Advancing Talent: Merit-Based Growth in Agency Structures

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Do you invest in training high-potential employees to grow into leadership roles—or do you prefer to hire seasoned pros from the start? There's no one-size-fits-all approach to building a great team, but today's featured guest has a clear philosophy: when it comes to agency growth, he prefers to develop A-players from within. For him, building the bench is just as important as building the business.

Hamlet Azarian is the founder and CEO of Azarian Growth Agency, an agency that works with mid-market venture-backed startups helping them build their go-to-market strategies. He discusses his agency's "build them up" strategy, focusing on continual learning and curiosity through an academy, webinars, and internships, rather than solely hiring seasoned professionals.

He'll address the common agency challenge of talent retention, noting that positive experiences can still lead to future referrals and positive word-of-mouth, even if employees eventually move on. It's an interesting episode where we dive into the importance of human capital and fostering a supportive, value-driven environment for agency success.

In this episode, we'll discuss:

• Growing talent from scratch.

• Promote those who are ready to shine.

• The secret to employee retention.

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Sponsors and Resources

E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service.

From Go-to Fixer to Full Agency

Before he was running his own growth agency, Hamlet was the go-to fixer for venture-backed startups in the trenches of pre-product chaos. VCs brought him in as a high-paid consultant to help fragile startups figure out product validation and go-to-market traction — a risky sandbox where there's barely a product and hardly any money.

As the companies he touched turned into multi-million-dollar powerhouses, word got around, more VCs lined up, and the Azarian Growth Agency was born. So as he recalls, it wasn't exactly an accidental start, but considering he was helping startups that could barely write a check, he could not see it turning into a full agency in the beginning.

A Culture of Relentless Learning

One thing Hamlet doesn't compromise on is curiosity. If you run an agency, you know yesterday's marketing tactic is today's LinkedIn meme. So instead of hiring only 'seasoned experts,' He invests in creating lifelong learners.

How? He built Azarian Growth Academy, which trains up-and-coming marketers on the exact growth strategies his agency deploys for high-stakes startups. Add to that a monthly Growth Lab webinar, Udemy courses (4,000+ students and counting), and a robust internship pipeline — and you get a team that knows not just what to do, but why it works.

Education is really central for Hamlet so his people don't just follow checklists — they evolve with the market because they understand the principles behind the tactics.

Growing Talent from Scratch (and Letting Them Fly)

Does it work? Hamlet shares a story that answers that better than any hiring manifesto.

One intern joined as a college senior, left, and rejoined when Hamlet officially hung out his agency shingle. When he saw her application, Hamlet immediately hired her, as she knew her aptitude, passion, and even her weaknesses. Within 6 months, she was running paid ads. By year one, she was pitching clients solo. By year two, she was leading teams and today she's a senior department head.

The lesson here is drive and curiosity should be backed with training, opportunity, and real trust. The payoff is massive loyalty and in-house expertise that's molded to your agency's playbook — not someone else's.

Promotion by Performance, Not the Calendar

Forget annual reviews and rigid promotion ladders. Hamlet's approach is simple: Learn fast, deliver results, get rewarded. To him, some people shine faster than others and, as the agency owners, you don't to limit that potential.

Of course, you want to prepare them for the new role, so he tests emerging talent on internal agency projects before putting them on client accounts.

If they mess up, the agency learns — not the client's bank account. It's a safe sandbox for risk-taking and skill-building, with performance as the only true gatekeeper to moving up.

Flexibility: The Secret Sauce to Keeping Good People

How can you keep that talent from jumping ship the second they hit senior level? You don't always. And Hamlet says that's perfectly fine.

Even with AI evolving daily, Hamlet's clear that an agency's real moat is people — smart, motivated, curious people who feel trusted and supported to do their best work. Tools change. Channels come and go. But the humans who run them? That's your agency's real asset.

In his view, the agency's success is predicated on the owner's ability to bring in talented people on to the team and provide a great environment that encourages them to stay. And the definition of "great" in this case may vary from individual to individual, but Hamlet finds that more than perks or a foosball table or free LaCroix, it's about freedom.

People need room to live their lives — whether that's hopping on a plane to Italy with the kids, or working flexible hours so family time doesn't clash with client deadlines.

When people feel understood and trusted, they stay longer. And if they do leave? They become allies, not competitors. Many send referrals back. Some boomerang and return. And nearly all say, "That's where I learned how to do great work."

That reputation becomes your best recruiting tool — a self-feeding loop of great people wanting in.

Experience vs. Fresh Eyes: A Never-Ending Balancing Act

There's a million ways to grow an agency and there are no easy answers when it comes to hiring. Even if you hire the "experienced pro," they can become rigid and slow to adapt — a death knell for early-stage growth marketing where experimentation rules.

Hamlet's advice is don't bet the farm on resumes alone. Bet on mindset. Surround yourself with good people who share the same values. Look for curiosity, a love of learning, and the ability to fail, recover, and share lessons. Skills can be taught. Hunger can't.

Define what you believe. Hire for it relentlessly. Train for skill, reward growth, and build an environment people don't want to leave — and if they do, they still sing your praises.

Do You Want to Transform Your Agency from a Liability to an Asset?

Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.