Points of Interest00:01 – 01:00 – Introduction to Data Systems: Marcel introduces the episode’s focus on designing data systems that empower agencies and businesses to make data-driven decisions with clarity and alignment.01:00 – 02:30 – Why Agencies Struggle with Data: Marcel explains why many agencies face challenges in getting value from their data, often due to incorrect frameworks and a lack of process around data management.03:00 – 04:20 – The Pendulum of Tools: Marcel discusses how agencies often swing between using specialized tools and all-in-one platforms, creating unnecessary change management that doesn’t solve core data issues.05:00 – 06:15 – Outdated Billing Models in Agency Systems: Marcel explains how traditional agency frameworks assume time-and-materials billing, which isn’t suitable for many agencies today that use retainer or project-based models.07:30 – 08:45 – Misconception: Data Problems are Tool Problems: Marcel describes how agencies mistakenly frame data issues as tool problems, leading to constant tool changes without solving underlying issues.09:15 – 10:45 – Introduction to the Core Framework: Marcel introduces the three key elements for a high-functioning data system: data, framework, and process, with each playing a unique role in creating reliable insights.11:30 – 12:45 – The Four Essential Data Sets: Marcel explains the four critical types of data needed: finance, people, projects, and time, and why these are fundamental to any data system.13:00 – 14:30 – Framework: Metrics, Formulas, and Relationships: Marcel breaks down the importance of a clear framework to define which metrics to track, their formulas, and how they relate to each other and the business.15:30 – 17:00 – Challenges with Data Hygiene and Consistency: Marcel highlights the need for a process to maintain clean data and handle changes in structure, such as renaming teams or changing project codes.17:15 – 18:45 – Importance of Change Management in Data Systems: Marcel emphasizes that change within the business, like adding new services or tools, can disrupt data systems, requiring adaptable frameworks.19:30 – 21:00 – Realistic Expectations for Automation: Marcel cautions against fully automated data reporting, explaining that human oversight is essential for data hygiene and quality, even with AI assistance.22:00 – 23:45 – Cadences for Accurate Reporting: Marcel discusses the need for regular cadences, such as weekly time tracking, to ensure data accuracy and completeness before analysis.24:00 – 25:45 – How Parakeeto Helps Agencies with Data Management: Marcel concludes by inviting agencies to reach out if they need support with data frameworks and processes, emphasizing that Parakeeto’s approach can save agencies time and improve profitability.Show NotesConnect with Marcel:Connect with Marcel via LinkedInAgency Profit ToolkitThe Parakeeto Foundations CourseLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:42 – Introduction to Guest: Marcel introduces Dr. Kristian Alomá, PhD, an expert in narrative psychology and author of Start With the Story, to discuss the power of storytelling in agency service design.00:48 – 01:14 – Background on Narrative Design: Kristian introduces his agency, Threadline, and explains narrative design as applying storytelling principles to branding, marketing, and business strategy.01:52 – 02:18 – What is Narrative Psychology? Kristian describes narrative psychology as the study of how people make sense of experiences through storytelling, emphasizing its importance in understanding client relationships.03:10 – 04:20 – Power of Storytelling: Marcel and Kristian discuss how storytelling resonates with both logical and emotional thinking, making it a powerful tool in sales and brand connection.05:38 – 06:30 – Changing Agency Landscape: Kristian explains how agency success has shifted from mere service delivery to forming meaningful client relationships that support brand values and identity.08:27 – 09:30 – Beyond Behavioral Marketing: Kristian discusses moving from a behavior-driven marketing approach to one focused on narratives that align with both client goals and agency values.10:23 – 11:33 – Client Relationships Across Career Stages: Kristian highlights the importance of adapting agency services to fit the evolving needs of clients as they grow from entry-level to executive roles.11:47 – 12:40 – Differentiation in a Specialized Market: Marcel and Kristian talk about how understanding clients’ unique stories allows agencies to differentiate in an increasingly specialized market.15:08 – 16:15 – Hero’s Paradox: Kristian explains the concept of the “hero’s paradox,” where placing the client as the hero ultimately strengthens the agency's role as a trusted partner.18:50 – 19:18 – Identifying Client Struggles: Marcel asks Kristian for tactical advice on understanding client struggles, which Kristian breaks down through his STORY framework.19:17 – 20:25 – Introduction to the STORY Framework: Kristian outlines his framework: Struggle, Tools, Objectives, Rewards, and Yearning (STORY), as a guide to designing client-centered services.23:29 – 24:45 – The Importance of Understanding Struggles: Marcel and Kristian discuss the importance of going beyond surface-level problems to truly understand a client’s struggle for deeper impact.27:39 – 28:32 – Focusing on Individual Challenges: Kristian emphasizes the need to view client challenges from the individual’s perspective within the organization, making service solutions more impactful and personalized.Show NotesBook: Start with the Story: Brand-Building in a Narrative EconomyThreadline: Visit the WebsiteConnect with Kristian A. Alomá:LinkedIn ProfilePersonal WebsiteLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:41 – Introduction: Marcel kicks off the episode with excitement, announcing the podcast's new weekly schedule, alternating between general content and Parakeeto-focused episodes.00:42 – 01:27 – Introducing Carson Pierce: Marcel introduces Carson Pierce, Parakeeto’s head consultant, with over two decades of experience in the agency world, emphasizing his popularity and unique career journey.02:02 – 03:00 – Carson’s Background: Carson shares his unconventional path, starting as a daycare owner before transitioning into agency work, becoming a developer, and eventually leading in project management.06:21 – 07:03 – Struggles in Resourcing: Carson recounts the challenges of resource management early in his career, highlighting the stress and inefficiency caused by a lack of data visibility.08:56 – 09:58 – Importance of Data: Marcel and Carson discuss how agencies often track data but don’t know how to leverage it, focusing on the need for clarity in profitability and efficiency.10:45 – 11:47 – Precision vs. Accuracy: They highlight the common mistake of focusing too much on precision in data, leading to inefficiencies, when accuracy at a higher level is more effective for decision-making.13:38 – 14:20 – Utilization Misuse: Carson shares how the misuse of utilization metrics at the individual level can create unnecessary pressure and mislead the team about actual workload.18:54 – 19:34 – The Importance of a Framework: Marcel emphasizes how having a structured operational framework can help agencies align their metrics and make data-driven decisions to drive profitability.23:01 – 23:47 – Pricing Myths: Marcel discusses how agencies often believe pricing is their main issue when, in reality, operational inefficiencies and over-servicing are often the real problems.28:23 – 28:53 – Estimating Challenges: Carson shares that while agencies may be good at planning profitable projects on paper, the execution often falls short due to poor estimating and scoping.35:17 – 36:30 – Looking Ahead to 2025: Carson expresses optimism for 2025, noting that agencies that learned efficiency during the lean times will be better positioned for profitability in the coming years.37:25 – 38:11 – Conclusion: Marcel and Carson wrap up the episode, inviting listeners to connect with Carson and Parakeeto for more insights on optimizing agency operations and profitability.Show NotesConnect with Carson via LinkedInAgency Profit ToolkitThe Parakeeto Foundations CourseLove the PodcastLeave us a review here.

