Agency Bytes

Featuring: Chip Griffin, SAGA In episode 095 of Agency Bytes, I’m joined by Chip Griffin, founder of the Small Agency Growth Alliance (SAGA). With over 30 years of experience as an agency owner and entrepreneur, Chip shares how small PR, marketing, and creative agency owners can build businesses they truly love. We dig into some of agency owners' pitfalls, including why chasing “copycat goals” and outdated benchmarks often leads to burnout, and why focusing on profit and personal satisfaction is key. Chip also breaks down his “floor-to-ceiling” pricing model, the importance of time tracking, and how finding focus (a.k.a. niching) can make your agency more efficient and profitable. Plus, we discuss how owners can step back from the grind and take control of their day-to-day. If you’re ready to rethink your approach to running your agency, this episode is packed with actionable tips to help you grow sustainably and love what you do. Tune in now! Key Bytes • Commit to building a business you want to own. • Define personal goals to shape your agency. • Focus on profit, not just revenue or headcount. • Time tracking is essential for understanding costs. • Pricing should be based on project budgets and value. • Finding focus helps improve efficiency and results. • Agency owners often work too many hours on the wrong tasks. • Control your day to enhance satisfaction. • Selling an agency is often not a life-changing event. • Life is too short to be miserable in your work. Chapters 00:00 Introduction to Agency Growth 06:36 The Importance of Time Tracking 12:51 Pricing Strategies for Agencies 19:23 Common Pain Points for Agency Owners 25:19 Rapid Fire Questions and Final Thoughts As the founder of the Small Agency Growth Alliance (SAGA), Chip Griffin helps small PR and marketing agency owners build businesses that they want to own. He works with them to grow profits, eliminate overwork, and improve their overall satisfaction. As an experienced entrepreneur and agency owner himself, Chip shares the wisdom of his successes and the lessons from his failures. He understands the challenges and opportunities that face agency owners because he sat in the same chair and faced similar decisions. Chip joined his first agency 30 years ago as a Junior Account Executive and has had an appreciation for the highs and lows these firms have experienced ever since. Contact Chip on his website or on LinkedIn.

Featuring: Chris DuBois, Dynamic Agency OS In episode 094 of Agency Bytes, I had the pleasure of sitting down with Chris Dubois, a seasoned marketing expert and non-founder CEO. Chris shares his fascinating journey from being an infantry officer to leading a successful agency that not only got recognized as an Inc 5000 honoree but also earned the prestigious Two Comma Club award. During our conversation, Chris dives deep into the Dynamic Agency OS, his framework for helping agencies achieve alignment and growth. Key areas of focus from the podcast include: • Transformational Leadership: How Chris advanced from head of operations to CEO and his insights on effective leadership. • Strategic Specialization: The importance of niching based on problem-solving and creating differentiated offers. • Team Optimization: Evaluating and leveraging team strengths to maintain high standards and improve agency culture. • Quarterly Planning: The benefits of conducting quarterly strategy sessions to stay aligned with client goals and maintain focus. • Practical Tools: Chris's take on invaluable tools like the AI-powered calendar tool, Motion, and its impact on productivity. Tune in to explore valuable strategies and actionable insights that can help marketing agency owners thrive and grow their businesses. Key Bytes • Chris DuBois transitioned from military service to agency leadership. • The Dynamic Agency OS framework focuses on operators, offers, and operations. • Agencies often struggle with client requests outside their expertise. • Leadership in agencies is about maintaining a strong culture and standard. • Hiring the right people is crucial for delivering quality work. • Understanding client needs requires digging deeper into their problems. • Quarterly strategies help keep clients focused and accountable. • Soft skills can be broken down into quantifiable hard skills for training. • Delegation is key for agency owners to focus on growth. • Networking with other experts can provide valuable insights and solutions. Chapters 00:00 Introduction to Agency Bites and Chris DuBois 06:32 The Dynamic Agency OS: A Framework for Success 12:51 Navigating Client Requests and Agency Expertise 23:39 Personal Insights and Recommendations from Chris DuBois Chris DuBois helps marketing agencies build a solid go-to-market foundation while avoiding common roadblocks by aligning business design with personal goals through the Dynamic Agency OS. A former head of operations and non-founder CEO at an agency, he is an INC 5000 honoree and 2 Comma Club awardee. Contact Chris on his website or on LinkedIn.

