Gabriel joins us to talk video strategy: both as a customer service tool for your agency and as a service offering for your clients. Learn how to allocate resources and develop processes to start your own scalable video strategy today.

Ryan discusses SmartBug’s team structure and how his agency’s org chart has changed over time to accommodate growth. We talk about team (or “pod”) structures, career pathing, and how SmartBug split up responsibilities by role.

Romi and her team were able to take their agency from concept to platinum HubSpot partner in only nine months. Romi shares her learnings along the way, the processes they prioritized and mapped out first, and how they approach client delivery.

Eric teaches us about the Entrepreneurial Operating System (EOS), what it changed operationally for Bluleadz, and how other agencies can get implement it into their firm. He then navigates the history of his org chart and what the future holds.

Daryn talks capacity management and his recommendations for monitoring, managing, and optimizing your delivery team’s capacity. We discuss the tools his team uses, the processes they have developed, and how he takes advantage of under-capacity teams.

Ingunn joins us to discuss how her team approached the M&A and creation of Avidly, how she knew it was time to open the discussion, and what the transformation into Avidly meant for her leadership team, her employees, her processes, and her clients.

Remington joins us to talk through conversational engagement, how agencies leverage chat for themselves, and where they should get started. He then pivots to how agencies should position conversational strategy to their clients and how the service can be scaled.

Tommy drops by to talk about managing a remote workforce. He starts at the beginning with the initial decision and the benefits they’ve seen since. He then walks through how they’ve built their internal processes to set their remote team up for success.

Jackie teaches us the art of being “picky”, the benefits of pickiness, and the ramifications for not being picky. It can be hard to say no, agencies should be selective in the clients they bring in, in the services they offer, and in the hires they make.

All the way from Santiago, Chile, Ranya sits in to share how she’s been able to build an effective team for her agency. We talk about her candidate pipeline, her interview process, and her focus on professional development.

Darren helps break down growth-driven design, the data-driven re-imagining of web design. Learn how his team transitioned from traditional web design to GDD, how he updated his processes for delivery, and what GDD has achieved for his customers.

After working with agencies across the globe to help scale, Pete comes in the studio to share his tips and tactics on how to navigate the most common roadblocks agencies face around marketing, sales, and client delivery.

Christine kicks of season two by talking how developing her agency’s mission. We dig into why it’s important to make an impact to society, how you can go about creating your own mission, how you get buy-in from the team, and how it impacts your go-to market.

Beth teaches us about the importance of finding right-fit clients. She shares why it’s so important to qualify for fit, how she identifies if a potential client is a right or wrong fit, and what impact this has on the client experience. We also talk about when and how it’s appropriate to move on from bad-fit clients.

In this episode, Jill 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.

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 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.

Scott 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.

Mike and Nikole 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.

As an agency CEO, 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.

In the season two finale, Damien 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.

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.

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.

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.

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.

Alison Leishman, cofounder of Spitfire Inbound, joins the show to talk about her team’s onboarding process. She teaches us about why defining and documenting a process is so important, how she customizes onboarding tracks by role and function, and how she ties a defined onboarding process to happy clients and positive results.

Carter and Cameron, Partners at Creative Cave, come on the show to discuss paid ads and how they fit into their agency’s overall inbound strategy for clients. They discuss why agencies shouldn’t see paid ads and inbound as two competing channels—instead, view paid ads as a powerful channel for inbound ROI.

Rich Wood, Managing Director of Six and Flow, joins us to talk about a merger attempt that ended in a breakup. While never easy, Rich walks us through why they opened up a merger discussion with another agency, how the team integration went, and what ultimately led to the split.

Tyler Pigott, Principal of Lone Fir Creative, joins us to talk about a major agency recovery he lost 50% of the agency’s revenue in a 30 day period. We talk about sticking to a sales process, consolidating tool investments, building the right team, in other lessons learned in saving the agency.

Jessica Miller, VP and Managing Director of PR20/20, comes on the show to talk about artificial intelligence: how agencies can define what it is, how to talk about it with clients, how to identify real applications of it, and how it impacts service delivery.

Gabriel Marguglio, CEO of Nextiny Marketing, joins us to discuss how he was able to maximize the opportunity around technology consultation. Learn how to embrace software, platform capabilities and become a platform consultancy agency.

John and Lucy, Directors of ESM Inbound, have built out a unique structure to their pricing, billing, and contracts: their services are productized and available a la carte and without any retainer commitments. Learn more about their motivations, successes, and lessons learned in making the pivot to productizing their services.

