The Agency Profit Podcast

In this episode we're joined by the brilliant Blair Enns from Win Without Pitching to explore his innovative approach to new business for agencies. He shares some of the fundamentals required to sell based on value to command higher prices and close more deals. We also discuss how the sales process can make or break your delivery process by setting precedents in the client relationship and so much more. About Blair Enns Blair Enns is the author of The Win Without Pitching Manifesto and Pricing Creativity: A Guide to Profit Beyond the Billable Hour. He co-hosts, along with David C. Baker, and the podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship. Based in the remote mountain village of Kaslo, British Columbia, Canada, Blair lectures throughout the world on how creative professionals can win more business at higher prices and lower cost of sale.  Resources from Blair: Win Without Pitching Blog: [CLICK HERE] The Win Without Pitching Manifesto Book: [CLICK HERE] Pricing Creativity: A Guide to Profit Beyond the Billable Hour: [CLICK HERE] 2 Bobs Podcast: [CLICK HERE] Follow Blair Online: Website: [CLICK HERE] LinkedIn: [CLICK HERE] Twitter: [CLICK HERE]

In this episode Chris Martinez from DUDE agency joins us to share how he's found affordable agency talent in an unconventional place. We talk about the keys to successfully building an offshore team, details on DUDE's hiring process and keys to running a whitelabel agency. About Chris Martinez Chris Martinez is the CEO and Co-founder of DUDE which partners with digital agencies to provide them the people and processes to help them scale profitably. He's also the author of Hacking Mexico. Chris owned a digital agency for over 6 years and in 2013 moved all of his web design and development to Tijuana Mexico and it was a total game-changer for his agency. He quickly learned that Tijuana gives agencies all the benefits of outsourcing and none of the downsides. In 2017, Chris launched DUDE and is now providing the perfect outsourcing solution for digital agencies. Follow Chris Online LinkedIn: https://www.linkedin.com/in/chrismartinez13/ Website: https://dudeagency.io/ Instagram: https://www.instagram.com/dudeagency.io/ Facebook: https://www.facebook.com/dudeagency/ Email Chris: chris@dudeagency.io Book: https://www.amazon.com/Hacking-Mexico-Outsource-Development-Tijuana/dp/0692148485

In this episode Chris Johnson from Upscale Method joins us for a fireside chat to discuss how to chose between adding services or niching down, how to niche down, developing a sales strategy, optimizing for profitability and more. About Chris Johnson Chris Johnson is a Web Agency Coach in Canada and the founder of Upscale Method. His Agency helped his clients earn $160M+ in revenue over 12 years. Today he helps other web agencies in his agency coaching program where he teaches them how to scale their revenues quickly and land more high ticket clients. Follow Chris Online: Website: https://upscalemethod.com/ LinkedIn: linkedin.com/in/chrisjohnsonmarketing Facebook Group: https://www.facebook.com/groups/257690278442113/ Email: chris@upscalemethod.com

In this episode, Scott Gellatly from Scale My Empire joins us to discuss his experience helping 100's of service businesses, consultancies and agencies systemize their business to increase their profitability and scale faster. Tune is to hear us talk tools, process, org charts and everything in between. About Scott Gellatly Scott Gellatly has helped 100's of mid market businesses in Engineering, Marketing, IT and Consulting to scale by systemising their operations and project delivery through his company Scale My Empire. They build systems for fast growth, project services based businesses that are ready to transition into mid market. They do this by integrating people, process and technology together in a cohesive framework. Connect with Scott Online LinkedIn: https://linkedin.com/in/scottgellatly/ Website: https://www.scalemyempire.com/ email: go@scalemyempire.com

In this episode, Bob Ruffolo from IMPACT joins us to share the story behind IMPACT - an award winning marketing agency. Among his lessons, he shares the struggle of getting stuck in the 20 ish employee range, and how he finally broke out of that to grow to over 60 employees today. About Bob Ruffolo Bob is the founder and CEO of IMPACT, a company focused on helping people find success with inbound marketing through education, events, and agency services. In 2017, IMPACT was recognized as HubSpot's Partner Agency of the Year. Personally, Bob is a graduate of Central Connecticut State University and was inducted into their School of Business Hall of Honor in 2014 for entrepreneurial excellence. In the same year, he was also recognized as one of Hartford Business Journal's 40 Under Forty. Beyond being driven to grow IMPACT, Bob strives to be at the forefront of the inbound marketing movement and loves helping similar agencies execute their growth. In his spare time, he is a regular speaker at HubSpot's annual Inbound Conference and local universities, an active member of several entrepreneurial groups, and sits on the boards of local educational and community foundations. He is also an avid Yankees and Jets fan. Resources from Bob Jim Collins Books: http://bit.ly/JimCollinsBooks EOS System: https://www.eosworldwide.com/what-is-eos The Game of Business: http://bit.ly/GreatGameofBiz IMPACT Elite FB Group: http://bit.ly/IMPACTElite IMPACT LIVE: https://www.impactbnd.com/live Follow Bob Online Impact Website: https://www.impactbnd.com LinkedIn: https://www.linkedin.com/in/bobruffolo/ Twitter: https://twitter.com/BobRuffolo