Featuring: Jonathan Stark, Ditcherville In Episode 093 of Agency Bytes, I sat down with Jonathan Stark — a former software developer turned pricing consultant — to dig into a topic that trips up so many agencies: hourly billing vs. value-based pricing. Jonathan shared how he made the shift from trading time for money to focusing on the value his work delivers. What started as a few talks with agencies grew into a full-blown movement — writing books, delivering content, and building a thriving community of creative professionals ditching the hourly model. We talked about why hourly billing holds agencies back, the importance of deeply understanding client needs, and how to craft pricing options that reflect the true value you provide. Jonathan’s insights on uncovering client motivations and taking a more strategic approach to pricing will help you build stronger client relationships and increase profitability. If you’re tired of being stuck in the “billable hour” mindset, this episode is packed with actionable advice you won’t want to miss. Key Bytes • Hourly billing limits income potential. • Understanding client outcomes is crucial for pricing. • Scope should be defined after understanding client needs. • Value-based pricing can lead to higher profits. • Creating multiple pricing options can attract clients. • Time tracking is unnecessary in a value-based model. • Client motivations should drive the sales conversation. • Different levels of engagement affect pricing strategies. • Value pricing enhances client relationships. • Being unique in your offering is essential for success. Chapters 00:00 Introduction to Ditching Hourly Billing 06:01 Understanding Client Needs and Outcomes 11:45 Creating Pricing Options for Clients 17:47 Uncovering Client Motivations 23:54 The Home Run of Value Pricing Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals. Connect with Jonathan and learn about ditching hourly on his website.

Featuring: Armin Vit, Brand New In Episode 092 of Agency Bytes, I had the absolute pleasure of interviewing Armin Vit, co-founder of Under Consideration and editor of the wildly popular blog Brand New. As someone who’s followed Armin’s work for nearly two decades, this was a bucket-list conversation for me. We dove into the early days of design blogging and how Brand New evolved from a passion project into a thriving subscription-based business. Armin shared why he and his partner Bryony chose to lean into events and community-building over running a traditional design agency — and how that shift has shaped their success. We also got into some fun topics like logo trends, what makes a redesign impactful, and how design can spark conversation. But what really stood out were Armin’s insights for agency owners — from taking calculated risks to staying organized with something as simple (and powerful) as spreadsheets. If you’re an agency owner or a design enthusiast, you won’t want to miss this episode. Armin’s perspective on balancing creativity, business, and community is inspiring and packed with practical takeaways. Key Bytes • The transition to a subscription model was driven by the pandemic. • In-house design is gaining recognition and importance in the industry. • The Brand New blog has evolved in writing style and audience engagement. • Airbnb's logo change is a prime example of design conviction. • Design trends often emerge simultaneously across the industry. • Community engagement through events is a key passion for Armin. • Calculated risks are essential for agency growth and survival. • Spreadsheets help organize thoughts and data effectively. • The design industry is shifting towards valuing in-house talent. Chapters 00:00 Introduction to Armin Vit and Under Consideration 08:10 Passion for Events and Community Engagement 15:01 The Brand New Blog and Its Evolution 20:59 Identifying Design Trends in Real Time 30:01 Valuable Business Advice for Agency Owners Born and raised in Mexico City, Armin Vit is a graphic designer and writer now living in Bloomington, IN. He is co-founder of UnderConsideration, a graphic design firm generating its own projects, initiatives, and content. He is the editor and primary writer of the popular blog Brand New. Along with his wife and business partner, Bryony Gomez-Palacio, he is the co-organizer and co-host of the Brand New Conference (established in 2010) as well as of First Round (established in 2018) and In-house In-focus In-person (launching in 2025). Cumulatively they have curated a selection of more than 450 individual speakers and hosted more than 12,000 attendees since 2010. Contact Armin on any of his Instagram accounts: Personal, Brand New, In-House In-Focus, Brand New Conference, or on the Under Consideration website.

