  • How Tom helps agencies look good
  • The podcasting niches that Tom focuses on
  • Things you can do right now to put these ideas in place

Ways to Contact Tom Schwab:

Resources:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Sep 19, 2016

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today.

AMI works with agency owners by:

  • Leading agency owner peer groups
  • Offering workshops for owners and their leadership teams
  • Offering AE bootcamps
  • Conducting individual agency owner coaching
  • Doing on-site consulting
  • Offering online courses in agency new business and account service

Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”  

What you’ll learn about in this episode:

  • Why about 70% of your new revenue should come from existing clients
  • How to teach your AE’s to grow the business that they’re serving Strategies for you the business owner to focus on new business
  • The four areas of the sales funnel and how to work with all four
  • The system for reaching out to your 25 best prospects

Ways to contact Drew McLellan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Sep 12, 2016

Dr. Anthony Paustian was given a rare opportunity in life to create and design a technology-focused college campus from scratch. That was fifteen years ago. Since then the campus and its innovative advances in technology-based instruction have appeared on CNN, CNBC, Wired, USA Today, NPR and other national media and won numerous awards for leadership in innovation including being featured on the InfoWorld 100 List (#51) of the nation's most innovative organizations.

In 2006, Anthony created the Celebrate! Innovation Exhibition; a new type of campus learning environment where students are surrounded by the stories of great innovators through larger-than-life visuals, technology-focused exhibits, and through an annual Celebrate! Innovation Week (ciWeek) where the people behind the stories come from all over the world to tell those stories firsthand. The Celebrate! Innovation Exhibition is currently on the Iowa Department of Tourism's list of places to visit.

From his Air Force days on F-111s to building national brands to coaching a very talented group of educators, Anthony has developed a unique skill set that is quickly apparent in every aspect of his life as a leader, educator, entrepreneur, inventor, designer, author and speaker.  

What you’ll learn about in this episode:

  • Why Anthony decided to become an author and a coach
  • What keeps someone that wants to write a book from actually doing it
  • How to get past the thought that your book won’t be valuable enough
  • The process for getting a book from your head and into an actual book
  • How to turn your blog into a book
  • How to successfully proof your writing
  • Why you need to speak about the topics you write about
  • What the editing process is like once your book is in the hands of an editor
  • What you need to have for your book to appear in a library
  • Why you don’t need (or even necessarily want) your book to be on shelves at Barnes and Noble
  • The best way to sell your book
  • What kinds of e-books you should sell
  • First steps people can take right now to get going

Ways to Contact Dr. Anthony Paustian:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Sep 6, 2016

Chantell Glenville is the author of “What Clients Really Want (And The S**t That Drives Them Crazy)” the first ever book on how to create great client/agency relationships written by an ex-client. Winner of the WACL Future Leader's Award 2013, Chantell has worked at some of the UKs top creative communications agencies such as AMV BBDO, VCCP, and Dare as well as client-side at Vodafone, a multinational teleco.

Her experience both client and agency-side has given her a unique insight into the situations and behaviours that can really break client/agency relationships or make them excellent. Chantell has worked with and for agencies with varying specialties and on a broad range of clients; from international blue chips such as Johnson & Johnson, Barclaycard, Molson Coors, and Henkel through to high profile UK and pan-European accounts.  

What you’ll learn about in this episode:

  • Things agencies do over and over that drive clients crazy
  • The small behaviors that break apart relationships
  • What agencies don’t know about the world clients live in
  • The complexity of the structure of clients’ systems
  • How agencies can help clients manage the revision process
  • Why you need to know more than one person inside your client’s company (and get to know them face-to-face)
  • The working hour differences between agencies and clients
  • Why you should never overpromise and underdeliver
  • The two things that create great agency-client relationships
  • Why attention to detail is so important for agencies
  • How to get to the top of a client’s to-do list
  • Reasons clients will fire agencies (and why they never want to do that)
  • Things agency owners can do right now to help their account executives improve agency-client relationships

Ways to Contact Chantell Glenville:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Aug 29, 2016

John Warrillow is the author of books “Built to Sell” and “The Automatic Customer” and founder of The Value Builder System™ where advisors help company owners increase the value of their business. Previously, he founded Warrillow & Co., a subscription-based research business dedicated to helping Fortune 500 companies market to small business owners. A sought-after speaker and popular Inc.com columnist, John lives in Toronto.  

