The Innovative Agency

Today’s episode of The Innovative Agency Podcast is a must-listen if you’ve ever found yourself staring down an empty pipeline, wondering where your next opportunity will come from. Sharon Toerek is joined by Tom Martin, Founder and CEO of Converse Digital.  Tom doesn’t pull punches when it comes to one of the most critical and overlooked agency challenges: consistent business development in an unpredictable market. Tom discusses why “hope is not a strategy” and delivers practical, proven frameworks that help agencies build resilient pipelines.  From earning trust by teaching, to positioning your agency with purpose, to using scarcity as a strategic lever, this conversation is loaded with insights you can act on. If your agency’s growth feels reactive instead of intentional, this conversation is a masterclass in getting ahead, and staying ahead. What you will learn in this episode:  Why hope is not a strategy when for sustaining agency business development, and what to do instead How economic uncertainty is impacting marketing agencies’ pipelines, and how to respond proactively instead of reactively The importance of teaching instead of selling during the business development process to deepen client trust and credibility How to consistently remain top of mind with potential clients without feeling pushy or salesy What it really takes to build predictable growth Strategic approaches to harness agency specialization and showcase expertise Being intentional about client fit and practicing scarcity can actually improve your negotiating power and long-term agency health Bio Tom Martin is a no-nonsense, straight-talking business development expert with over 30 years of experience helping agencies turn conversations into customers. As the author of The Invisible Sale and Founder of Converse Digital, Tom has built a career on demystifying persuasion, showing agencies how to earn trust, capture attention, and drive action—without relying on outdated sales tactics. An internationally recognized keynote speaker, Tom blends marketing, psychology, and technology to teach agencies how to Painlessly Prospect for their next great client. Resources: Website: https://conversedigital.com/ LinkedIn Personal: https://www.linkedin.com/in/tommartinjr/ LinkedIn Business: https://www.linkedin.com/company/conversedigital/ Facebook: https://www.facebook.com/ConverseDigital X: https://x.com/tommartin Agency Business Development Solutions: https://conversedigital.com/agency-business-development-resources The Invisible Sale: https://conversedigital.com/product/the-invisible-sale

Leading a fast-growing agency comes with unique challenges. How do you scale at speed without losing your culture, your talent, or your edge? This special milestone episode of The Innovative Agency Podcast (we’ve hit 300 episodes today, all!) features Stephanie Spicer, President of Luquire, an agency recognized for its rapid growth and innovative leadership.  Stephanie candidly discusses Luquire’s strategic approach to combining intentional goal-setting, transparent leadership, and a values-driven culture to fuel sustainable growth. She also shares the real-world practices behind fostering team passion, embracing “kindor” (kindness + candor), and navigating the risks and opportunities that emerge when agency growth accelerates. Bio Guided by instinct and driven by data, Stephanie Spicer helps clients win by developing a clear roadmap for success—and then making it happen. Before assuming the role of President at Luquire in 2020, Stephanie was responsible for establishing and developing the agency’s strategy department, integrating cross-agency disciplines including platform development and positioning, digital strategy, and qualitative and quantitative research initiatives into one cohesive service line. With a rare talent for keeping an eye on the big picture while never losing sight of the details, Stephanie has a proven track record of developing growth-driving strategies for brands large and small, including Oreo, Advil and Botox. What you will learn in this episode:  How to set and communicate ambitious growth goals that energize your entire agency team Why fast agency growth demands both luck and intentional planning, and how to strike that balance The critical link between transparent leadership and effective scaling in today’s agency environment Strategies for fostering a thriving culture that attracts, retains, and inspires top talent How to operationalize your agency’s core values in recruiting and daily work Why “organic growth” isn’t just leadership’s job and how to make client happiness a collective effort The keys to having difficult, honest conversations with clients Resources: Website: https://luquire.com/ LinkedIn Personal: https://www.linkedin.com/in/stephaniespicerluquire/ LinkedIn Business: https://www.linkedin.com/company/luquire/ Facebook Business: https://www.facebook.com/luquireagency/ X: https://x.com/luquireagency  

