The Agency Accelerator

I am joined by Tim Fitzpatrick from Rialto Marketing to discuss the key marketing strategies that every marketing agency needs to be implementing. We talk about why agencies are not great at doing their own marketing, why your marketing plan should not be a 12-month plan and why you must find a clear niche. Time Stamp [01:40] Why are so many marketing agencies so bad at their own marketing? It’s the ‘cobbler’s shoes’ and they are so busy in the day-to-day that their own marketing goes by the wayside [03:16] The consequences of not focusing on marketing consistently [04:20] The fundamentals: understanding your target market, your message and your plan to get that message in front of your audience [05:40] The dangers of shiny new objects [06:05] What is your advice to someone who is targeting a very broad audience and trying to be a generalist? [08:30] How would you advise someone to establish their own niche? The 3 questions to ask [11:39] How do you get your messaging right so it resonates with your target customer? [14:07] Features, advantages and benefits [14:45] Focus on the OUTCOMES, not the TACTICS [15:20] Building a plan to get in front of your ideal target audience - use a 90-day sprint rather than a year-long plan [17:25] Ensure you know how to measure the success of each marketing strategy [19:40] The system of word-of-mouth and referrals [20:50] The mistakes so many agency websites make [23:20] What types of tactics work today? [25:06] What is the one piece of advice you would give your younger self? Quotations “In the absence of a plan, everything looks like an opportunity” - Tim Fitzpatrick “The more niched you are the easier it is for your to find your ideal target customer but perhaps more importantly, for them to find you” - Rob Da Costa “The fundamentals lay the foundation but they are so easy to overlook” - Tim Fitzpatrick Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Rialto Marketing WebsiteTim’s LinkedIn profile Free Niching GuideHow to leave a review on Apple Podcasts

The 2 most common questions that marketing agency owners ask me never really change. They are about finding a consistent flow of new business and hiring & retaining great talent.  Now, admittedly, those two priorities have switched because as I record this episode there is a huge global skills shortage which the agency sector is not immune from.  But new business is never far from people's minds because they want to avoid feast or famine in their agencies. So that's what we're digging into today by discussing 4 strategies that the agency owner (even if you are a freelancer) must focus on to deliver a consistent pipeline of ideal new clients. Time Stamp [01:14] The 2 biggest challenges for agency owners right now [01:48] 2 key reasons agencies lurch from feast to famine - a story of the wrong focus! [02:46] What happens when your agency is in a place of famine? [04:07] 4 tasks that YOU must focus on to avoid lurching from feast to famine [04:41] Focus area 1: Building your brand with passion [05:55] Focus area 2: You are the best person to be heading up your new business strategy (because you see the bigger picture, understand your business and will be passionate about it). Remember that the best new business strategies deliver in the medium to long term so get started today if you want to see a return! [07:15] Beware of Shing New Objects! [09:02] Focus area 3: Planning for the future. You are the captain of your ship so make sure you are steering your ship in the right direction and make sure you allocate time to do this every month. [10:11] Focus area 4: Running your agency to ensure your well-oiled machine operates efficiently (which means managing the team, admin, finance, systems & processes etc.) [11:00] What happens if you agree with the above but are completely stuck in ‘client service mode’? [11:10] Get better boundaries and work on your mindset [13:00] Apply the above to avoid being in ‘famine’ - it's not a great place to be! [13:44] Challenge your thinking to apply today’s podcast advice Quotations “You must focus on your SUPERPOWERS - the tasks that only you can do” - Rob Da Costa “It doesn't matter about the great work you do if no one knows about you!” - Rob Da Costa “The best new business strategies deliver in the medium to long term - so get started today!” - Rob Da Costa Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Ep 69 - 7 strategies to avoid feast or famineNew Business FREE MasterclassFREE New Business ResourcesHow to leave a review on Apple Podcasts