Jani Aaltonen, Founder of Sales Communications, hosts a rolling calendar of small group workshops that have added a ton of force to his agency’s flywheel. Jani joins us to talk about the structure of his classroom training offering, the value in trust, the impact on revenue, and how others can get started.

Bob and Verity Dearsley, the Chief Executive and Managing Director of B2B Marketing Lab, join us to talk about scale points: the times where you must invest, revamp, or pivot to properly scale your growing agency. Learn how to focus on the customer, invest in marketing, build an HR arm, and more.

Etienne Turner, co-CEO of digitalJ2, has created a set of scorecards and dashboards to help his team stay on target with their top KPIs across operations, marketing, sales, HR, and client performance. In this episode, we talk about how he sets the agency’s goals, where granularity fits in, and how others can set and track their targets.

Greg Linnemanstons, President of Weidert Group, joins us to talk ESOP: and how the trust he set up for his team benefits the agency, the employees, and his clients. We discuss why their leadership decided to set up an ESOP for Weidert Group, the financials and factors to consider for your agency, and the benefits you may see.

Doug Davidoff, Founder and CEO of Imagine Business Development, joins us to talk about how he evolved his pricing strategy to eliminate the gap between prospect expectations and resource allocation. Learn about his three tiers of programs: services, solutions, and outcomes.

Brendon Dennewill, CEO of Denamico, has made a key distinction in their flywheel model: they put customer experience in the center. Learn how to leverage data, systems, processes, and technology to help your clients succeed with a true digital transformation of their customer experience.

Blake Kendrick, Director of Operations for FullFunnel, talks about his team’s approach to reporting: specifically, auditing fields and schema on the backend to pull through as impactful, actionable data.

Trish Lessard, CEO of Mediajunction, joins us to talk client websites and how to manage complex CMS builds, migrations, and implementations—while keeping these projects under budget, within scope, and delivered on time.

Jon Sasala, President of Morey Creative, shares his team’s first hand experience in developing branded podcasts. Jon discusses where and how podcasting fits into the larger marketing and sales processes, how it builds trust—and the surprising industry he likes to hire from.

Mike Skeehan, Managing Partner of Salted Stone, shares his experiences in evolving as a leader alongside the maturation of his agency and what it meant to grow, pivot, and reassign his responsibilities in moments of transition. We discuss important inflection points, the patterns he saw, and how he compares reactivity to proactiveness.

Peter Lang, CEO of Uhuru Network, shares his team’s acquisition strategy. We talk about the process for sourcing potential acquisitions, indicators to look for from potential sellers, how he validates “fit”, and when he decides to walk away. And for those acquisitions that do close, we talk about team integration and the people, process, and tools that make them go as seamless as possible.

Spencer Powell, CEO of Builder Funnel, and his team have gone all in on specialization—all the way up his agency’s name. He walks us through the decision to align so tightly to an industry, the benefits he sees across his agency’s flywheel, handling prospects with competing businesses, and the impact specialization has on team development.

Angela Pointon, President of 11 out of 11, comes on to talk about content marketing and how to scale it out as a service offering. We talk about onboarding subcontractors to systems, processes, and a standard of quality, how to enable a client’s thought leadership in content, and finding the right clients for a content marketing engagement.

Alex Moore and Ryan Burkett, senior partners at Stratagon, sit down to talk about people development—more specifically, people development in the newly remote-first world. They share the tools and processes they use for supporting growth, aligning collaborators, and building teams that embrace diverse communication styles and preferences.

Noah Berk, Co-Founder of OBO, joins the show to talk about how his agency was able to consolidate the focus areas and services they offered their clients. Noah talks about the value in pulling back from “full-service”, how he identified what to focus on, and the implications this had on people, process, growth and the client experience.

Heather Park, Managing Partner at Rent Bridge, joins the show to talk about the PMOS, or Property Management Operating System, the unified property management automation solution built entirely on HubSpot. Heather discusses the experiences that lead to the property management niche, the nuts and bolts of the PMOS, and the balance between templates and custom setup.

Brian Shilling, VP of Sales and Client Strategy at TSL Marketing, shares his team’s commitment to “renewing their vows” with HubSpot and the partner program. What does this mean for TSL and their team? How does this change the way they source and manage talent? Brian shares the approach, the early results, and his recommendations for new partners.

Jonathan Franchell, CEO and Founder of Ironpaper, talks us through his team’s approach to building up their roster of senior leadership positions. He shares his process for assessing the need for various Director-level candidates, how he balances internal and external candidates, and when he knew it was time to add folks that don’t correlate to billable hours.