This episode of The Innovative Agency Podcast welcomes back Karl Sakas, a familiar and trusted voice in the agency world. Through Sakas & Company, Karl offers custom consulting, executive coaching and training programs and products to help agency owners “up-level” at their agency. He joins this episode of The Innovative Agency to share powerful and practical strategies straight from his latest book, Calm The Chaos, for agency leaders juggling relentless client demands and economic pressures.  Knowing where to turn first to restore calm and focus can feel like a big challenge. Karl’s tips can help your agency get chaos under control, delegate work intentionally, and build stronger teams. If you’re searching for practical ways to regain control and lead your agency with less stress, this episode offers tactics you won’t want to miss. What you will learn in this episode:  The most common sources of chaos and stress for agency leaders and which issues are surging right now Karl’s 10-part framework for calming agency chaos, with a focus on actionable leadership and management tactics The difference between reckless and intentional delegation, and how to avoid creating more problems through abdication The critical role of empowering a strong number two and a reliable assistant as your agency scales Practical methods for protecting your time as a leader How to build a culture of accountability and set clear benchmarks for performance improvement before it’s too late Karl Sakas helps independent agency owners Work Less and Earn More, while rewarding their best team members. Drawing on his background in agency operations and leadership, Karl has personally advised hundreds of agencies on every inhabited continent. He is the author of four books—including Work Less, Earn More and Calm the Chaos—and hundreds of articles on agency growth. When he’s not helping clients, Karl volunteers as a bartender on an antique train. Resources: Website: https://sakasandcompany.com/  LinkedIn Personal: https://www.linkedin.com/in/karlsakas/  LinkedIn Business: https://www.linkedin.com/company/sakas-&-company/ Facebook: https://www.facebook.com/SakasAndCompany/  Twitter: https://twitter.com/karlsakas  Instagram: https://www.instagram.com/SakasandCompanyTeam/ Calm the Chaos:10 Ways to Run a Better Agency: https://sakasandcompany.com/lp/calm-the-chaos-book/

In this episode of The Innovative Agency, Sharon Toerek is joined by Ellen Praytor Faulkner, CEO of Lewis Communications, a performance marketing powerhouse with deep roots and a forward-thinking edge. Ellen opens up about what it really takes to lead an agency through transition, stepping into the CEO role in the wake of COVID and steering through the ripple effects of economic headwinds and rapid tech shifts.  She shares hard-earned insights on guiding both teams and clients with empathy, clarity, and a firm grip on strategy. Ellen shares why those traits aren’t just nice to have, but essential for agency growth and client success. What you will learn in this episode:  The real challenges and opportunities agency leaders face during periods of transition and change How to set priorities and expectations when stepping into new leadership role at a legacy agency  Why empathy, transparency, and hybrid upskilling have become core agency leadership tools Creative approaches for agencies to add value as partners when clients’ in-house teams are also struggling to adapt The hidden pitfalls of performance marketing and how agencies can structure compensation to protect themselves while delivering client results How agencies can build lasting client relationships by embracing a “walk-alongside” mentality in today’s performance-driven market The make-or-break importance of candid conversations around expectations, resources, and what true success looks like for both agency and client Ellen Faulkner looks forward, never backward. She drives innovation and change at Lewis and never allows the agency to settle for last year’s solutions. She understands how marketing has evolved, is constantly innovating on the agency's offerings, and is a driving force in clients’ growth at pivotal moments in their history. Ellen has led groundbreaking work for a vast range of clients during her 33+ years with the company, working across D2C and B2B brands in various industries including outdoor recreation, healthcare, education, lifestyle, and the financial sector. Resources: Website: https://www.lewiscommunications.com/ LinkedIn Personal: https://www.linkedin.com/in/ellenpraytorfaulkner/ LinkedIn Business: https://www.linkedin.com/company/lewis-communications/ Facebook Business: https://www.facebook.com/LewisCommunications/  

Today on The Innovative Agency Podcast Sharon Toerek is joined by Lindsey DeWitte. Lindsey is Chief Impact Officer at BarkleyOKRP, one of the largest independent agencies in the country.  With economic and political headwinds reshaping the landscape, agency leaders are being called to step up in new ways, as steady hands for their clients and as champions of meaningful, values-driven work.  Lindsey shares why she remains optimistic about the future, how BarkleyOKRP approaches purpose-driven work as a certified B Corp, and offers practical guidance for navigating client relationships and team dynamics in turbulent times. If you’ve wondered how to keep your agency focused, resilient, and true to its values when everything feels in flux, this episode is for you. What you will learn in this episode:  How purpose-driven agencies can navigate economic and political uncertainty without losing sight of their core values Strategies for guiding clients through shifts in societal tone and consumer expectations The critical role of transparency, DEI, and sustainability in building resilient agency cultures Practical approaches to restarting and deepening client conversations during periods of rapid change The increasing importance of risk assessment for agency and client stability The shifting landscape for independent agencies and what the next 12 months could hold for the industry Lindsey DeWitte is President of PR and EVP of Purpose+Sustainability at Barkley, one of the largest independent creative idea companies in the U.S. Helping brands define, live and share their brand purpose has been a common thread in her work for brands, corporate foundations and NGOs like Estee Lauder, Kohl’s, Lee Jeans, the Staples Foundation, March of Dimes and Susan G. Komen and Fruit of the Loom, Inc.  Lindsey has helped build a sought-after purpose practice at Barkley due to her team’s integrated approach of elevating corporate initiatives, pulling purpose back into the brand DNA and creating sustainability strategies that mobilize both internal and external audiences. She was an integral part of Barkley becoming a Certified B Corporation™, a designation that complements what Barkley already does for clients — helping them build "whole brands." Resources: Website: https://www.barkleyus.com/ LinkedIn Personal: https://www.linkedin.com/in/lindseydewitte/ LinkedIn Business: https://www.linkedin.com/company/barkley-okrp/