What you’ll learn about in this episode:

  • John’s book “Built to Sell”
  • The very easy path for agencies to follow that make it extremely hard to sell
  • What services look like that make an agency sellable
  • Why you can’t confuse the doing with owning a business
  • When is it time to say no to business?
  • What to do after you sell your agency
  • Things to avoid when exiting your agency
  • Services agencies can offer on a subscription model
  • Standardizing a process and giving that process or product a specific name
  • Why you shouldn’t surround yourself with journeymen agency employees
  • How to assess how sellable your agency is and what can be done to make your agency more sellable

Ways to Contact John Warrillow:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Aug 22, 2016

Steve Farber is listed as one of Inc’s global Top 50 Leadership and Management Experts. He is a Leadership Pioneer, Strategist, Keynote Speaker, and Bestselling Author on Extreme Leadership. His expertise is in creating organizational cultures where leadership is not just an opportunity and obligation for those in authority, but for everyone at all levels.

Steve is the President of Extreme Leadership, Inc, and the founder of The Extreme Leadership Institute, organizations devoted to the cultivation and development of Extreme Leaders around the world. His accessible, deeply inspirational, and eminently practical Radical LEAP framework is widely used across the business, non-profit and education spectrum. He has been credited with redefining leadership in deeply personal yet practical terms and re-energizing thousands of people to make a significant difference in their businesses, lives, and the world around them.

His third book, “Greater Than Yourself,” was a Wall Street Journal® and USA Today® bestseller. His second book, “The Radical Edge,” was hailed as a playbook for harnessing the power of the human spirit. And his first book, “The Radical Leap,” is already considered a classic in the leadership field. It received Fast Company magazine’s Readers Choice Award and was recently named one of the 100 Best Business Books of All Time.  

What you’ll learn about in this episode:

  • Defining “Extreme Leadership”
  • What an extreme leader does
  • Love in the business place
  • Putting in more energy into your business than you take out
  • Why leaders need to be audacious and willing to fail
  • What agency owners can do to become more audacious
  • How a business that embraces extreme leadership looks different
  • Steve’s book “Greater Than Yourself”
  • How to become one of the greatest leaders by lifting others up
  • What agency owners can do right now to start working on the ideas from this episode

Ways to Contact Steve Farber:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Aug 15, 2016

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew’s unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today.

AMI works with agency owners by:

  • Leading agency owner peer groups
  • Offering workshops for owners and their leadership teams
  • Offering AE bootcamps
  • Conducting individual agency owner coaching
  • Doing on-site consulting
  • Offering online courses in agency new business and account service

Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”  

What you’ll learn about in this episode:

  • The daily traffic / huddle meeting for discussing daily vital priorities and how to make this meeting work regardless of agency size
  • The monthly all-staff meeting for informing and inspiring your team
  • The twice a year to quarterly meeting for team building and planning

Ways to contact Drew McLellan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Aug 8, 2016

Peter Shankman is a spectacular example of what happens when you merge the power of pure creativity with Attention Deficit Hyperactivity Disorder (ADHD) and a dose of adventure, all to make it work to your advantage. The New York Times has called him "a public relations all-star who knows everything about new media and then some," while Investor's Business Daily has labeled him "crazy, but effective."

He founded Help A Reporter Out (HARO) in 2010 from his apartment before selling it to Vocus. Peter is the also founder of ShankMinds: Business Masterminds, a series of small business entrepreneurial-style masterminds in over 25 cities worldwide. Additionally, Peter is also the founder and CEO of The Geek Factory, Inc., a boutique Social Media, Marketing and PR Strategy firm located in New York City, with clients worldwide.  

What you’ll learn about in this episode:

  • Innovation through exploration
  • Why you need to hold your ground with clients and force them to trust your expertise
  • How to get your customers to tell your story for you
  • Peter’s book “Zombie Loyalists”
  • Peter’s company The Geek Factory
  • How agencies can make customer service attractive for their clients
  • Why rewarding someone for being your 10,000th follower is an insult to the rest of your followers
  • Why everything you create has to have value for someone
  • How to create invested customers with the way you respond through email
  • How Peter carves out time in his schedule for everything
  • Peter’s preferred methods for professional development
  • What Peter’s agency of the future would look like
  • How Peter helped his employees with professional development
  • The things that get in the way of corporations hearing their customers
  • Things agencies can do right now to implement the ideas from this episode

Ways to Contact Peter Shankman:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Aug 1, 2016

Paul Roetzer is founder and CEO of PR 20/20, a Cleveland-based inbound marketing agency and HubSpot’s first Agency Partner. He is author of “The Marketing Performance Blueprint” (Wiley, 2014) and “The Marketing Agency Blueprint” (Wiley, 2012); creator of Marketing Agency Insider and Marketing Score; a regular contributor to leading marketing industry blogs; and a frequent speaker on content marketing, inbound marketing, performance and strategy.  