Points of Interest00:44 – 01:55 – Evolution of Duct Tape Marketing: John explains how he developed a structured marketing system that focuses on strategy before tactics, addressing the unique challenges of smaller businesses.02:43 – 03:09 – Growth of the Duct Tape Marketing Ecosystem: John talks about the expansion of his framework, which has now been adopted by over 400 certified agencies and consultants.03:09 – 04:31 – Research on Fractional CMOs: John introduces his latest research on fractional CMOs and the increasing demand for this part-time, high-level marketing leadership role in the industry.05:06 – 06:51 – Solo Consultants vs Larger Firms: John and Marcel discuss how fractional CMOs are typically solo consultants but are also being adopted by larger firms that are shifting toward more strategic offerings.06:51 – 07:46 – Pressure on Agencies: Marcel and John address the challenges agencies face today, including AI-powered competition and offshore services, which force agencies to focus more on strategy and client relationships.08:43 – 10:12 – Insight from Research: John shares key insights from his research, including how offering fractional CMO services enhances an agency’s strategic position, improves client relationships, and increases pricing power.11:48 – 14:40 – Breadth vs. Depth of Experience: Marcel and John discuss the benefits of having broad marketing experience across industries versus being narrowly focused on one niche, and how this diversity brings fresh perspectives to clients.17:20 – 19:09 – The Growing Demand for Fractional CMOs: John highlights how more small and midsized businesses are seeking fractional CMOs for strategic leadership as they recognize the need for high-level marketing guidance.24:32 – 25:46 – Strategic Leadership Without Execution: Marcel and John explore how agencies can focus on strategy and project management while outsourcing execution, allowing for scalability and maintaining high margins.30:29 – 32:16 – Growth of the Fractional CMO Role: John cites research showing that the fractional CMO role has grown by 60% in the past five years, predicting that this trend will continue as more businesses seek part-time strategic marketing leadership.Show NotesLinkedInFacebookInstagramTwitter/XYouTubeLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:44 – Marcel’s Introduction: Marcel Petitpas welcomes listeners to the Agency Profit Podcast and introduces Jason Swenk, a returning guest and friend of the show, known for his agency expertise and role as the founder of Agency Mastery 360.00:44 – 01:33 – Jason’s Background: Jason Swenk shares his journey of starting his first agency by accident in 1999, growing it to eight figures, and eventually selling it. He reflects on how he transitioned from agency founder to advisor and coach.02:20 – 02:55 – Success with Major Clients: Marcel highlights Jason’s success with major clients such as Lotus Cars and Hitachi, as Jason reflects on growing his agency into a multimillion-dollar business and the lessons learned.04:50 – 06:28 – Scaling with the Right Team: Jason explains the significance of building the right leadership team to scale and how to ensure the team is aligned with the company’s vision.07:35 – 09:55 – The Two "Whos" in Leadership: Jason outlines two key “whos” for agency growth: who do you need to hire to scale the agency, and who do you need to become as the leader to support that growth.12:19 – 14:35 – Shifting Focus to Long-Term Strategy: Jason shares how focusing on long-term strategy and empowering team members can unlock new levels of growth and how founders should stop managing day-to-day operations.16:07 – 19:25 – Empowering Your Team to Take Ownership: Marcel and Jason wrap up by discussing how to empower teams to take ownership of their roles, make decisions, and drive the agency forward without relying on the founder’s input for every decision.23:08 – 24:45 – Continuous Problem Solving: Marcel and Jason discuss how entrepreneurship is a constant process of solving bigger, more complex problems as the business grows, and how discipline and reinvention are key.25:52 – 27:54 – Core Values in Hiring: Jason shares the importance of aligning new hires with the company’s core values, ensuring that employees believe in the same vision and standards as the leadership.29:45 – 31:28 – Simplifying the Hiring Funnel: Marcel and Jason discuss how filtering applicants through creative processes like video submissions saves time and effort, allowing only the best candidates to move forward.32:55 – 34:45 – Trial Hiring for Leadership Roles: Jason advocates for hiring leaders as consultants for a 90-day trial period to assess their impact on the business before committing to a full-time position.34:45 – 35:52 – Measuring Success in Leadership Hires: Jason outlines how to measure success for leadership hires by focusing on how they streamline operations, save time, and work effectively with existing teams.37:25 – 38:45 – Invitation to Agency Mastery 360: Jason invites listeners to check out Agency Mastery 360 and his resources for agency owners, including upcoming events like Elevate in Arizona, where agency owners can learn to step back from day-to-day operations. Show NotesJason’s Podcast: https://www.agencymastery360.com/podcastSwenk.itElevate Event in Arizona Feb 2025 (Marcel is speaking) https://www.agencymastery360.com/elevateLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:44 – Marcel’s Introduction: Marcel Petitpas welcomes listeners to the Agency Profit Podcast and introduces his guest, Ian Garlic, founder of Video Case Story and author of Video Testimonials That Land the Big Fish.01:11 – 02:54 – Ian’s Background: Ian shares his journey, including nearly 20 years in marketing, starting in commercial real estate and evolving to become a marketing consultant for attorneys and agencies, focusing on YouTube and video case stories.03:35 – 04:53 – Understanding Client Impact Through Storytelling: Ian emphasizes the importance of understanding the transformation businesses create for clients, and how telling compelling stories of that transformation can attract new business and retain current clients.06:20 – 07:20 – Listening to Client Needs Through Video: Ian shares how listening to client stories through videos has helped his agency refine its processes and improve the services they offer by focusing on what matters most to clients.09:03 – 10:15 – Difference Between Case Studies and Case Stories: Ian explains the difference between case studies (which focus on logic and numbers) and case stories (which focus on client emotions and transformations), making the latter more impactful for long-term engagement.11:13 – 12:57 – Overcoming Client Buyer’s Remorse: Ian discusses how video case stories help overcome buyer’s remorse by keeping clients engaged and reminding them of their goals, especially in the first 100 days of working together.16:58 – 18:22 – Consistently Collecting and Using Case Stories: Ian outlines his process for regularly collecting client stories, analyzing patterns, and using them not just for client acquisition but also for ongoing marketing and team engagement.20:54 – 22:19 – The Importance of Regular Storytelling: Ian highlights the importance of consistently sharing client stories to reinforce trust and credibility, both with clients and internally within the agency’s team.22:20 – 24:06 – Strategic Storytelling for Business Growth: Marcel and Ian talk about how understanding and refining customer stories can help businesses focus on high-impact services and clients, driving profitability and business growth.27:23 – 28:23 – The Meta-Effect of Client Storytelling: Marcel shares how powerful it is when clients feel like they know each other through the stories shared on YouTube, creating a sense of community and trust among them.29:38 – 30:00 – Preparing Clients to Tell Their Story: Ian highlights the importance of preparing clients for storytelling by guiding them through the process and helping them articulate their journey, so that the story resonates with future clients.Show NotesPodcast: The Garlic Marketing ShowBook: Video Testimonials That Land The Big FishMiro (Tool)Dr Paul Zach - Chemistry of StorytellingIan’s LinkedInReach out to Ian on Linkedin and ask for these resources:Case Story TackleboxCase Story SelectorThe $100k client visualizerLinkedIn NewsletterLove the PodcastLeave us a review here.

