Agency Bytes

In this engaging discussion, Jason Hennessey, an internationally recognized SEO expert and CEO of Hennessey Digital, shares the journey of scaling his agency to eight figures. He emphasizes the value of niching down and building a strong personal brand in the competitive legal sector. Jason reveals innovative outreach strategies, like personalized books, and the importance of delegation and leadership in preventing burnout. He also delves into cultivating a positive agency culture and highlights the impact of strategic hiring on growth and efficiency.

Featuring: Courtney De Ronde, Forge Financial In episode 114, I sit down with Courtney De Ronde, CEO of Forge Financial and Management Consulting, to talk about the powerful intersection of financial visibility and leadership growth. Courtney shares her journey from CPA to strategic business advisor, and we dig into her Simple Scale Up System—a framework designed to help agency leaders evolve from scrappy doers to scalable CEOs. We explore the importance of accurate revenue recognition, the dangers of relying too heavily on gut instincts, and the mindset shifts needed to lead at the next level. Courtney also gets candid about AI’s impact on the accounting industry and why embracing technology is a must—not a maybe. We wrap things up with some rapid-fire questions that reveal the human side of this numbers expert. Key Bytes • Courtney De Ronde has over 20 years of experience as a CPA. • Understanding financial visibility is crucial for business growth. • AI presents both challenges and opportunities in the CPA industry. • The Simple Scale Up System focuses on scaling leaders and organizations. • Leaders must shift from relying on instincts to leveraging insights. • Cash flow issues often indicate deeper business problems. • Delegation and trust are essential for scaling a business. • Learning from others' failures can accelerate growth. • Financial reporting should match revenue with related expenses. • Things don't have to be perfect to be effective. Chapters 00:00 Introduction to Agency Bites and Guest Background 01:04 Courtney's Evolution from CPA to Business Leader 03:19 Understanding Financial Visibility and Coaching Services 04:12 Common Financial Red Flags in Service-Based Businesses 08:06 The Impact of AI on the CPA Industry 12:25 The Simple Scale Up System Framework 15:46 Shifting Mindsets: From Instincts to Insights 22:53 Challenges in Scaling Dependent Businesses 25:13 Rapid Fire Questions and Closing Thoughts Courtney De Ronde is the CEO of Forge Financial & Management Consulting and the creator of the Simple ScaleUp System™. With over 20 years as a CPA and 15 years in business leadership, Courtney specializes in guiding small businesses from startup to scaleup. She’s an expert in business intelligence, leadership, and corporate finance. We’re thrilled to have her share her insights on how you can achieve your most ambitious goals. Take our free Business Intelligence Grader to gain visibility within your business.

Featuring: Dr. Jeremy Weisz, Rise25 In episode 113, I sit down with Dr. Jeremy Weisz, co-founder of Rise 25 and host of the Inspired Insider podcast. Jeremy and I talk about how podcasting—when used the right way—can become one of the most effective tools for building real relationships, not just content. He breaks down the Dream 200 strategy for identifying ideal clients, why giving value always beats chasing sales, and how his agency uses both podcasting and strategic gifting to keep top-of-mind with partners and clients. We also dive into how he accidentally became an agency owner, the underrated power of thoughtful gifts, and his take on creating a high-impact referral ecosystem. And yes, we end with some rapid-fire questions—including the surprising mascot he’d pick for his agency. Key Bytes • Podcasting is a powerful tool for networking and professional development. • Building relationships through podcasting can lead to business opportunities. • The Dream 200 strategy helps identify and target ideal clients. • Giving away valuable information attracts the right clients. • Gifting strategies can enhance client engagement and retention. • Podcasting can serve multiple purposes: authority building, SEO, and content creation. • Networking through podcasts can create referral partnerships. • Understanding your niche is crucial for effective marketing. • Regular touchpoints with clients through gifts can strengthen relationships. • Consider the source of business advice before acting on it. Chapters 00:00 Introduction to Podcasting and Rise 25 02:52 The Evolution of Podcasting and Its Benefits 05:47 Building Relationships Through Podcasting 09:10 The Dream 200 Strategy for Targeting Clients 11:53 Gifting Strategies for Client Engagement 14:54 Rapid Fire Questions and Closing Thoughts Dr. Jeremy Weisz has been featuring top entrepreneurs with video interviews since 2008 that include founders/CEOs of Pixar, P90X, Atari, Einstein Bagels, Mattel, Kettle Chips, RX Bars, Big League Chew, the Orlando Magic, and many more on www.InspiredInsider.com He runs Rise25, which helps B2B businesses connect to their ‘Dream 200’ clients and referral partners and get ROI, using a podcast. They eliminate 99% of the work and make sure you get ROI. Rise25 is an easy button for you to launch and run your podcast. Podcasting has been one of the best things I've done both personally and professionally. It's been an amazing tool for connecting with referral partners, strategic partners, clients, and more. Podcasting is like a "Swiss Army knife" because it is business development, referral marketing, strategic partnerships, lead generation, SEO, content creation, and personal and professional development, all in one. Contact Dr. Weisz on their website, listen to Inspired Insider, or connect on LinkedIn.