This episode of The Innovative Agency Podcast welcomes agency veteran and Bizzuka CEO John Munsell for a no-fluff conversation about what it really takes to lead an agency through the AI revolution. Drawing on decades of experience and real-world trials, John shares the hard truths and smart moves behind his transition from traditional agency life to the forefront of AI integration. As agencies wrestle with talent retention and the breakneck pace of tech change, John explains why so many teams feel unprepared for AI, and what agency leaders must do to change that. His insights go beyond the hype, offering practical strategies to help you cut through the noise, empower your team, and make AI part of your agency’s everyday workflow. If you're feeling the gap between AI’s promise and your agency’s current reality, this episode delivers clear strategies to help you bridge it. What you will learn in this episode:  Why most agency leaders feel unprepared for the realities of AI adoption and the disconnect this creates within their teams The hidden reason agencies have a natural advantage when it comes to building excellence with AI tools First steps small and midsize agencies can take right now to accelerate AI integration Key legal and confidentiality considerations when integrating generative AI into your agency’s workflows Why agencies must shift their mindset from selling hours to selling outcomes if they want to thrive in the era of AI Strategies for having transparent, value-focused conversations about AI with agency clients John Munsell is the co-founder and CEO of Bizzuka, an AI consulting and training company based in Lafayette, LA. John is a recognized voice in the artificial intelligence (AI) space having influenced over 200 business leaders in their use and adoption of AI over the past three years. Recognizing AI's potential early on, John integrated it into all of Bizzuka's business processes. In 2022, John pivoted Bizzuka's entire business model to help companies grow faster and retain more employees through strategic AI use. His thousands of hours mastering AI technologies led to the creation of the AI Strategy Canvas™ and Scalable Prompt Engineering™. These frameworks have transformed AI efficiency in business and have been adopted by forward-thinking institutions, including Louisiana State University, which now mandates them in AI-related degree programs. Resources: Website: https://www.bizzuka.com/ LinkedIn Personal: https://www.linkedin.com/in/jwmunsell/ LinkedIn Business: https://www.linkedin.com/company/bizzuka/ X: https://x.com/johnmunsell

Today's episode of The Innovative Agency explores the real story behind brand with Justin Hoot, Partner and Director of Client Services & Growth at Chicago’s Someoddpilot. This isn’t your typical conversation about logos and taglines; we’re talking brand as culture, as community, as a living, breathing relationship between agencies and their clients. Justin pulls back the curtain on why so many brands get stuck in the past, and what it really takes to help clients reimagine who they are and what they stand for. If you've ever felt the frustration of a brand that refuses to evolve, you’ll walk away with fresh insights and a few aha moments you can put to work immediately. What you will learn in this episode:  The biggest missteps agencies make when nurturing client brands, and how to avoid them How to have tough conversations with clients who are entrenched in outdated brand perceptions Strategies for aligning stakeholders and decision-makers around a cohesive brand vision The evolving role of brand in a marketing landscape dominated by data, AI, and automation How user-generated content and community-building are reshaping brand engagement Tips for boutique agencies on managing project margins without sacrificing client relationships What AI can and cannot replace Bio Justin Hoot heads up new business efforts and client services at Someoddpilot. His account and production teams translate business, consumer, and brand goals into cohesive solutions, and ensure the highest standards of creative output, communications, and project management for our partners.  Justin’s graduate degree in integrated marketing and background in music, entertainment and consumer brands positions our clients on the leading edge of all the most relevant consumer channels and touchpoints. Resources: Website: https://someoddpilot.com/ LinkedIn Personal: https://www.linkedin.com/in/justinhoot/ LinkedIn Business: https://www.linkedin.com/company/someoddpilot/