Points of Interest00:49 – 01:52 – Shiv's Background: Shiv shares his journey from building and selling a company to now running How To SaaS, where he works with private equity investors and software companies on marketing strategies.01:53 – 02:51 – Marketing for Private Equity: Shiv explains his company’s focus on providing marketing due diligence, strategy consulting, and fractional CMO services to private equity firms and software companies.02:52 – 03:41 – The Power of Positioning: Marcel highlights the uniqueness of Shiv’s focus on private equity, differentiating How to SaaS in the market by addressing specific investor needs.06:06 – 07:40 – Product Market Fit: Shiv talks about the creation of a new market category—marketing due diligence—and how this focus on strategy over tactics helped his firm differentiate itself.07:41 – 09:05 – Preparing for Exit: Shiv explains how businesses should prepare for a sale by focusing on predictable revenue, reducing customer concentration, and ensuring operational efficiency to appeal to buyers.9:06 – 12:02 – Identifying Ideal Clients: Shiv emphasizes the need to focus on ideal customers who bring in scalable, predictable revenue and why saying no to less ideal clients is key to long-term success.12:03 – 15:57 – Strategic Specialization: Shiv highlights how specializing in a narrow, focused market can lead to higher margins, better client retention, and an overall increase in business valuation.15:58 – 21:38 – Internal Efficiency and Gross Margins: Marcel and Shiv discuss how internal specialization and optimizing gross margins can make an agency more profitable and attractive for acquisition.21:39 – 27:25 – The Importance of Sales Conversations: Shiv stresses the importance of clear sales processes and managing client expectations upfront, ensuring alignment with the agency’s focused services.27:26 – 34:50 – Post-Acquisition Strategy: Shiv outlines how post-acquisition marketing strategies must align with the new owner’s goals, focusing on budget efficiency, strategic cross-selling opportunities, and operational improvements to drive value.Show NotesShiv’s Website: https://www.howtosaas.com/Shiv's LinkedInNew Book: Exit-Ready MarketingOld Book: Post-Acquisition MarketingLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:48 – Introduction: Marcel Petitpas welcomes Taylor Welch, a seasoned sales and marketing expert, to discuss aligning sales incentives with client success, sharing insights from Taylor’s extensive experience.00:48 – 01:20 – Background: Taylor Welch introduces himself, sharing his journey from a touring musician to building a portfolio of companies, and the challenges he faced balancing business growth with family life.01:20 – 03:43 – Early Business Struggles: Taylor discusses his initial struggles with scaling businesses, the pitfalls of rapid growth, and the realization that he needed to prioritize both business and family.03:43 – 04:44 – Scaling Challenges: Marcel and Taylor explore the challenges of scaling businesses too quickly, the risks of overextending, and the importance of operational re-engineering.04:44 – 06:30 – Market Cap Concept: Taylor introduces the concept of “market cap” in business growth, explaining how operational inefficiencies can limit scalability and lead to negative consequences.06:30 – 07:46 – Service Industry Risks: Marcel highlights the dangers of selling more services without addressing underlying operational issues, especially in cash-based accounting.07:46 – 08:38 – Sales Philosophy: Taylor outlines his sales philosophy, emphasizing the importance of helping clients make the best decisions for themselves, even when it’s outside their comfort zone.08:38 – 12:01 – Sales Process Alignment: Taylor discusses the alignment between sales, operations, and delivery, and how incentive structures impact client experience and long-term business success.12:01 – 17:11 – Revolving Price Model: Taylor introduces the “revolving price” model, which balances charging what you’re worth while giving more value than expected, and how it influences client retention.17:11 – 21:17 – Client Engagement: The conversation delves into the importance of tracking client engagement and using data points to ensure long-term client satisfaction and retention.21:17 – 29:45 – Tracking Metrics: Taylor and Marcel discuss the significance of tracking key metrics, including customer effort scores (CES) and activity scores, to enhance client experience and predict retention.29:45 – 40:55 – Moral Authority in Sales: The episode concludes with Taylor explaining the concept of “moral authority” in sales, where aligning business incentives with client success ensures sustainable growth and ethical business practices. Taylor also shares his online platforms for further content.Show NotesTaylor’s Website: https://taylorawelch.com/Taylor’s Socials:InstagramX/TwitterYouTubeFacebookLinkedInhttps://linktr.ee/taylorawelchNew Book: Winning at SalesBook: The Exceptional ExperienceLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:41 – Introduction: Marcel Petitpas welcomes Mark O'Donnell, the leader of EOS Worldwide, to discuss the Entrepreneurial Operating System (EOS) and its impact on businesses, focusing specifically on data and scorecards.02:04 – 03:38 – What is EOS?: Mark O'Donnell provides an overview of EOS, explaining its core components—Vision, Traction, and Healthy—and how it helps businesses align their leadership teams and execute their vision effectively.04:37 – 07:08 – Mark’s Journey to EOS Leadership: Mark shares his background, including his transition from running a vertically integrated pharma and biotech services business to becoming the CEO of EOS Worldwide.07:08 – 08:18 – Data and Scorecards in EOS: The conversation shifts to the importance of data and scorecards within the EOS framework, with Mark emphasizing how these tools help track business performance and drive accountability.10:31 – 11:49 – The Importance of Weekly Metrics: Mark explains the significance of maintaining a weekly cadence in measuring business metrics, ensuring that issues are identified and addressed quickly to keep the business on track.14:15 – 14:57 – Measuring What Matters: Mark discusses the importance of focusing on a small number of key metrics that provide a clear pulse on the business’s health, rather than overwhelming the team with too much data.19:31 – 21:48 – Building Effective Scorecards: Mark and Marcel talk about the challenges businesses face when building scorecards, stressing the importance of starting with the end goal in mind and working backward to identify key metrics.26:58 – 28:58 – Accountability and Leadership: Mark explains how the scorecard is not just a tool for measurement but also a way to ensure accountability across the leadership team, emphasizing that every metric should have an owner responsible for its outcomes.32:52 – 35:44 – Aligning Metrics with Business Objectives: Mark and Marcel discuss the importance of aligning metrics at the ground level with the high-level objectives of the business, ensuring that data tracked at every level contributes to the overall vision and strategy.35:44 – 36:09 – Holistic Approach to EOS Implementation: Mark highlights the importance of viewing EOS as a complete system, where all components—vision, data, people, processes—work together to create a cohesive strategy for business success.36:09 – 37:58 – Final Thoughts and Resources: Mark concludes with advice on how businesses can effectively implement EOS, mentioning various resources available on the EOS Worldwide website, including free tools, software, and the directory of certified EOS Implementers.Show NotesPodcastLinkedInWebsiteBooks:TractionRocketFuelEOSONE SoftwareBasecampImplementor DirectoryLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:36 – Introduction: Marcel Petitpas welcomes David Tobin, a mergers and acquisitions expert, to discuss strategies for successful business exits.01:09 – 02:52 – David’s Background: David shares his journey from starting his first business in college to founding TobinLeff, focusing on his niche in financial services and exit planning.04:26 – 06:37 – Exit Strategies: David outlines various exit strategies, including selling to another agency, management buyouts, ESOPs, and financial sponsors.08:20 – 10:13 – Planning for Exit: David and Marcel discuss how firm owners can think through and plan for their exit, considering different options and what might be most applicable to them.13:58 – 15:58 – Current Market Conditions: David talks about how current economic conditions, such as interest rates and market performance, are impacting M&A activity in the professional services space.17:52 – 18:55 – Impact of Performance: Marcel and David discuss how a firm's recent performance can significantly impact its equity value and attractiveness to buyers.19:37 – 21:54 – Vision for Growth: David emphasizes the importance of having a clear vision for growth and being able to articulate how a company can continue to expand under new ownership.24:53 – 26:36 – Investments in the Business: Marcel and David talk about the importance of making strategic investments in the business to enhance value and how to manage these investments without negatively impacting EBITDA.29:04 – 30:20 – Building Relationships: David advises firm owners to build relationships with potential buyers and keep their companies on the radar of industry players to facilitate smoother future transactions.30:20 – 34:04 – Tax Considerations: David discusses how tax planning should not drive the exit strategy but highlights the importance of efficient tax treatment and managing working capital.Show NotesConnect with David through:LinkedInWebsiteLove the PodcastLeave us a review here.