Featuring: Jay Owen, Business Builders In episode 112 of Agency Bytes, I sit down with Jay Owen, founder of the multimillion-dollar agency Business Builders and the community Agency Builders. Jay started his web design business at just 17 and has spent the last 26 years growing it—intentionally and steadily—into a values-driven company focused on people over ego and sustainable growth over fast wins. We dive into the long game of agency leadership, building a business that can thrive without you, and the fulfillment that comes from creating jobs that others love. Jay shares how his faith and values guide the way he leads, the role community has played in his journey, and why slow growth might just be the secret weapon nobody talks about. Whether you’re scaling your team, wrestling with niching, or thinking about legacy, this episode is full of wisdom for the road ahead. Key Bytes • Jay Owen started his entrepreneurial journey at a young age. • Slow growth can lead to more sustainable success. • Creating job opportunities for others is a key motivation. • Community is essential for agency leaders. • Collaboration over competition fosters growth. • Integrating personal values into business is important. • Niche down or maintain variety based on personal preference. • Productization can enhance agency efficiency and profitability. • Having a support system prevents burnout. • Building a strong team is crucial for agency longevity. Chapters 00:00 The Entrepreneurial Spirit Begins 02:37 Navigating the Hills and Valleys of Business 05:35 Building a Team and Creating Opportunities 08:54 The Importance of Community Over Competition 12:50 Creating a Supportive Environment 16:56 Integrating Personal Values into Business 20:56 Niche vs. Variety in Agency Growth 23:32 Productization and Agency Wisdom Jay Owen started a web design company at 17 years old that has grown to a multi-million dollar agency and still growing 26 years later. He’s the author of Building a Business that Lasts and Host of a Podcast by the same name. Jay founded Agency Builders, a community to help agency leaders grow and scale in a healthy way. Contact Jay at the Agency Builders Retreat or his AI with Jay website.

Featuring: Corey Quinn In episode 111 of Agency Bytes, I sit down with Corey Quinn—agency growth expert, author of Anyone, Not Everyone, and the guy who helped scale Scorpion from $20M to $150M. We unpack what it really means to specialize as an agency and why empathy might just be your most overlooked growth lever. Corey shares how moving from generalist to deep specialization can unlock operational efficiency, stronger positioning, and a hell of a lot more revenue. We also dig into outbound sales strategies (including the power of gifting!), how to expand into multiple verticals without becoming a generalist again, and what the future of agency specialization looks like in an AI-driven world. If you’ve ever worried about niching down “too far,” this conversation will flip that fear on its head. Key Bytes • Corey Quinn emphasizes the importance of deep specialization for agency growth. • Empathy is crucial for understanding clients' specific problems. • Transitioning from inbound to outbound sales requires a strategic approach. • The generalist trap can lead to operational inefficiencies and client loss. • Building trust through industry engagement is key to agency success. • Agencies should consider adjacent verticals for expansion. • Creative teams may need variety to stay engaged in specialized markets. • The tools used in marketing may change, but the outcomes remain constant. • Agencies should focus on solving real-world business problems for clients. • Founders can explore new verticals once they achieve a certain market share. Chapters 00:00 Introduction to Agency Growth and Specialization 01:11 Corey's Journey in the Agency World 03:02 Scaling Scorpion: From 20M to 150M 07:15 The Shift to Outbound Sales Strategies 11:44 Deep Specialization: Breaking the Generalist Trap 12:10 Empathy in Agency Specialization 19:10 Building Trust Through Industry Engagement 21:10 Expanding into New Verticals 25:17 Addressing Fears of Niching Down 27:42 Future Trends in Agency Specialization Corey Quinn has over 18 years in the agency space, including as Scorpion's CMO, where he helped grow revenue from $20M to $150M in 6 years. His bestselling book: "Anyone, Not Everyone: a Proven System for Agencies to Escape Founder-Led Sales" has been endorsed by Aaron Ross, John Ruhlin, Dr. Benjamin Hardy, Marcel Petitpas, and many others. Today, his company helps digital agencies become the go-to choice within a vertical market with his Deep Specialization Methodology. Contact Corey on his website or LinkedIn.