What you’ll learn about in this episode:

  • Why Paul started PR 20/20
  • Standardizing pricing to prevent scope creep
  • Paul’s point system for pricing
  • How to create a content strategy that works today
  • Top of the funnel content vs. bottom of the funnel content
  • Using the point system for professional development
  • Where to find the great content writers that you will need to hire
  • How PR 20/20 decides if a client is a good fit
  • The Marketing Score
  • Automated Insights
  • Steps agencies can take right now
  • How to keep employees around and enthusiastic

Ways to Contact Paul Roetzer:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jul 25, 2016

Michael Gass is the founder of Fuel Lines Business Development, LLC, a firm that provides business development training and consulting services to advertising, digital, media and PR agencies.

Since 2007, Michael has pioneered the use of social media, content and inbound marketing strategies specifically for agency new business. Michael has originated a system that makes targeting, positioning, and differentiation easier and helps agencies to find, attract and engage their best prospects online. He has trained over 200 agency CEOs and their senior management teams in all 50 states here in the U.S. and agencies in over 21 foreign countries.  

What you’ll learn about in this episode:

  • Generating new business through niche blogs
  • Making these niche blogs truly niche (hint: “healthcare” is not a niche)
  • Why these blogs need to be written by one or two visible authors
  • The pace these blogs have to be written, at least initially
  • Why you should start out with just one niche blog
  • Why a person should be the face of only one blog
  • How to keep this process running smoothly and consistently
  • Why agencies have to add consulting as a service line
  • The differences agency websites and niche blogs have to have
  • The time commitment this kind of program requires
  • The steps your agency can take right now to get this program up and running

Ways to Contact Michael Gass:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jul 18, 2016

Michael Farmer grew up in the Midwest and was the first child in his family to go to college. He went to Princeton on an NROTC scholarship and worked at various jobs to pay the difference. After that, he spent 5 years as a naval officer, 3 years at sea, and 2 years teaching NROTC at Iowa State University. Then he was off to Harvard Business School and a one-year research assignment writing cases and teaching marketing in Lausanne, Switzerland. He then joined some consulting firms and worked all over the globe. Eventually, he ended up at Bain & Company where he spent three years in Boston, and then nine years in London, Munich, and Paris. Bain then started his own consulting firm, Farmer & Company, specializing on solving agency / advertiser problems. He stayed in London until 2001, and then returned to the States and continued his work. He wrote Madison Avenue Manslaughter between 2009 and 2015, and the book was published in 2015.  

What you’ll learn about in this episode:

  • Some of the big problems agencies face today
  • Why the future is bright for small to mid-sized independent agencies
  • Why your agency needs a uniform approach for working with clients and an example of what that looks like
  • The documented scope of work document: what should this look like?
  • Why it’s harder than ever for agencies to make money
  • Michael’s “price for the work” metric
  • Creating accountability with client heads
  • Why agencies probably will have an easier time fixing scope of work than they think
  • What agencies can do right now to start fixing some of these mistakes

Ways to Contact Michael Farmer:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jul 11, 2016

Drew McLellan is the Top Dog at Agency Management Institute. He has also owned and operated his own agency over the last 20-years. And all through the year, he straddles the fence of working in his agency and working with 250+ small- to mid-size agencies in a variety of ways.

AMI works with agency owners by:

  • Leading agency owner peer groups
  • Offering workshops for owners and their leadership teams
  • Offering AE bootcamps
  • Conducting individual agency owner coaching
  • Doing on-site consulting
  • Offering online courses in agency new business and account service

Because he works with a lot of agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog “One of 10 blogs every entrepreneur should read.”

What you’ll learn about in this episode:

  • Gross Billings vs. Adjusted Gross Income
  • How agencies lose money when pricing
  • Why scope creep leads to little or no profit
  • Why your agency needs to issue change orders and how to turn this into a process
  • Why you need to use the one page business plan
  • How to know if you need a better new business plan (hint: you probably do)
  • Why you need a tax advisor not a tax preparer

Ways to contact Drew McLellan:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jul 5, 2016

Jason Swenk shares how to scale and sell. If you got a call with an offer, would you be ready? It happened to Jason Swenk. But, he had a plan and shares the details in this episode of Build a Better Agency.

