Owning the Outcome

John Elmer, CEO of Bayard Bradford, leads with a sales-first approach to their marketing services. John teaches us why helping clients build the system to store, manage, and close sales opportunities is so important before driving marketing leads—and how you can help improve clients’ ROI metrics with a sales-first approach.

Joining us this episode is Sheila Mitham: CEO of Inbound Fintech. Serving primarily in the B2B space, Sheila educates us on how she incorporates thought leadership into her client engagements to address customer pain-points and build valuable, credible content.

Alexandria Hart, founder of Good Joo Joo, joins us to talk scope creep: what it is, how to avoid it, how to course correct when it happens, and how to leverage it into a conversation around extending an SOW.

Travis White, Managing Director of Neighbourhood, just recently rebranded his agency. Formally known as The Raiders, Travis talks through his motivations for a rebrand, how he knew it was time, how he handled the full rebrand process, and what the next steps are for the new brand.

We make it back home to Boston, where Damien Cabral of TribalVision shares how his agency was able to improve their profitability. Specifically, how they’ve created formalized career paths to improve employee retention, how they’ve built an expansive freelancer partner network for low cost delivery, and how they introduced a lower-tiered retainer price point to help combat client churn rates.

As CEO of Campaign Creators, Bob’s story is an interesting one: in 2016, Bob had an employee embezzle three hundred thousand dollars from his agency’s payroll account. In this episode, Bob shares this story in full and how he was able to rebuild his agency by refining his services, building more structured processes, and updating the way their source and qualify candidates.

Mike and Nikole Rose of Mojo Media Labs join us to talk about open book financial management: a practice in which Mojo shares their financials with the team to have everyone think like business owners. We talk about why they incorporated this financial transparency, how it’s impacted the organization, and how interested agencies can get started themselves.

We head to Dallas, Texas where Scott Baradell of Idea Grove sits in to teach us how he successfully made the transition from traditional PR to digital marketing. He explains why he moved from PR to a full menu of digital services, how his processes and team structure changed to account for this transition, and why PR and digital marketing are a great fit for pairing together.

It’s no secret: clients have become more tech savvy and in tune with the digital landscape, which has the opportunity to add friction to your team’s ability to consult and drive strategy. Paul Brienza from Laughlin Constable explains what this growth in sophistication looks like, how he has tweaked his model to account for these advancements, and how he prioritizes continuous improvement for his team.

In this episode, Jill Wilson of Simple Machines Marketing drops by to discuss the value her agency has found in finding their niche. She explains how aligning around a niche can positively impact marketing, sales, and service. We then dig into running workshops and why “getting a look under the hood” is so valuable for her team.