Points of Interest02:02 – 02:20 – Ryan's Framework: Marcel explains how Ryan Tansom's "Independence by Design" framework has transformed his view on his own business.03:32 – 05:03 – Owner-Operator Challenges: Ryan describes the challenges of owner-operators and the importance of achieving true independence through sustainable business practices.05:09 – 06:47 – Systems for Independence: Ryan highlights various systems (EOS, scaling up, OKRs) that help owner-operators achieve freedom of time and money.08:13 – 09:19 – Understanding the Game: Ryan discusses the importance of understanding the true purpose of one's business and aligning it with personal goals.13:33 – 15:32 – Reverse Engineering Goals: Ryan and Marcel discuss the importance of reverse engineering lifestyle goals to determine necessary financial outcomes from the business.25:12 – 26:26 – Importance of Good Cash Flow: Ryan explains that good cash flow is essential for independence and attracting buyers, and how interest rates and the lending environment affect valuations.26:32 – 27:29 – Third-Party Sale Validity: Ryan highlights the validity of third-party sales and the importance of having a clear plan, whether it's raising money, scaling up, or focusing on cash flow.27:36 – 29:08 – Debt Service and Business Worth: Ryan and Marcel discuss calculating the business worth based on the debt it can service from its free cash flow, providing a rule of thumb for business valuation.29:14 – 30:21 – Choosing Your Game: Ryan emphasizes the importance of choosing the right game for your business and aligning your decisions with your personal and business goals.30:27 – 31:06 – Surround Yourself with the Right People: Ryan advises surrounding yourself with people who understand your goals and can provide relevant advice based on the game you are playing.31:12 – 32:10 – Influencing Decision-Making: Ryan and Marcel discuss how different business goals influence decision-making, using examples like hiring a legal firm or implementing an ERP system.Show NotesConnect with Ryan through:LinkedInTwitterYouTubeWebsiteIndependence by DesignLove the PodcastLeave us a review here.

Points of Interest00:54 – 01:39 – Matt’s Journey: Matt Bodnar shares his background, mentioning his experience at Goldman Sachs and his move to Nashville in 2011, where he bought his first IT service company.02:24 – 03:07 – M&A Realization: Matt explains how he stumbled into mergers and acquisitions and the importance of creative deal structures and the independent sponsor model.05:00 – 06:29 – Independent Sponsor Model: Matt discusses the independent sponsor model, which involves raising capital on a deal-by-deal basis, allowing him to start doing deals without needing a large fund.07:02 – 08:32 – Business Giveaway Deal: Matt shares an example of a 'business giveaway' deal where they acquired a data center, paying the seller a percentage of revenue over a few years, which was beneficial for both parties.08:33 – 10:42 – Cross-Selling Opportunities: Matt explains the benefits of cross-selling between the acquired data center and his existing IT business, which led to increased revenue and new opportunities.10:43 – 13:42 – Roll-Up Dynamics: Marcel talks about the concept of roll-up deals, using an example from the pharmacy space, and discusses the potential for similar strategies in the agency space.13:43 – 19:06 – Market Environment: Matt shares his perspective on the current market environment, emphasizing that interest rates are less of a concern than the impact of AI on agency valuations and M&A activity.19:07 – 23:51 – Creative Deal Structures: Matt discusses the importance of creative deal structures in mitigating risks and adapting to various market conditions, especially in the agency space.27:16 – 29:08 – Integration Challenges: Marcel and Matt discuss the challenges of integrating acquired businesses, with Matt emphasizing the importance of having a good operating infrastructure.30:50 – 33:58 – Understanding Seller Needs: Matt stresses the importance of understanding the seller's goals and desires to craft effective deal structures that work for both parties.33:59 – 36:04 – Structuring Deals: Matt provides examples of different deal structures, such as non-voting stock and liquidity preferences, to illustrate how creative approaches can facilitate complex acquisitions.Show NotesConnect with Matt through:LinkedInTwitterYouTubeWebsite: https://mattbodnar.comDeal Mastery InsiderLove the PodcastLeave us a review here.

Points of Interest00:01 – 00:58 – Introduction: Marcel Petitpas introduces the episode and guest Nicole Greer, founder and CEO of Build a Vibrant CultureTM.00:59 – 02:14 – Guest Background: Nicole shares her journey and experience, highlighting her work with notable brands like State Farm and The Ohio State University.02:15 – 04:05 – Importance of Culture: Discussion on why culture is crucial for any organization and how it impacts team performance and business success.04:06 – 06:27 – Defining Culture: Marcel and Nicole explore what culture means in a workplace context, emphasizing behaviors, actions, and organizational values.06:28 – 08:11 – Challenges in Building Culture: Common challenges agencies face when trying to build and maintain a positive culture, especially as they grow.08:12 – 10:05 – Introduction to S.H.I.N.E. Coaching MethodologyTM: Nicole introduces her SHINE framework, outlining its five components: Self-Assessment, Habit Work, Integrity Work, Next Right Step Work, and Energy Work.10:06 – 12:22 – Self-Assessment: In-depth discussion on the importance of self-assessment for leaders and how understanding oneself can influence team dynamics.12:23 – 14:11 – Habit Work: Exploring the significance of developing good habits and communication skills within a team.14:12 – 16:20 – Integrity Work: Nicole explains how integrity and accountability play a vital role in maintaining a vibrant culture and why feedback is essential.16:21 – 18:34 – Next Right Step Work: The importance of continuous development and career progression for team members to keep them engaged and motivated.18:35 – 20:01 – Energy Work: Nicole discusses the six types of energy (intellectual, emotional, spiritual, physical, social, financial) and how leaders can harness these to power their teams effectively.20:02 – 32:15 – Leadership's Role in Culture: Marcel and Nicole delve into the responsibility of leaders in shaping and maintaining culture, practical steps for leaders, the importance of feedback and accountability, and personal stories illustrating the impact of a vibrant culture on organizational success.Show Notes:Connect with Nicole through her profile:Nicole on LinkedInVibrant Culture on LinkedInCharacter Traits ListWebsite: https://vibrantculture.com/Love the Podcast?Leave us a review here.

Points of Interest00:01 – 00:40 – Introduction: Marcel Petitpas introduces Audrey Joy Kwan, a seasoned leadership coach and agency consultant, discussing her extensive experience in agency leadership development. Audrey shares her transition from law to marketing, leading to a significant career in agency leadership.06:57 – 08:26 – Leadership Styles: Audrey discusses the selection of appropriate leadership styles for different agency scenarios, addressing common misconceptions.10:24 – 12:33 – Practical Example: Audrey provides an example from event management to demonstrate how leadership styles are adapted based on team competencies.14:51 – 16:00 – Leadership Framework: Discussion on a quadrant framework that helps identify appropriate leadership styles based on team member confidence and competence.18:50 – 20:09 – Flexibility in Leadership: Emphasis on the importance of adapting leadership approaches to individual team member needs and project dynamics.22:35 – 24:59 – Assessing Competence and Confidence: Audrey elaborates on methods for assessing team members' skills and confidence to select the most effective leadership style.226:28 – 27:50 – Do’s and Don’ts of Leadership Styles: Marcel and Audrey discuss best practices for implementing each leadership style to maximize effectiveness and team satisfaction.29:46 – 31:33 – Directive Leadership in Depth: Detailed breakdown of how and when to employ directive leadership effectively within an agency setting.31:33 – 33:57 – Coaching and Supporting Styles: Exploration of coaching and supporting leadership styles, including how to empower team members through these approaches.36:00 – 37:23 – Identifying Leadership Missteps: Techniques for identifying when a chosen leadership style isn't working and how to pivot effectively to support team success.38:25 – 39:28 – Building Team Confidence: Strategies for boosting team confidence through gradual increases in responsibility, helping team members grow effectively into their rolesShow NotesFree Live Workshop:  https://audreyjoykwan.com/leadershipstylesConnect with Audrey through her profile:IG: https://www.instagram.com/audreyjoykwan/LI: https://www.linkedin.com/in/kwanaudrey/Website: https://audreyjoykwan.com/Marcel’s episode in Audrey’s pod: https://audreyjoykwan.com/podcast-ep86/Love the Podcast?Leave us a review here.