Jason Swenk calls himself the defender of truth, justice, and effective business practices. 16-years ago, he founded a digital agency and they worked with clients like AFLAC, AT&T, Coca-Cola, and LegalZoom. He sold that agency and is now working with agencies, teaching them to use cutting-edge business strategies to defend themselves against the competition. His website, www.jasonswenk.com, has a plethora of information dedicated to educating agency owners including Agency Insights, his weekly newsletter.

 

Jason-Swenk

 

 

What you’ll learn from Jason Swenk during in this episode:

  • How Jason prepared his agency for sale
  • The importance of systems inside an agency
  • What to do when the systems you put in place make you nonessential for day-to-day operations
  • Lead generation: why Jason believes this is the biggest pain point for agencies and what can be done about it
  • How agencies can deliver exceptional value to clients willing to pay a premium price and how to get those clients in the first place
  • How to recognize which clients to seek out and which to avoid
  • Jason’s “Agency Playbook”
  • Things agencies do to get in their own way
  • Agencies and niche: why you need to start very, very small
  • What can agencies do right now to take action on the ideas in this episode
Jun 27, 2016

Joe Pulizzi is the founder of Content Marketing Institute, the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world, Content Marketing World. Joe is the winner of the 2014 John Caldwell Lifetime Achievement Award from the Content Council. Joe’s fourth book “Content Inc.” was just released. His third book, “Epic Content Marketing” was named one of “Five Must-Read Business Books of 2013” by Fortune Magazine.  

What you’ll learn about in this episode:

  • What agencies and clients need to do to develop a content marketing strategy that actually succeeds
  • Why you need to focus on your email list more than people you are connected with on social media
  • How agencies can leverage their own content better
  • Why you need to focus on content in specific platforms over trying to be everywhere
  • What differentiates the agencies that do content marketing extremely well
  • Old school deliverables that still work today
  • Why you need content marketing mission statement
  • Why the editing process is a crucial part of content marketing
  • The ways smart agencies get smart enough to create valuable content
  • Things agencies can do right now to get the content marketing techniques discussed in this episode rolling
  • Joe’s events

Ways to Contact Joe Pulizzi:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jun 20, 2016

Donya Powell has been a CPA and consultant for 23 years in the advertising/marcomm industry. She learned the industry working as a contract CFO for an agency early in her career and continues to serve as a remote CFO for agencies today. She has worked through several merger and acquisition deals with agency clients as she consults with agencies across the US on operations, agency compensation agreements, merger and acquisitions and succession planning.

What you’ll learn about in this episode:

  • Misconceptions agency owners have about the value of their agency
  • Donya’s spreadsheet for assessing your financial picture during retirement
  • Understanding your agency’s normalized EBITDA (earnings before interest, taxes, depreciation, and amortization)
  • Factors that severely impact your agency’s value in a negative way
  • What you may need to change in your agency’s books
  • Things on the financial statement that agency owners often ignore that they really need to pay attention to
  • What financials agency owners should be looking at every week, month, and quarter
  • Budgets: can modern, project-based agencies use them?
  • Mistakes agencies make in regards to taxes and tax strategies to take advantage of
  • How to know if your agency is structured as a corporation in the correct way
  • Things to think about when planning the selling your agency
  • Factors that play into an agency sale falling through
  • Things agency owners can do right now to start improving their agency’s financial health with the idea of an eventual sale

Ways to Contact Donya Powell:

Resources:

We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Jun 13, 2016

Don Beehler has worked with news media from local to international levels and has won numerous professional awards throughout his career. He also has co-authored or ghostwritten three books for clients and has a blog called The Art of Telling Your Story.

What you’ll learn about in this episode:

  • The dramatic changes PR has seen over the years
  • How agencies can use PR as a strategic tool to drive new business
  • How to determine what stories to pitch
  • Ways you can become discoverable so that reporters can find you
  • The kind of news that is truly newsworthy for agencies
  • Why you shouldn’t think about using PR with the expectation that people will write stories about your agency
  • How agencies can get the right kind of attention
  • Incorporating PR into your business plan
  • How to correctly use PR in relation to speaking engagements
  • How to use Google Alerts to capitalize on PR opportunity
  • The steps to take right away to boost your PR

Ways to Contact Don Beehler:

  We’re proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

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