Featuring: James Barnard, Barnard Co In episode 110 of Agency Bites, I sit down with the incredibly talented James Barnard, a logo designer and design educator based in Australia. We dive deep into his fascinating journey from the publishing world in the UK to building a thriving freelance design business powered by social media — especially TikTok! James shares how he crafted his pricing strategies, attracts qualified leads, and balances freelance life with family life. We also get into his design process, the value of design education today, and how he's expanded his income streams through courses and brand partnerships. Plus, we wrap things up with a few rapid-fire questions that give a glimpse into James's personal side. You won't want to miss this one! Key Bytes • James transitioned to graphic design at 25 after a career in publishing. • Social media, especially TikTok, played a crucial role in his business growth. • Viral content can significantly increase client leads and visibility. • Pricing strategies are essential for attracting qualified leads. • Balancing freelance work with personal life is a priority for James. • A structured design process leads to higher quality work and client satisfaction. • Diversifying income streams can alleviate pressure from client work. • Education in design is evolving with social media as a learning tool. • James emphasizes the importance of being hands-on in his work. • Pitching for work is often a waste of time in the design industry. Chapters 00:00 Introduction to James Barnard 02:28 James's Journey into Graphic Design 05:30 The Impact of Social Media on Business 09:52 Going Viral: The TikTok Breakthrough 12:27 Pricing Strategies and Qualified Leads 14:49 Balancing Freelance Work and Personal Life 18:57 Design Process and Client Interaction 25:58 Diversifying Income Streams 30:11 The Value of Design Education 31:37 Rapid Fire Questions and Closing Thoughts James Barnard is a logo designer and design educator specializing in creating logos and visual identities with meaning. With over 15 years of experience in the graphic design industry, he began his career in the UK’s publishing sector before transitioning into branding and education. Passionate about sharing his expertise, James is dedicated to mentoring and inspiring the next generation of designers through his social platforms, where he provides valuable insights, tutorials, and industry knowledge. Contact James on his website, on Instagram, TikTok, YouTube, or LinkedIn.

Featuring: Tony Wilson, Accquip In episode 109 of Agency Bytes, I sit down with Tony Wilson, founder of Accquip and a financial powerhouse for agencies who want to stop flying blind. Tony shares his story of stepping out of corporate during the Great Resignation and stepping into his passion—helping agency owners build profitable businesses they actually love running. We break down Days Till Zero, a simple but powerful metric Tony developed to help agency owners understand exactly how long their cash will last—and how to make smarter, proactive decisions before things get tight. Tony also dives into gross margin benchmarks, how overlooked they are, and why net profit alone doesn’t tell the full story. Plus, we talk through: • Red light, yellow light, and green light cash benchmarks every owner should know • Project-level gross margin mistakes (and how to fix them) • Why time tracking is about clarity, not micromanagement • Smart investments vs. sitting on cash If you’re ready to stop reacting and start running your agency with financial confidence, this one’s for you. Key Bytes • Tony Wilson's journey reflects the empowerment of agency owners. • Accquip focuses on educating entrepreneurs about accounting. • Understanding financial metrics leads to better decision-making. • Days till zero is a crucial metric for agency health. • Proactive financial management can prevent crises. • Cash reserves should be monitored regularly. • Gross margins are vital for assessing agency profitability. • Identifying project profitability helps in resource allocation. • Time tracking provides valuable operational insights. • Agencies should prioritize selling over playing business. Chapters 00:00 Introduction to Agency Bites and Tony Wilson's Journey 01:37 The Concept of Equip and Its Mission 03:46 Understanding Days Till Zero: A Key Metric for Agencies 08:54 Proactive Financial Management for Agencies 11:34 Cash Reserves: Understanding Red, Yellow, and Green Light Zones 14:39 The Importance of Gross Margins in Agency Profitability 18:21 Identifying and Addressing Overhead and Project Profitability 21:02 Tools and Systems for Effective Time Tracking and Financial Management 24:11 Rapid Fire Questions and Closing Thoughts Tony Wilson’s entrepreneurial journey was shaped by three pivotal moments: launching a business with his brother in 2010, witnessing his roommate’s life-changing pivot from carpenter to software developer, and becoming a father—which ignited his drive to lead by example. In 2021, Tony joined “The Great Resignation” to help digital agency owners grow thriving, profitable businesses without sacrificing their well-being. Through Accquip, he is on a mission to empower agency owners to build the businesses they love without going bankrupt in the process. Contact Tony on his website or LinkedIn.