Points of Interest00:00 – 05:32 – Opening Discussion: Marcel and Joey highlight the critical role of clear communication and the art of building client relationships in agency settings.05:34 – 08:36 – Joey's Insights: Sharing his journey as an agency owner and creative director, Joey delves into why effective communication is foundational to strong client relationships.08:38 – 12:30 – Trust Building: Marcel and Joey explore the importance of understanding client needs and establishing trust at the start of any client engagement.12:33 – 16:34 – Vision and Communication: Early client meetings focus on clear communication and vision setting to foster trust and understand clients’ needs, as emphasized by Joey.16:36 – 20:34 – Managing Scope Creep: The duo addresses the challenges of scope creep, stressing the need for transparent communication and managing client expectations to prevent project pitfalls.20:37 – 25:22 – Strategic Communication: Joey provides tips and strategies for handling scope creep and managing expectations through effective communication and strategic discussions.25:24 – 30:41 – Extracting Value: Discussion on the importance of deriving high-value context from client meetings to fully grasp their pain points and project objectives.30:44 – 36:32 – Ongoing Engagement: The significance of continuous check-ins and communication to maintain trust and enhance the client experience throughout the project.36:34 – 42:14 – Emotional Engagement: Marcel and Joey talk about managing the emotional journey of client engagements, emphasizing the need to sustain excitement and vision.42:16 – 47:58 – Further Learning: Joey shares additional resources and underscores the importance of genuine human interaction in nurturing client relationships.Show NotesDownload the Think Like Your Client POV Guide here: https://www.joeytackett.com/podcastresourcesWebsite: https://Joeytackett.comLinkedIn: https://www.linkedin.com/in/joeytackett (Feel free to DM!)Instagram: https://www.instagram.com/creativejoey (Feel free to DM!)Twitter: https://twitter.com/joeytackett YouTube Channel: https://www.youtube.com/@HeyJoeyTackett/videosLove the Podcast?Leave us a review here.

Points of Interest00:01 – 00:40 – Introduction: Marcel Petitpas introduces the episode and guest Jamie van Cuyk, an expert in hiring and onboarding, who shares her extensive experience in helping entrepreneurs effectively grow their teams.01:20 – 02:43 – Company Overview: Jamie describes her role and the objectives of her company, Growing Your Team, emphasizing its focus on teaching small business owners to hire like professionals.02:43 – 05:12 – Hiring Challenges: The conversation shifts towards the challenges of hiring, the negative impacts of poor hiring decisions, and the potential positive outcomes of effective hiring practices.05:12 – 06:47 – Profitability through Hiring: Discussion on how proper hiring can lead to increased profitability and efficiency within a business.06:47 – 13:56 – When to Hire: Marcel and Jamie discuss the indicators and timing for when businesses should consider hiring new team members.13:56 – 18:45 – Financial Considerations in Hiring: They delve into the financial aspects of hiring, including budgeting and the economic impact on a business.18:45 – 26:49 – Role of Management: Focus shifts to the importance of hiring middle management and its role in business growth and employee management.26:49 – 35:35 – Role Design: Jamie explains the process of designing roles within a company to align with strategic business goals.35:35 – End – Recruitment Strategies: The final segment covers effective strategies for attracting the right candidates and the importance of a respectful and efficient hiring process.Show NotesConnect with Jamie through her profile: Jamie Van Cuyk on LinkedInInstagramFacebookLove the Podcast?Leave us a review here.

Points of Interest00:01 – 00:58 – Introduction: Marcel Petitpas introduces the episode and guest Kelly Campbell, a trauma-informed leadership coach. Discussion about Kelly’s new book, “Heal to Lead,” and their approach to trauma, leadership, and consciousness.01:03 – 01:21 – Kelly Campbell’s Professional Background: Kelly shares their professional journey from owning a digital marketing agency to becoming a trauma-informed leadership coach, focusing on the deeper motivations and fears that impact leaders.03:03 – 04:38 – The Importance of Addressing Trauma in Leadership: Marcel highlights the personal relevance of the discussion on trauma in leadership and its impact on personal development and business effectiveness.04:38 – 07:54 – Impact of Trauma on Leadership Styles: Kelly discusses how both small and large traumas shape leadership styles, personal relationships, and professional environments.18:03 – 19:42 – Personal Reflections on Growth and Impact of Trauma: Marcel reflects on his personal development journey, the impact of pausing growth activities, and the importance of continuous self-awareness.23:15 – 28:37 – Healing and Leadership Coaching Techniques: Kelly provides insights into the modalities and processes they use in their trauma-informed leadership coaching, emphasizing the integration of trauma for enhancing personal and professional growth.37:07 – 38:49 – Conclusion and Book Promotion: Where to find Kelly's book, the significance of supporting independent bookstores, and final thoughts on the necessity of addressing trauma in leadership for better overall effectiveness.Show NotesBook Pre-Order: https://klcampbell.com/heal-to-lead-book/Website: https://klcampbell.com/Instagram: https://www.instagram.com/kelly.l.campbellLinkedIn: https://www.linkedin.com/in/kellylcampbell/Substack: https://kellylcampbell.substack.com/Leadership Quiz: https://klcampbell.com/leadership/Healing Resources: https://myhealingmenu.comLove the Podcast?Leave us a review here.

Points of Interest00:01 - 00:21 - Introduction: Marcel introduces the episode and guest Chris Rudolph, a business coach specializing in helping agency owners grow their businesses and improve their lifestyles.00:21 - 01:05 - Chris’s Background: Chris shares his journey from starting in the fitness industry to coaching agency owners, emphasizing his accidental entry into the agency space.01:05 - 02:41 - Why Agencies?: Chris explains his focus on agencies, driven by their unique challenges and his passion for helping agency owners develop CEO skills they typically lack.02:41 - 03:11 - Changes in the Agency Landscape: Discussion on how COVID-19 and economic changes have affected agency pricing, scoping, and client retention strategies.03:11 - 06:17 - Opportunities from Disruption: Chris highlights how disruptions can open up opportunities for agencies ready to adapt, especially in terms of performance retainers.06:17 - 09:18 - Hybrid Retainer Model: Chris introduces his hybrid model combining flat fee retainers with performance-based components to balance risk and reward.09:18 - 11:09 - Determining the Base Retainer: The conversation dives into how to calculate a base retainer that covers costs and a margin, ensuring agencies don’t lose money on performance-based contracts.11:09 - 18:59 - Setting Performance Fees: Tips on simple and effective ways to structure performance fees based on net sales, ROAS, or cost per lead, depending on the agency’s services.18:59 - 27:09 - Audit Process for Client Acquisition: Chris describes the process of conducting audits for potential clients to assess fit and demonstrate value before proposing a retainer model.27:09 - 35:26 - Retaining Clients Through Transition: Strategies for transitioning existing clients facing churn or cancellations to the hybrid performance-based model as a way to retain their business.Show NotesConnect with Chris through his profile: Chris Rudolph on LinkedInFreedom Agency CoachLove the Podcast?Leave us a review here.

Points of Interest00:01-00:23 – Marcel kicks off the podcast by introducing Pete Everitt, a friend of the show, multi-agency owner, and coach specializing in helping agency owners with client acquisition and retention through recurring revenue.00:24-02:04 – Pete details his professional journey, from agency work in the UK to launching SEO Hive during the pandemic, and his coaching role for agency owners.02:04-02:25 – Discussion on the unique insights Pete offers by managing firms and coaching simultaneously.02:25-03:31 – Pete shares his career trajectory, including his start in agencies post-university and the eventual launch of his own agency in 2016.03:31-05:50 – The conversation shifts to Pete’s motivation for starting his own agency, spurred by a desire for more autonomy.05:50-08:56 – The evolution of agency models over the last decade, contrasting traditional firms with modern digital agencies.08:56-11:22 – The importance of providing value over simply reducing costs, especially in a post-COVID context, is discussed.11:22-13:57 – Pete emphasizes moving from an order-taker to a trusted advisor by closely understanding and evolving with clients' needs.13:57-17:16 – Marcel and Pete discuss how deep client understanding and problem-solving lead to better retention and expansion opportunities.17:16-34:39 – The final segment covers steps for agencies to become more strategic with clients, underscoring the role of account management and the necessity of adapting services to client needs continuously.Show NotesConnect with Pete through his profile: Pete Everitt on LinkedInAccount management ResourcesProduct Management Resources:Lean Customer Development, BookJobs to be doneLove the Podcast?Leave us a review here.