Today we are talking about the most important asset in your business: your people. I am excited to be joined by Lynda Goncalves from Sussex HR as she shares her advice on recruitment and retention. Time Stamp [01:12] What are the biggest challenges you see in HR right now? [03:15] How do we replicate an office environment/team/culture for remote workers? [06:10] Are there any tools or software to help with remote working? [08:30] Key considerations when recruiting new staff [10:55] What are your views on using recruitment agencies? [14:34] The importance of doing your research on candidates before the 1st interview [15:20] What are the base line legal responsibilities an employer needs to put in place for an employee? [17:09] What should an employer put in place for a freelancer? [17:55] The risks of IR35 [19:29] Where do I get contracts and legal docs? [20:37] Advice on dealing with performance management issues and probation periods [23:36] Address issues way before the 2 year mark (when employee rights kick in) [24:40] The risk of a ‘family’ culture [24:51] What is your view on extending an employee’s probation? [26:46] The risks of keeping an underperforming member of staff [27:18] What advice would you give your younger self just starting out in business? Quotations “You must ensure that marketing and HR are aligned” - Lynda Goncalves “When it comes to recruitment, you either have TIME or MONEY - so consider carefully about how you go about recruiting” - Rob Da Costa “Document everything - if it isn't written down it didn't happen!” - Lynda Goncalves Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Sussex HR websiteLynda on LinkedInACAS website

We had a really great group coaching call this week - as part of the Self-Running Agency Membership. One of the topics we discussed was how to get more efficient with your time and make sure you're focusing on the things that matter rather than constantly getting sucked into client work and stuck on the dreaded client service hamster wheel of doom! So that's the topic of today's episode of the podcast - how to get more efficient with your time. Time Stamp [01:35] A story about my week and what happens when you don’t plan and block out time [02:17] Letting external factors determine your week - leading to a feeling of being out of control [03:00] Dividing your time against REVENUE, STRATEGY & ADMIN [04:10] How to split your time - what happens when you get it wrong [05:49] The ideal split of your time (for an agency owner) [06:40] My free time recording tool to support you to move toward your ideal time split [07:24] How to use time blocking to effectively manage your diary [08:00] The importance of knowing exactly what you will do when you have strategy time in your diary [09:11] Don’t let external factors dictate your direction of travel [09:44] Always overestimate how long a task will take and build a buffer for all the things that might happen (that you can't plan for) [10:00] The importance of focusing on your ‘superpowers’ [10:55] What is a task worth? What is your notional hourly rate? [11:47] How do I manage over-demanding clients? Protecting your boundaries Quotations “Make sure you always schedule your time and know exactly what you are going to do in that time block” - Rob Da Costa Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Your FREE Time Pot Time Split ToolThe Self-Running Agency Membership

In this week's episode, we are discussing what is probably the hottest topic right now, and that is recruitment and retention. If you're anything like most other agencies, then you are finding it particularly difficult to attract and retain great talent. So we're going to unpack that, exploring the 7 needs of an employee and the 7 needs, therefore, of a candidate. And to do that I am joined once again by Rory Spence from the WOW Agency. Time Stamp [01:03] Key findings from the recruitment & retention Bench Press Report [03:12] What are candidates looking for in the agency they choose to join? [03:55] Only 33% of agencies have a strategy to deliver a great candidate experience during the recruitment process [04:29] What does a great candidate experience look like? [07:30] Best routes for recruitment - should you use recruitment agencies? [12:30] What is the best process to recruit and how should it be structured? [14:52] In-house vs remote working - 39% of agencies ask staff to be in the office 1-2 days a week [18:00] 82% plan to keep an office [18:30] 71% of agencies are recruiting remotely [21:25] The 7 needs of a candidate [21:40] 1: Purpose [22:50] 2: An exciting vision [24:55] 3: Leadership [26:30] 4: Team [27:40] 5: Progression [29:27] 6: Flexible working [33:39] 7: An empowered culture [35:45] View recruitment as a strategy, not a tactic - so think about the recruitment process & onboarding strategy [36:11] Think about how you recruit and how your current process can be refined Quotations “If you can address the 7 needs of a candidate, you will be able to attract top talent” - Rory Spence “When you have recruited, it not the end of the problem, it’s the start of the solution” - Rob Da Costa “39% of agencies ask staff to be in the office 1-2 days a week” - Rory Spence Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Ep 102: Pricing Strategies with Rory Spence (Part 1)Ep 104: Regional Agency Benchmarking with Rory SpenceEp 103 Why And How I Work A 4-day Week2022 BenchPress ReportsContact RoryStart with WHY (book) - Simon Sinek