In this episode, Kim Barrett shares some of the most important lessons from his journey growing Your Social Voice. He shares how things got out of hand, and how he scaled back his team, dramatically increased his profitability and systemized his business to take up less of his time. About Kim Kim Barrett is a world renown Social Media Marketer, focussing on Facebook. He Is an International Best Selling Author, Speaker and Trainer, having taught marketing around the world and helping businesses grow to 6 and 7 figures. He's also the founder of Your Social Voice, which helps businesses get heard on social media, and most importantly, build engagement, generate more leads and more sales. Follow Kim Online Website: http://www.kimbarrett.com.au/ Your Social Voice: https://www.yoursocialvoice.com.au Instagram: https://www.instagram.com/realkimbarrett/ Facebook: https://www.facebook.com/mrkimbarrett/

In this episode, Karl Sakas walks us through the differences in strategy for agencies who want to sell their business vs those who want to own it and fund their lifestyle. We talk specific metrics to measure & optimize, strategy changes and actionable tips to achieve your goals. About Karl Karl Sakas helps agency owners increase profits and reduce stress, by conquering growing pains. As a management consultant and executive coach at Sakas & Company, Karl has advised hundreds of agencies on every inhabited continent. He is the author of "Made to Lead," "The In-Demand Marketing Agency," and more than 300 articles on agency management on what we believe is one of the best agency blogs on the internet. When he’s not helping clients, Karl is an award-winning Past President of AMA Triangle and volunteers as a bartender on a 1930s railroad car. Resources from Karl Agency Growth Style (Lifestyle vs. Equity) blog: https://sakasandcompany.com/agency-growth-style/ Making yourself "needed but not necessary" blog: https://sakasandcompany.com/needed-but-not-necessary/ The "pile of crack" analogy, on sales pipeline strength: https://sakasandcompany.com/feast-or-famine/ Preparing to sell, by building a "Dream 100 Acquirer" list: https://sakasandcompany.com/get-acquired/ Free weekly tips: https://sakasandcompany.com/newsletter/ Agency Resource Library (50+ time-saving agency tools, templates, and SOPs): https://sakasandcompany.com/agency-resource-library/ Follow Karl Online Website: https://sakasandcompany.com/ Twitter: https://twitter.com/KarlSakas LinkedIn: https://www.linkedin.com/in/karlsakas/

In this episode, Andrew Dymski walks us through his process for creating beautifully documented processes your entire team can follow. We'll get into the how, who, when, where and why of documenting process, and cover some other great tips for agency scalability along the way. About Andrew Dymski Andrew is a Founder at ZenPilot where he helps marketing agencies buy back time by developing the processes and systems they need to scale without reinventing the wheel for every client. He's also co-host of the Agency Journey podcast where each week he interviews an agency owner, consultant, or author. He's also a founder at GuavaBox, an inbound marketing agency. Formerly he ran DoInbound, a software platform that helped agencies manage their projects and process and is truly a master when it comes to setting agencies up for scale and profitability. Follow Andrew Online Website: https://www.zenpilot.com/ Podcast: https://www.zenpilot.com/inbound-agency-journey Twitter: https://twitter.com/AndrewJDymski Linkedin: https://www.linkedin.com/in/andrewdymski/

In this episode, Robert Craven walks us through what he's learned from helping 100's of agencies develop market-proof strategies that lead their companies to success. From the long term vision and plan, to pricing and positioning and even how to plan and communicate to your team, we cover it all. About Robert Robert Craven is the bestselling author of 8 books on how to grow a profitable service business, including his newest book "Grow Your Digital Agency". He's also an international keynote speaker, the director of the Google Partners Business Coaching Program, the President of the GYDA Initiative (Grow Your Digital Agency) and the President of the Director's Center. Needless to say, he's a respected authority when it comes to helping agencies reach peak performance and has helped 100's do so through his consulting, training programs and content. Resources from Robert GYDA Book: http://bit.ly/GYDABook Free GYDA Facebook Group: http://bit.ly/GYDAFBGroup Follow Robert Online Website: https://robert-craven.com Twitter: https://twitter.com/Robert_Craven Linkedin: https://www.linkedin.com/in/robertcraven/

In this episode, CEO and founder of Proposify Kyle Racki joins us to share the story of how he transitioned from running an agency to running a fast-growing startup. You'll hear the pitfalls to avoid, some great advice for mitigating risk and a few pro tips on sending better proposals. ** About Kyle Racki** Kyle Racki is the CEO and Founder of Proposify, an angel investor, speaker, host of the LTV Podcast and author of his newest book: Free Trials and Tribulations - How To Build A Business While Getting Punched In The Mouth. He went from running a small digital agency back in the early 2000's to building a software platform as a side project that eventually turned into Proposify, a company that now serves over 6,000 businesses worldwide. ** Follow Kyle Online** Website: https://www.kyleracki.com/ Proposify: https://www.proposify.com/ Twitter: https://twitter.com/kyleracki New Book: https://www.kyleracki.com/book/