Featuring: Brad Farris, Anchor Advisors In episode 091 of Agency Bytes, I had the pleasure of chatting with Brad Farris from Anchor Advisors about one of the biggest challenges agency owners face — scaling their businesses. Together, we dig through some of the must-have habits that a CEO needs to find their version of success. We dove into the mindset shifts that are crucial for growth, the tricky transition from being a consultant to stepping into a true coaching role, and why trust is absolutely essential when it comes to delegation. Brad shared some incredible insights on how agency owners can break through that million-dollar revenue barrier, find real satisfaction in leadership, and avoid the endless cycle of overwork that so many of us fall into. We also talked about building a healthy work culture and how shifting your perspective can make all the difference in solving problems. And of course, we wrapped things up with some rapid-fire questions to get a few personal insights from Brad — always a fun way to end the conversation! It’s a great episode packed with value, and I can’t wait for you to listen. Key Bytes • Success is driven less by what you do than who you decide to be. • The biggest hurdle to growth is often internal. • Transitioning from doing to orchestrating is crucial for agency growth. • Micromanaging can lead to decreased performance in teams. • Finding satisfaction in seeing others succeed is key. • Overworking does not equate to better results. • Taking breaks can simplify overwhelming problems. • A healthy work culture is essential for team morale. • Trusting your team is vital for effective delegation. • It's important to recognize that not everything is as critical as it seems. Chapters 00:00 Introduction to Agency Growth Challenges 03:02 Mindset Shift: From Consulting to Coaching 05:50 Overcoming the Million-Dollar Barrier 08:58 The Importance of Trust in Delegation 12:07 Finding Satisfaction Beyond the Craft 15:07 Breaking the Cycle of Overwork 18:01 The Power of Perspective in Problem Solving 20:58 Creating a Healthy Work Culture 23:51 Rapid Fire Questions and Closing Thoughts Brad Harris from Anchor Advisors is known for helping agency and expert firm owners grow through the $1M—2M barrier to become thriving $3M —$5M agencies. For over twenty years, Brad has worked alongside agency owners to help them sharpen their focus, raise their prices, and hire better people so that their firms can scale. In his work with hundreds of agency owners, he’s learned that success is driven less by what you do than who you decide to be, and the biggest hurdle to your agency’s growth is between your ears. Contact Brad on his website, or take his leadership assessment.

Jon Tsourakis, co-owner and president of Oyova, shares his inspiring journey from construction to marketing leadership. He discusses the agency's evolution and the challenges faced during economic downturns. Jon highlights the importance of niche marketing and personalized service in retaining clients. Future growth strategies include specialization and potential acquisitions. The conversation wraps up with light-hearted rapid-fire questions revealing personal insights and practical business tips.

Featuring: Dan Englander, Sales Schema In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market. Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations. We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side. If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you! Key Bytes • Many agencies rely too much on referrals for growth. • Lack of time and clarity are major stumbling blocks for agency owners. • Outbound sales should start as a clarity-building exercise. • Agencies should define their target markets and specialize. • Building trust is crucial in a competitive landscape. • Leveraging connections can enhance outreach effectiveness. • Automation in sales processes is essential but quality matters. • Most agency clients have owner-led sales teams. • It's important to build a sales system before hiring a salesperson. • Understanding sales cycles is key to setting expectations. Chapters 00:00 Introduction to Agency Growth Strategies 01:50 The Importance of Strategic Sales Planning 04:41 Overcoming Common Agency Growth Challenges 09:10 Building Trust in a Competitive Landscape 12:52 Leveraging Connections for Effective Outreach 15:24 The Role of Automation in Sales Processes 18:46 Creating a Sales System Before Hiring 21:55 Understanding Sales Cycles and Expectations 26:51 The Human Element in Sales Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Contact Dan on his company website, LinkedIn, Facebook, or personal LinkedIn.