Featuring: Yael Morris, Decode Insights In episode 108 of Agency Bytes, I sit down with Yael Morris from Decode Insights to dive deep into the psychology behind why customers really buy — and why they don’t. Yael shares her fascinating journey from selling granola bars to becoming a go-to expert for decoding customer motivations through intimate, one-on-one conversations. We explore why traditional focus groups often miss the mark, how true empathy fuels marketing success, and why no AI tool can replace the magic of a real human conversation. If you’ve ever relied on gut feelings to shape your messaging, this one’s a must-listen. Plus, stick around for some rapid-fire questions where Yael shares personal insights, favorite tools, and advice she’d give her younger self. Key Bytes • Understanding buyer psychology is crucial for effective marketing. • Customer insights can drive product development and marketing strategies. • Empathy in marketing leads to better customer connections. • Human conversations yield deeper insights than surveys or forms. • AI cannot replace the emotional context of human interactions. • One-on-one interviews provide richer data than focus groups. • Customer-driven messaging is essential for successful marketing. • Patience is key when introducing unconventional ideas. • Building rapport in interviews encourages openness from customers. • Insights from customer conversations can significantly impact business growth. Chapters 00:00 Understanding Buyer Psychology 02:52 The Journey to Customer Insights 05:59 The Importance of Human Conversations 09:10 The Role of Empathy in Marketing 11:47 Universal Application of Customer Insights 15:05 The Impact of AI on Customer Understanding 18:03 The Value of One-on-One Interviews 21:02 Leveraging Insights for Business Growth 24:05 Focus Groups vs. One-on-One Interviews 26:52 Rapid Fire Questions and Closing Thoughts Yael Morris from Decode Insights goes deep into buyer psychology to decode the real reasons behind why your customers buy, or don't buy from you. Through 1:1 customer interviews, she uncovers her clients’ customers' real-lived moments of struggle and desired outcomes that led them to purchase, giving a new human-level understanding of exactly what really matters to customers. Contact Yael on LinkedIn.

Featuring: Blair Enns, Win Without Pitching In episode 107 of Agency Bytes, I sit down with Blair Enns, founder of Win Without Pitching and author of The Win Without Pitching Manifesto and The Four Conversations. If you’ve heard Blair on other shows—or are one of the many who’ve followed his work for years—you might think you’ve heard it all. Not this time. In this conversation, we go beyond the usual talking points and uncover insights he’s never shared before. Blair opens up about the real mindset shifts creative professionals need to make if they want to stop selling like vendors and start showing up as experts. We break down the Four Conversations model, what most agency owners still get wrong about pricing, and how to rewrite the dynamics of the sales process to work in your favor. We also explore why repetition beats inspiration, how to protect your power in client engagements, and what Blair believes is the single biggest opportunity for agencies right now—even in a time of AI disruption and economic uncertainty. If you want to charge more, pitch less, and finally own your value—this episode brings the fire. Key Bytes • Blair Enns emphasizes the importance of lifestyle choices in career decisions. • The Win Without Pitching Manifesto serves as a foundational text for creative professionals. • Sales should be viewed as a series of conversations rather than a pitch. • Pricing is a critical area for agencies to improve profitability. • Repetition in learning is essential for mastery of sales techniques. • Creative professionals often struggle with the mindset of being a salesperson. • The Four Conversations provides a framework for navigating sales effectively. • Surviving economic uncertainty is crucial for agency success. • Agencies should focus on their unique expertise to stand out in the market. • Building strong client relationships is key to successful sales. Chapters 00:00 Introduction to Blair Enns and His Journey 02:59 The Catalyst for Change: Lifestyle Choices 06:00 The Birth of Win Without Pitching 09:06 Understanding the Win Without Pitching Manifesto 12:12 The Four Conversations: A New Model for Selling Expertise 17:54 Lessons Learned from Coaching Agencies 20:50 The Importance of Repetition in Learning 25:56 Navigating Sales Conversations Effectively 31:59 Mindset Shifts for Creative Professionals 35:05 Opportunities and Challenges Ahead for Agencies Blair Enns is the founder of Win Without Pitching and the author of three books on selling and pricing for expert advisors and practitioners, including the brand new The Four Conversations: A New Model for Selling Expertise. A former advertising professional and consultant, Blair launched Win Without Pitching in 2002 to help creative professionals learn to win more business at higher prices without giving their services away for free in a pitch. His selling philosophy and pricing strategies resonated beyond the advertising and design professions to the point where today Win Without Pitching serves expert advisors and practitioners around the world in over a dozen professions, including finance, marketing, consulting, engineering and healthcare. Blair also co-hosts, along with David C. Baker, the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Contact Blair on winwithoutpitching.com.