Points of Interest00:01-00:46 – Marcel kicks off the podcast by introducing David Jenyns, the genius behind a global agency that specializes in building business systems.00:47-02:12 – David opens up about his journey in the business world and what inspired him to pen down the book SYSTEMology.02:13-03:07 – Marcel and David get real about the struggles small businesses face when trying to grow, and how SYSTEMology swoops in to save the day.03:08-06:33 – David shares his own rollercoaster ride of running a digital agency, tackling hurdles like delegation and scalability head-on.06:34-08:27 – They dive into the telltale signs that scream, “Hey, it’s time for SYSTEMology!”08:28-09:57 – David lays out the initial steps for busting through bottlenecks systematically.09:58-11:37 – They discuss the importance of nailing down the top 10-15 systems in a business as the first step towards embracing SYSTEMology.11:38-14:26 – Tackling the challenges of getting your team onboard with new processes and systems becomes the focus of the conversation.14:27-16:14 – David unveils the concept of a systems champion and how it can transform your business’s culture.16:15-18:45 – Practical leadership tips for cultivating systems thinking and ensuring system maintenance take center stage.18:46-19:01 – David wraps up by pointing listeners towards more SYSTEMology gold, including his book and other resources.Show NotesLinkedIn: https://www.linkedin.com/in/david-jenyns/Twitter/X: https://twitter.com/davidjenynsWebsite: https://www.systemology.com/profile/Amazon link to book: https://www.amazon.ca/SYSTEMology-Create-profits-business-systems-ebook/dp/B08CDY993GLove the Podcast?Leave us a review here.

Points of Interest00:01 – 00:40 – Introduction to the Episode and Guest: Marcel introduces Michael Wark and his expertise in finance for agencies.00:40-01:00 – Michael’s Background and Passion for Agency Finance: Michael shares his excitement for the topic and his background in financial services.01:00-01:45 – The Role of a Virtual CFO for Agencies: Discussion on how Michael serves as a virtual CFO for agencies worldwide, blending operations with finance.02:10-03:18 – Why Michael Started Trimline and Focus on Agencies: Michael’s journey from corporate to entrepreneurship, focusing on creative agencies.04:15-05:15 – The Importance of Management Accounting Over Tax Accounting: Insights on how focusing on management accounting can better support growth and strategic decision-making.05:15-06:41 – Stages of Agency Growth Towards $5 Million: Michael discusses the growth stages agencies face on their way to $5 million and beyond.06:59-08:00 – Common Financial Pitfalls for New Clients: Challenges new clients face, such as mixing personal and business finances.10:38-11:29 – Restructuring P&L for Operational Profit: Strategies to clean up the P&L for a true look at operational profit, separating out non-operational expenses.14:03-15:42 – Accrual Accounting in Agencies: The complexity of accrual accounting for agencies and the importance of accurate revenue recognition.19:19-22:08 – Investing for Growth and Understanding Unit Economics: The investment mindset required for sustainable growth and the significance of understanding unit economics.33:11-37:02 – Building Real Value and Preparing for Exit: Focusing on building a business that’s attractive to buyers by systemizing operations and documenting processes.Show NotesLink to E-book: https://jo.my/qr/trimline-growthLinkedIn: https://www.linkedin.com/in/michael-wark-18627628/Website: https://trimline.co/

Points of Interest0:00-1:20 - Introduction to Craig Cody, a tax strategy expert focused on helping agencies pay less tax.1:21-2:12 - The unique focus of tax planning for marketing agencies.2:13-3:04 - The role of business model in tax planning for agencies.3:05-4:29 - Understanding the tax code and the importance of tax planning.4:30-5:45 - The importance of proactive tax planning and thinking year-round.5:46-6:50 - The importance of tax efficiency and its impact on building wealth.6:51-7:30 - Thoughtful decisions and tax efficiency for agency owners.7:31-8:31 - The tension between making business tax efficient and the reality of business costs.8:32-9:45 -The impact of entities and location on tax planning.9:46-10:53 - Retirement planning as a key tax strategy for agency owners.10:54-12:18 -The value of documentation and proper planning for tax efficiency.12:19-14:00 - Strategies for maximizing tax benefits and expenses within the boundaries of the law.Show Notes12 Biggest Tax Mistakes Book: https://craigcodyandcompany.com/ (form on homepage)5 Simple Ways to Save Thousands on Taxes Course: https://craigcodyandcompany.thinkific.com/courses/5-tax-strategiesLinkedIn: https://www.linkedin.com/in/craigcodycpa/LinkedIn Business: https://www.linkedin.com/company/craig-cody-and-company/Facebook: https://www.facebook.com/CraigCodyandCompanyWebsite: https://craigcodyandcompany.com/Agency Research Report: https://craigcodyandcompany.com/agency-tax-research/Re-launching The Progressive Agency Podcast: https://craigcodyandcompany.com/agency-podcast/ - Date TBDEmail:  [email protected] the Podcast?Leave is a review here.

00:00 – 00:18 – Introduction and background information on Rob’s 25 years of experience in the agency industry.03:15 – 05:05 – Rob shares his experience transitioning into the digital industry and the challenges faced in the early years.08:22 – 13:02 – Rob shares two crazy experiences from his time in the digital industry, including a major website launch mistake.13:05 – 18:05 – Rob discusses the challenges of maintaining agency profitability and creativity and his transition into consulting.19:18 – 21:17 – Discussion on the challenges of balancing creativity and agency operations, and resistance to introducing processes.21:20 – 24:23 – Discussion on the need to introduce strategic consulting and the fear of process impacting creativity.24:23 – 29:20 – Discussion on the importance of feedback loops and creating a culture of feedback within the agency.29:20 – 34:00 – Addressing resistance during the implementation of processes and the need for organizational restructuring.34:00 – 36:17 – Final advice on taking incremental steps and involving the team in the process to create a harmonious work culture.36:17 – 38:00 – Conclusion and contact information for further follow-up.Show Notes:Rob Sayles LinkedIn ProfileLove our Podcast? Leave us a review here!

0:00-2:00  –  Introduction to the solo cast episode focusing on utilization rates, emphasizing its significance for agencies.2:00-6:00  –  Historical context of utilization, highlighting its relevance in the billable hour era and its evolving role in the modern agency landscape.6:00-11:30 – Challenges in measuring utilization, emphasizing variations in defining billable hours and capacity, hindering benchmarking efforts.11:30-15:00 – Emphasis on a comprehensive management framework and the interconnectedness of utilization with financial metrics.15:00-18:00 – Discussion on the impact of utilization on agency profitability and the absence of a universal benchmark.18:00-22:30 – Introduction to the Parakeeto framework and its consistent approach to calculating utilization within a broader context.22:30-26:00 – Insight into utilization as a lever affecting delivery margin, with examples highlighting potential discrepancies in profitability.26:00-30:00 – Exploration of the formula for utilization, defined as delivery hours over capacity, with detailed explanations of each component.30:00-34:00 – Importance of considering delivery hours over billable hours in the context of utilization, using examples to illustrate profitability discrepancies.34:00  – End Conclusion on the significance of a thoughtful and consistent metric aligned with a broader management framework, with a focus on the flexibility of the Parakeeto framework.Show Notes:Capacity Planning 101: Strategies, Benefits, and Challenges: https://parakeeto.com/blog/capacity-planning-101-strategies-benefits-and-challenges/Toolkit: https://parakeeto.com/toolkit/Calculator: https://parakeeto.com/blog/utilization-rate-calculator/Utilization Rate & Capacity Forecasting: Marketing Agency’s Guide: https://parakeeto.com/blog/resource-utilization-capacity-planning-for-marketing-agency-2/