Featuring: Mario Lanzarotti, Zen-Preneurs In this episode of Agency Bites, I sat down with Mario Lanzarotti, a business strategist who transformed his entrepreneurial journey through mindfulness and personal growth to focus on joy and making an impact. Mario shared his powerful story of starting an e-commerce business in New York, experiencing a pivotal panic attack that led him to meditation, and ultimately discovering the importance of emotional processing and redefining success. Through practices like Transcendental Meditation and plant medicine ceremonies, Mario developed his Zenpreneur method, which emphasizes that who you are being is more important than what you are doing. We dove deep into how entrepreneurs can break free from the hustle culture, process underlying emotional barriers, and create a more intentional, fulfilling business path. Mario's journey is a testament to the power of choice, inner work, and understanding that true success goes far beyond financial metrics. Key Takeaways • Mario's journey began in New York City with an e-commerce brand. • Entrepreneurship is often perceived as a path to freedom. • Stress can lead to a realization that something is off in life. • Meditation provided Mario with a tool to regain control. • Success is not just about financial gain but also personal happiness. • The Landmark Forum helped Mario understand the power of choice. • Agency owners often feel overwhelmed by information overload. • Emotional processing is crucial for personal and professional growth. • Redefining success can lead to a more fulfilling life. • Who you are being is more important than what you are doing. Chapters 00:00 Introduction to Zenpreneurship 01:00 Mario's Entrepreneurial Journey 04:31 The Turning Point: From Stress to Meditation 10:30 Discovering the Power of Choice 15:05 The Shift from Hustle to Zen 20:04 Emotional Processing and Personal Growth 25:13 Redefining Success Beyond Money 30:05 The Matrix of Entrepreneurship 32:07 Rapid Fire Questions and Closing Thoughts Mario Lanzarotti is a pioneer in transforming the way agency owners scale their businesses, combining high-performance strategies with inner peace and sustainable success. After successfully exiting his first company, Awl & Sundry, in 2019, Mario embarked on a global journey that led to the creation of the Zenpreneur method—an innovative approach that empowers entrepreneurs to achieve 7-figure success without sacrificing their well-being. Today, Mario is leading a movement that redefines entrepreneurial success by integrating wealth creation with self-mastery and mindful leadership. He specializes in guiding agency owners from overwhelmed solopreneurs to confident CEOs who build scalable businesses while maintaining freedom, control, and a lasting impact. With over 1,000 business owners coached, Mario has left an indelible mark on the entrepreneurial community. His TEDx talk, which has amassed over 2 million organic views, underscores his groundbreaking methods for accelerating business growth while fostering a balanced, fulfilling lifestyle. Mario’s mission is to help agency owners break free from the grind culture, scale with purpose, and create businesses that not only thrive financially but also contribute positively to their lives and the world around them. Contact Mario on his website or on LinkedIn.

Featuring: Peter Kang, Barrel Holdings In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella. We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter. He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching *Agency Habits*, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about. This episode is packed with actionable insights and inspiration—don’t miss it! Key Takeaways • Peter Kang co-founded Barrel in 2006 with a focus on digital transformation. • The agency evolved to specialize in e-commerce, particularly Shopify. • Barrel Holdings was created to manage multiple agencies under one umbrella. • Transparency in communication has been a core value for Peter and his team. • The Omakase experiment allowed clients to receive branding for free, building a portfolio. • Separate agencies allow for tailored staffing and focused strategies. • Agency Habits aims to share resources and insights among agency operators. • Building relationships is crucial for long-term success in business. • The importance of passion-driven work over purely strategic planning. • Peter emphasizes the need for a succession plan in agency leadership. Chapters 00:00 Introduction to Agency Bites and Peter Kang 05:10 Focusing on E-commerce and Shopify 10:16 The Strategy Behind Separate Agencies 14:35 The Importance of Transparency in Communication 16:20 The Omakase Experiment: A Bold Approach 23:01 Building a Diverse Agency Portfolio 24:56 Launching Agency Habits: A New Venture 28:41 Rapid Fire Questions and Personal Insights Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses. Contact Peter at Barrel Holdings, his personal website, or on Agency Habits.

Christian Banach, a seasoned business development expert who transitioned from concert promotions to agency consulting, shares invaluable insights. He discusses the transformative power of relationship marketing and the vital role of positioning and specialization. The conversation highlights actionable strategies for building effective newsletters to maintain thought leadership and engage audiences. Additionally, Christian explores the nuances of lead generation in a post-COVID world and suggests using AI tools to enhance productivity while nurturing authentic relationships.