Featuring: Lisa Colantuono, AAR Partners In episode 106 of Agency Bytes, I chat with Lisa Colantuono, president of AAR Partners and a 25-year veteran in agency-client matchmaking (though she hates that word!). If you’re tired of wasting time on endless pitch decks, spec work, and one-sided RFPs, this episode is a must-listen. Lisa shares what really matters to brands during the agency search process—and how agencies can proactively position themselves to win more work without chasing every lead. We dive into how to build trust that leads to long-term relationships, how to get your agency noticed through smart PR, and why your creative work still needs to deliver real impact. Lisa also drops actionable advice on reputation-building, client retention, and what it really takes to stand out in a crowded agency landscape. Whether you’re running a small shop or a growing firm, Lisa’s insights are full of practical steps to help you stay relevant, get on the right shortlists, and keep your agency’s name in the room—even when you’re not. Key Bytes • Streamlining the agency review process is essential—both for marketers and agencies trying to avoid wasted time and energy. • Marketer-led reviews now make up 85% of the search landscape—agencies need to understand how to stand out in this evolving dynamic. • Trust and relationships are everything. People buy from people they trust, and lasting partnerships are built on emotional connection. • Agencies must treat themselves like their number one client. Prioritize your own marketing, just like you would for your best-paying account. • Referrals, recognition, and press coverage are key to visibility—smart PR can put your agency on a brand’s radar before the pitch even starts. • Great creative still wins. No amount of charm or strategy can replace standout work that delivers results. • Proactivity beats complacency. The biggest reason agencies lose clients? They stop showing up with ideas. • Personalized outreach beats “spray and pray.” Insightful, relevant communication gets attention—generic blasts get ignored. • Your network defines your success. The company you keep, the connections you nurture—they’re all part of the relationship-driven business we’re in. Chapters 00:00 Introduction to Agency Bites and Lisa Colantuono 01:44 Reinventing the Agency Search Process 04:21 Streamlining the Review Process 08:11 Trends in the Marketing Industry 12:26 Building Trust and Relationships in Agencies 18:10 The Importance of Reputation and Press Coverage 23:28 The Power of Recognition in Agency Work 25:06 The Importance of Account Management 26:39 Complacency: The Silent Account Killer 28:07 Proactivity in Client Relationships 29:33 Building Trust Through Networking 30:56 Emotional Connections with Brands 32:55 The Value of Insightful Communication 35:05 Understanding Client Pain Points 39:19 The Comprehensive Marketing Approach 40:09 Personal Insights and Life Lessons Lisa Colantuono is the President of AAR Partner. With nearly 25 years of experience, Lisa has helped marketers like Ancestry, Subaru, and Panera Bread connect with the right agencies to drive meaningful results. She’s a pioneer in modernizing the agency search process, the author of @AARLisa: New Biz in 140 Characters (or Less), and the host of the On Purpose podcast. Lisa is passionate about building impactful partnerships and shaping the future of the marketing industry. Contact Lisa on their website or on LinkedIn.