Points of Interest0:00-0:22 - Intro & background of guests and their expertise 0:21-1:22 - Four stages of day-to-day involvement in an agency1:23-1:18 - Six agency roles to consider delegating 2:20-5:05 - Clarifying swim lanes to define roles and responsibilities5:08-10:10 - Values, goals, and resources for decision-making10:11-11:00 - Developing high-functioning leadership within an agency 11:01-14:13 - Hiring strategies and delegation considerations 14:14-17:04 - Encouraging trust within the team and ongoing feedback17:05-18:13 - Importance of assuming positive intent and effective communication18:14-22:15 - The power and effectiveness of meetings, and leading by example22:16-23:13 - Resources and training for leadership development23:13 - 34:33 - Clarifying Swim Lanes and Evolution 34:33 - 48:41 - Leadership Coaching and Feedback48:41 - 49:56 - Conclusion and Additional ResourcesShow NotesBook Link: https://sakasandcompany.com/lp/work-less-earn-more-book/Website: https://sakasandcompany.comNewsletter: https://sakasandcompany.comLeadership Training:Home | Manager Tools (manager-tools.com)https://sakasandcompany.com/training-programs/Bureau of Digital Link: https://bureauofdigital.com/Free resources from Sakas & Company (including hundreds of articles, a newsletter for agency leaders, and more)Agency Leadership Intensive (eight-week virtual leadership development program for agency owners and execs)Work Less, Earn More book (including Amazon links, free sample chapter, and companion workbook)Audible edition of Work Less, Earn More

Points of Interest00:00 - 00:15: Introduction00:43 - 01:17: Significance of shared values and building relationships beyond transactions.01:17 - 01:37: Agency's role as an extension of the client and factors contributing to successful partnerships.15:03 - 15:54: Critical aspects of successful engagements and the role of expectations in sales relationships.15:54 - 16:48: Warning against agencies making unrealistic promises and the importance of setting proper expectations.16:48 - 17:25: Focusing on results through key performance activities and performance-based communication with clients.18:21 - 19:26: Importance of people in agency success, team longevity, and functional infrastructure.19:26 - 20:13: Recognition of external expertise impact and gratitude for positive collaboration.21:19 - 22:46: Retaining a team through proper hiring and the importance of shared vision and goals.22:46 - 26:15: Profiling jobs before hiring and developing team buy-in with shared goals.26:18 - 28:34: Shift in agency focus - efficiency vs. strategy and the importance of pricing models and valuing agency work.28:34 - 30:05: Delivering and receiving value in relationships and opportunities existing regardless of economic climate.30:05 - 31:01: Call to re-evaluate pricing modelsGuest LinksTim Burke's LinkedIn Profile Conduit Digital's Website Conduit Digital's LinkedIn Page Conduit Digital's YouTube Channel 

Points of Interest0:00 - 2:26 - Introduction: Marcel introduces Melissa Morris and her background.2:26 - 4:48 - Importance of Operations: Discussion about the role of operations in agency success.4:48 - 8:21 - Common Challenges: Melissa talks about common challenges agencies face.8:21 - 11:30- The Scope Creep Issue: Marcel discusses the issue of scope creep.11:30 - 13:45 - Team Clarity and Training: Melissa emphasizes the importance of team clarity and training.13:45 - 15:27 - Integrating Operations Early: The conversation touches on integrating operations early in an agency.15:27 - 16:02 - Starting with Conversation: Melissa talks about starting with a conversation when dealing with agency owners.16:02 - 17:37 - Importance of Output: Discussion about focusing on the desired output and the quality of project management tools.17:37 - 19:23 - Documenting Processes: Marcel transitions to discussing the timing of documenting processes and the potential pitfalls.19:23 - 22:20 - Framework - DISCO: Melissa introduces her DISCO framework for refining workflows and processes.22:20 - 28:01 - SOPs and Training: Discussion on the right time to create Standard Operating Procedures (SOPs) and the importance of team training.28:01 - 32:55 - Additional Tips: Melissa suggests focusing on the tool stack and addressing team training.Show NotesLink to youragencyauthority.comLink to Melissa's LinkedIn Profile

00:00 – 00:32: Introduction and background of the guest, Mandi Ellefson.00:32 – 03:42: Discussing the challenges faced by service-based businesses, especially agencies, in scaling beyond $1 million.03:42 – 07:38: Importance of creating an “irresistible offer” to enhance scalability and overcome common obstacles.07:38 – 12:12: Exploring the concept of crafting a compelling value proposition and aligning it with client needs.12:12 – 16:35: The significance of pricing strategy, client positioning, and delivering exceptional value to boost scalability.16:35 – 17:21: The role of mindset in scaling a business and embracing the concept of “thinking bigger.”18:56 – 19:15: Reflecting on the pivotal moment that transformed Parakeeto and the impact of reimagining the ultimate solution.19:15 – 19:38: Overnight transformation in deal size and business growth by focusing on solving bigger problems with more value.19:38 – 20:19: Zooming out to identify substantial problems, creating more value, and building a substantive process for better solutions.20:19 – 22:02: Recognizing the importance of transitioning from services to software and standardizing processes for scalability.22:02 – 22:49: Sharing experiences of intentionally under-engineering processes and the necessity of maturity in business decisions.22:49 – 23:23: Discussing the process of scaling a service firm and the service product positioning matrix.23:23 – 23:51: Emphasizing the impact of an irresistible offer on increasing prices and achieving a 300% or more price point increase.23:51 – 24:39: Introducing the client success map as a sales tool and developing the service management blueprint for scalable outcomes.24:39 – 26:50: Leveraging traffic light systems for internal evaluation, improving product quality, and enhancing client outcomes.26:50 – 29:22: Progressing through the five exits for scaling: project/account management, operations management, client strategy, sales, and executive leadership.29:22 – 30:39: Insights into the role of operations management in freeing up the CEO for growth and connecting operations with finance.30:44 – 31:50: The order of exits and the significance of separating client strategy from account and project management.31:50 – 32:51: The sequence of exits: sales as exit four and executive leadership as exit five, with a focus on building a scalable sales team.Show Notes/LinksMandi’s Scalability ChecklistLink to the book on AmazonLink to Mandi’s Agency “Hands Off CEO”Link to Mandi’s Linkedin Profile