Today The Innovative Agency Podcast welcomes Patrick Taggart, Chief Creative Officer of SkyBlue Creative, for a candid conversation about the power and challenges of video in modern brand storytelling.  As agencies face questions about authenticity, AI, and the pressure to “go big” with video content, Patrick explores his approach to unscripted, conversational video that brings out the genuine stories behind brands.  He shares how agency leaders can confidently guide clients through the video creation process, avoid common pitfalls, and utilize video as a tool for both growth and connection. If you’ve ever wondered how to make your agency’s video content stand out without falling into the trap of over-scripting or over-thinking, this episode is a must-listen. What you will learn in this episode:  Why unscripted, conversational video outperforms overly polished content in building authentic brand connections How the increasing demand for video is changing client expectations and agency production roles Common fears clients have about being on camera and how agency leaders can help clients overcome them Strategies for identifying the best on-camera storytellers Best practices for successful agency-to-agency collaborations with video production partners Bio Pat Taggart is the Founder and Chief Creative at SkyBlue Creative. A documentary filmmaker, Pat takes a completely fresh approach to traditional, cringeworthy corporate videos that don’t feel authentic, and that helps his client create impactful content that moves the needle for organizations of all sizes and industries. In addition to being a video creator, Pat is a highly-rated speaker for organizations like YPO and EO, educating leaders on how they can use video to attract and engage employees and customers. That includes plenty of tips on how to create winning content in-house without the need for a pro like himself. Resources: Website: https://www.skybluecreative.com/ LinkedIn: https://www.linkedin.com/in/pat-taggart-1a25a595/

In this episode of The Innovative Agency Podcast, Sharon Toerek sits down with serial entrepreneur Erik Olson, CEO of several thriving digital marketing agencies. Erik pulls back the curtain on his journey from running a single agency to building a powerful network under a holding company model. Erik shares the bold choices behind specialization versus diversification, and how each path impacts growth, scalability, and long-term sustainability for agencies. His entrepreneurial insights offer both a blueprint and a forecast for agency leaders eager to explore new frontiers. What you will learn in this episode:  The decision-making process behind choosing to niche and the fear of alienation Challenges and lessons learned from spinning off and growing multiple agencies The importance of maintaining a financial safety net when considering business expansions or changes Insights into the creation and successful operation of a holding company that includes multiple specialized agencies The balance between specializations and diversification in building a resilient marketing agency The role of intellectual capital in expanding agency capabilities The future of agencies in light of technological advancements like AI Bio Erik J. Olson is a seasoned entrepreneur and the Founder and CEO of a growing portfolio of digital marketing agencies, including Array Digital, Rival Digital, and Crush Digital. While each agency specializes in helping specific industries such as law firms, HVAC contractors, and medical professionals, Erik’s vision extends far beyond day-to-day marketing. His ultimate goal is to build a $100M holding company by 2030. Resources: Website: https://linktr.ee/erik.j.olson LinkedIn Personal: https://www.linkedin.com/in/iamerikjolson/  LinkedIn Business: https://www.linkedin.com/company/business-of-agency-mastermind/ X: x.com/iamerikjolson Million Dollar Journey: https://www.amazon.com/Million-Dollar-Journey-seven-figure-business/dp/B08X6DXB3M

On this episode of The Innovative Agency Podcast, Sharon Toerek explores the game-changing impact of AI in marketing agencies with guest Mike Todasco—former VP of Innovation at PayPal and now a professor at San Diego State University.  This episode tackles the big questions: How can AI elevate agency-client relationships? Where do the biggest opportunities (and risks) lie?  Mike shares how to cut through the hype to uncover practical, real-world strategies agencies can use to stay ahead, adapt, and harness AI for greater innovation and profitability. What you will learn in this episode:  The difference between average and exceptional content in the age of AI Why prompt engineering is a game-changer for agencies Risks and rewards of adopting AI for content creation What clients are looking for in AI-savvy agencies Strategies for agencies to maintain their competitive edge by embracing innovation The untapped potential of AI for enhancing client relationships and agency profitability Bio Mike Todasco is a former Senior Director of Innovation at PayPal and a current Visiting Fellow at the James Silberrad Brown Center for Artificial Intelligence at SDSU. With over 100 patents to his name, Mike played a key role in fostering a culture of innovation across PayPal’s 20,000+ employees.  A recognized expert in AI and innovation, he explores how AI can enhance creativity and revolutionize business processes and personal tasks. Passionate about democratizing advanced technology, Mike advocates for enabling innovation without requiring deep technical expertise. He frequently shares his insights on AI’s impact on innovation, decision-making, and cognition through articles on Medium and LinkedIn. Resources: LinkedIn: https://www.linkedin.com/in/todasco/ Medium: https://medium.com/@todasco Newsletter: https://www.linkedin.com/newsletters/ai-conversations-6996917847037755392/ SDSU: https://business.sdsu.edu/centers-institutes/ai