I've recently had several clients discuss with me about taking what they teach and creating some kind of online mentorship or online programme. So, I thought in today's episode, we do something a little bit different, and that is for me to the ups and downs of my own adventures in the online world and share with you the many mistakes I’ve made and the lessons I have learned. Time Stamp [02:00] 2012 - my first adventure into the online world - and rude awakening! [02:39] The first course I created (and it was a complete flop!) [03:17] My 2nd course on sales and marketing (which also flopped) [03:55] The 2 key lessons I learned after 2 flops (get clear on my niche and validate first) [04:33] The importance of pre-selling your course or ideas before you start developing it [05:03] The first course that (accidentally) was successful [05:54] There is no such thing as passive income! [06:26] Why I created my first online Mastermind programme [08:06] Online content opens up an audience that I couldn't reach before [08:26] Using Jobs to Be Done interviews to really understand your target audience’s needs  [09:08] The concepts behind The Self-Running Agency  [09:42] How the Self-Running Agency has morphed into a membership programme [10:46] The time and money I wasted learning my lessons [11:00] Why I use Kartra for hosting my programmes [11:35] The number 1 way I market and sell my online programmes [11:35] Focus on going deep with one or 2 courses, don’t go wide with lots of courses! Quotations “For anyone wanting to launch into the online world, go and talk to your audience and validate your idea first before you invest any time in developing your idea” - name “There is no such thing as passive income - for every sale you make there is a ton of work needed behind the scenes” - name Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Kartra for hosting your business (link for a free 14-day trial)The Self-Running Agency MembershipBuild Nurture Convert Email Marketing CourseContact Rob: robert@dacostacoaching.co.uk

In this week's episode of the podcast, I'm joined by John Higginson from Higginson Strategy. We're discussing niching - but not just niching - laser focusing your niche and John will share how his agency has niched that has made it so much easier for them to win ideal clients. We also discuss a unique marketing strategy that they're using that is resulting in them winning more business and why John believes that owner-managed agencies will always perform better than agencies that are sold off. Time Stamp [01:01] Why broadening out your niche is a mistake [01:25] How Higginson found their niche (in the plastic-free market) [03:01] Concerns about being too niched [03:39] Working with me gave John the confidence to be niched and win more business! [04:39] What are the clear benefits of having such a clear niche? [05:49] What advice would you give to someone who is scared to niche down? [08:04] Were you able to increase your prices because of your niche? [09:34] Do you look for staff that have experience in your niche? What are the core attributes you look for? [10:53] Why did you launch your own magazine? [14:22] An example of persistence in your marketing to win business [15:19] The importance of taking a “value-first” approach in your marketing [15:43] What does the future hold for Higginson Strategy? [16:30] Why John never wants to sell his agency but rather build his own Self-Running Agency [18:00] The reality of trying to sell a service-based business [19:01] Why founder-led agencies are better agencies [21:46] What advice would John give his younger self, just starting out in business? Quotations “Receiving targetted inbound enquiries with clients saying ‘they want to work with you’ is a key benefit of having a clear niche” - John Higginson “You don’t need to fear losing clients if you niche down (you can still win clients outside of your niche)” - John Higginson “Everyone’s roadmap is their own roadmap - there is no right or wrong way to grow your agency” - Rob Da Costa Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Higginson Strategy WebsiteYour free guide to Niching Build your own Self-Running Agency

Today we are discussing strategies on how to get yourself off the client service hamster wheel of doom. I love using this term because it perfectly encapsulates the scenario where you’re so busy servicing clients that you’ve got no time to breathe let alone focus on the future of your agency! When we are permanently stuck in 'client service mode' we can’t see the wood for the trees, so it’s an important topic that most agency owners find themselves stuck in at some point. If you want to grow, then you need to find a way to stop it and step off! Time Stamp [00:45] The downside of ‘going the extra mile’ [01:39] The importance of stepping off the client service hamster wheel of doom (CSHWOD) [02:20] 7 Ways to get off the CSHWOD  [02:32] 1. ​​Create a respectful partner/partner relationship with your clients rather than an imbalanced customer/supplier relationship where you become the person at the bottom of the food chain [02:58] 2. The importance of good boundaries [03:07] 3. Regularly review your scope of work with clients  [03:26] 4. Be a consultant at all stages of your relationship with your clients [04:00] 5. New ways of saying YES or NO to clients [05:46] 6. Schedule and block out time in your diary that will never be available to your clients [06:46] 7. As you grow make sure you have a really solid account management team beneath you who cannot only deliver great work but also can manage and communicate effectively with clients [7:09] How Simon Isaac from Capsule Marketing has extricated himself from client work [8:26] How you should be splitting your time  Quotations “Change your mindset to thinking about how much time you have available for client work and what is the most important use of your time - because it should be planning the future of your agency” - Rob Da Costa “No matter what small tweaks agency owners make, they can’t get off client service hamster wheel of doom! ” - Rob Da Costa Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: The Self-Running Agency Membership