Robert Patin is the founder of Creative Agency Success, a consulting firm dedicated to helping creative agencies scale. Robert is known for being a deeply inquisitive and analytical leader with a distinct ability to devise solutions that elevate companies and lifestyles.He is a two-time international best-selling author and is passionate about sharing his next-level strategies so that creative agency leaders will find fulfillment and growth.Find his books here:The Agency BlueprintThe Practical AgencyPoints of Interest00:01:06 – 00:01:26Meet Robert PatinMarcel highlights Robert’s background and accomplishments, emphasizing his expertise and experience in operations, finance, and consulting for creative agencies.00:03:38 – 00:03:43Introduction to Client Lifetime ValueMarcel initiates the discussion on Client Lifetime Value (CLV) and its importance, setting the stage for the main topic.00:04:01 – 00:05:17Importance of Increasing CLVMarcel and Robert discuss the significance of increasing CLV, especially in the context of expensive client acquisition, and outline key levers to maximize its impact on agency profitability.00:06:01 – 00:06:22The Churn CeilingRobert introduces the concept of the “churn ceiling,” highlighting the critical role of client retention in agency growth.00:08:18 – 00:08:54Strategic Client RelationshipsMarcel and Robert delve into the importance of building strategic relationships with clients, emphasizing the value of being a trusted advisor.00:10:04 – 00:10:32Undermining Factors in Client RetentionThe discussion uncovers factors that undermine an agency’s ability to retain clients and improve CLV, focusing on delivering value and adapting to client needs.00:12:45 – 00:13:00Expanding Revenue without Operational DragMarcel and Robert explore strategies to expand client revenue without adding operational complexities, emphasizing understanding client needs and navigating opportunities wisely.00:14:21 – 00:16:23Quality vs. Quantity of RevenueThe conversation deepens into the tension between client lifetime revenue and gross profit, highlighting the importance of careful balance and considering long-term impact.00:17:53 – 00:18:18Creating Value through AdaptationMarcel and Robert emphasize the value of adapting agency operations to facilitate problem-solving for clients, creating goodwill and trust.00:18:55 – 00:19:15Value vs. Short-Term GainsThe discussion reveals the pitfalls of contrived efforts to inflate CLV without providing genuine value, emphasizing the importance of solving customer problems.00:22:59 – 00:23:40Balancing Revenue and ProfitThe podcast concludes with insights into balancing revenue and profit, stressing the importance of reconciling price, scope, and cash flow for long-term agency success.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:GoWPQuickly HireGoWP FaceBookABOUT: Emily is the Chief Operating Officer for GoWP, a company helping agencies grow through their dedicated staffing and via white-label WordPress service development.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Chris's InstaChris's YouTubeLinkedInDealmaker ConciergeDealmaker Wealth SocietyABOUT: Chris Moore is an entrepreneur, investor, full-stack digital marketer, best-selling author, and business growth specialist. He has a strong background in business development, customer experience design, and business growth strategy. 

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Jason's author pageAgency MasteryJason's Blog Jason's PodcastLinkedInYouTubeABOUT: Jason is one of the prominent thought leaders and coaches for digital agencies in the space. He's literally written the book for growing an agency from nothing to two eight-figure agencies.

Check out the full blog post for this solocast here!  ** FREE DOWNLOAD** The Agency Profitability Toolkithttps://parakeeto.com/toolkitGet the templates, formulas and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free.For more information on our Agency Profitability Systems and Consulting, check out https://parakeeto.comLove the podcast? Leave us a review on the platform of your choice!https://lovethepodcast.com/AgencyProfit

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Alife’s LinkedInAlfie’s FacebookCactusInstagramTwitterABOUT: Chartered accountant and Managing Partner at Cactus, Alife helps small to medium-sized agencies to achieve profitable growth organically through Mergers and acquisitions. He also trains agency staff to be more commercially aware.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Ryan's LinkedInUpsourced LinkedinYoutubeTwitterInstagramUpsourced AccountingAgency Lifecycle blogABOUT: Ryan is an experienced operations and finance leader for creative agencies and venture-funded startups. As a partner at Upsourced, he helps scaling agencies build better plans, see the future, and drive profits.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Corey's LinkedInCorey's WebsiteVertical Go-To-Market podcastABOUT: Corey helps agencies break the cycle of flat sales by becoming a vertical market specialist. Host of the Vertical Go-To-Market podcast, Corey is also the author of Focus Vertical (Q3, 2023) and the former CMO at Scorpion (which he scaled from $20-$150M in 6 years).

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Ilia's TwitterIlia's LinkedInThe Toggl BlogToggl's Anti-Surveillance StatementAgency Profit Margins blogABOUT: Toggle might be well known for their time tracking software, but they also offer project management/resource and capacity management tools (Toggl Plan) plus hiring software (Toggl Hire) used by over 70,000 teams across the world.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogMARCEL'S LINKS:ParakeetoAgency Profit PodcastLinkedInParakeeto’s LinkedInTwitterABOUT MARCEL: Marcel is co-founder and CEO of Parakeeto and fractional COO at Gold Front – a creative agency working with top tech companies in San Francisco, including Uber, Slack, and Google. In addition to being an agency profitability consultant – specializing in helping agencies get a handle on their gains –he's also an in-demand keynote/virtual speaker and podcaster.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:The Ad GirlsCourtneyTarrant.comCourtney's InstagramCourtney's LinkedInMillion Dollar Agency MentorshipABOUT: Courtney Tarrant is the COO & Owner of The Ad Girls, a female-focused Facebook & Instagram Advertising agency. She has built a thriving business by catering to female-focused online entrepreneurs with a unique messaging-first methodology that has created over $40M in revenue for her clients. 

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Jelly AcademyJelly MarketingDarian’s LinkedIn Jelly Marketing Facebook Jelly Marketing Twitter Jelly Marketing LinkedIn Marketing News CanadaABOUT: Darian Kovacs is the Indigenous (Metis Nation) founder of Vancouver-based PR, digital ads, and SEO company Jelly Digital Marketing & PR, alongside the digital marketing school, Jelly Academy. The host of the podcast Marketing News Canada, he’s also on the board of NPower Canada.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Yellow PencilPaul's LinkedInPaul's 311 podcast legendarypodcasts.com/paul-bellowsABOUT: Paul Bellows is the President and co-founder of Yellow Pencil. Since 1996, his team has designed and built digital platforms and worked alongside public sector clients to develop the operational maturity and cloud infrastructure that power exceptional experiences and service journeys.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Operations AgencyAlyson’s Instagram Operations Agency LinkedIn Operations Agency YouTube ABOUT: Author of recently released book, The Sabbatical Method: How to Leverage Rest & Grow Your Business, Alyson focuses on helping her clients at Operations Agency to build scalability AND sustainability through ops.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Ashley's LinkedIn linkedin.com/in/ashleykcarroll/momentumaccounting.comABOUT: Ashley Carroll is a solutions-focused COO at Momentum Accounting. Her passion? Helping CEOs bring their vision to life while prioritizing team wellbeing. 

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Nigel's LinkedIn alphainbound.comAlpha Inbound LinkedIn Ecom Alphas PodcastABOUT: After leaving the corporate world aged 26, Nigel has spent the last four years building three marketing agencies – two of these agencies grew from nothing to 7-figure run rates within 12-month periods. As the CEO of Alpha Inbound, Nigel's now focused on building our reputation in the DTC landscape through business development, partnerships, and sales. 

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Dean’s LinkedIn Pro Sulum’s FaceBook Freedom in Five Minutes Podcast ABOUT: Dean is an expert at Systematizing Businesses while helping owners become truly wealthy – in all areas of life. All you have to do is commit to 5 minutes per day to help double your profits and reduce your workload by 70% – 80% in a matter of weeks.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:Peter’s LinkedIn linkedin.com/in/peterlevitan/ Peter’s Twitter twitter.com/PeterLevitan peterlevitan.com peterlevitan.com/category/podcast/ABOUT: During 16 years at Saatchi & Saatchi Advertising Worldwide, Peter ran business development across Europe and the USA. He was also EVP Management Director in London and New York, alongside being GM of the Minneapolis office.

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:ugurus.comBrent's LinkedIn @[email protected] (again, if you fancy a free copy of his book, shoot him an email)The Digital Agency Show ugurus.com/podcast/ABOUT: Brent is on a mission to help 10,000 digital agency owners achieve freedom in business and life by helping them own their market. He also happens to be the founder and CEO of uGurus – a business training and education company dedicated to this mission. 

QUICK LINKS:• The Agency Profitability Toolkit - Get the templates, formulas, and frameworks we've used with our consulting clients to help them double their profitability in under 60 days, absolutely free• For more information on our Agency Profitability Systems and Consulting, check out parakeeto.com• Love the podcast? Leave us a review on the platform of your choice at this link• Want to see/read more about this episode? Then do make your way to parakeeto.com/blogGUEST LINKS:CleverProfits YouTube ChannelAdam's LinkedInAdam's FacebookABOUT: Adam and his team at CleverProfits build and implement world-class financial frameworks for fast-scaling online businesses. Through CFO services, his talented cohort of Chartered Accountants, Advisors, and Financial Experts bridge the gap between your company vision and tangible goals plus projections.