I’m always telling my clients that a smart way to grow your business is by working with partners.  After all, it means you manage a few relationships that get you, multiple clients, by getting in front of their (often bigger) audience. I am excited to get some new perspectives on this topic by being joined by Dustin Riechmann, a business coach who helps ambitious entrepreneurs get unstuck & rapidly increase their profits with confidence.  He is best known for his Partnership Marketing System, which he has used to grow FireCreek Snacks into a 7-figure business without paid ads. Time Stamp [01:58] Dustin shares how he grew FireCreek Snacks and why he thinks you should be focused on building partnerships [04:18] How did you grow FireCreek to 7-figures without using paid ads? [04:18] Different types of partnership – marketing and sales? (referrals). Any thoughts on these and/or other types of partners?  Should money exchange hands? [04:18] Podcast guesting - a great example of partnership marketing and the long tail effect [11:28] Another example of how partnerships can be so beneficial (HubSpot) [12:27] Other partnership examples [15:20] Different kinds of partnerships (marketing, sales, affiliates) [17:43] How do I go about finding my potential partners? [22:10] How do you detect a good partner from a bad partner? [29:17] How do you keep a partnership alive beyond the initial excitement and promises made? [32:48] If you could go back in time and give your younger self just starting out in business one piece of advice what would it be? Quotations “Partnership marketing is all about getting your expertise in front of someone else’s audience in a win-win-win fashion (you, them and their audience)” - Dustin Riechmann “Do your research first before you reach out to a potential partner and explain how you can serve their audience” - Rob Da Costa “Make sure you follow-up with partners after a successful project together - put it in a system” -  Dustin Riechmann Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: Ep 110: How to be a guest on other podcasts Partnership Marketing BlueprintDustin’s websiteDustin’s email:dustin@simplesuccesscoaching.com

Entrepreneurs are, by definition, ideas people and typically not very good at the detail & not very good completer/finishers. This puts them in the precarious position of getting bored if they don't get immediate results, and this can easily lead them to chase the next shiny new object!  In today’s podcast, I dig into this issue and share 7 strategies to get focused and avoid being distracted by shiny new objects. Time Stamp [01:29] A definition of Shiny New Object Syndrome [02:00] What triggers Shiny New Object Syndrome? [02:03] Information overload and FOMO [03:40] 4 drawbacks of following shiny new objects [05:38] 7 strategies to help you stay focused and avoid shiny new objects [05:53] Strategy 1: Have a plan, stick to it and revisit it regularly [06:12] Strategy 2: Translate your plan into months, weeks and days [06:26] Strategy 3: Use your plan to assess new ideas against - great idea or shiny new object? [07:13] Strategy 4: Write new ideas down to get them out of your head [07:30] Strategy 5: Limit the number of projects you focus on [07:58] Strategy 6: Limit the number of people, blogs or podcasts you listen to and get influenced by [08:18] Strategy 7: Limit the amount of time you spend on social media and the channels you follow [09:06] What is Monkey Mind and do you suffer from it? [10:11] The consequences of having a Monkey Mind! [11:10] 3 tips to calm your Monkey Mind [11:23] Tip 1: Know that it is possible to manage your Monkey Mind [11:49] Tip 2: Have a conversation with your Monkey Mind [12:05] Tip 3: Keep a journal  Quotations “A strategy you currently implement might not be sexy but don’t let shiny new objects distract you from it if it works” - Rob Da Costa “Get ideas out of your head by writing them down on paper. This means you won’t forget them but you can let them go and focus on the task at hand” - Rob Da Costa Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people — just like you — move towards a Self-Running Agency. Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes to the feed and, if you’re not subscribed, there’s a good chance you’ll miss out. Subscribe now! Useful links mentioned in this episode: FREE Workshop: 3 Ways to Raise Your Prices & ProfitsMindset GuideProductivity Guide