Build a Better Agency Podcast

Latest Episodes:

EP 334: New year insights for agency relationships with Lee McKnight Feb 28, 2022

Show notes

The last few years have thrown a lot at us — both professionally and personally. While we've done our best to navigate all of that unpredictability, many have struggled to not only react to these changes but adapt. As agencies continue to reframe and take stock of where we're at in this "new normal," I can't think of a better time to dive into some impressive research just released in RSW/US's 2022 New Year Outlook report.

RSW/US talked to marketers, CMOs, business owners, agencies, and the people who are seeking out their services to get a diverse and balanced read on how these groups see the world right now — and what they anticipate for what lies ahead. In this episode of Build a Better Agency our guest, Lee McKnight, shares some of the most surprising and invaluable insights uncovered during those conversations. Then together, we break them down into key takeaways and actionable next steps that agencies can take to adapt and thrive in this climate of constant change.

Lee is no stranger to the podcast, nor is he a stranger to building and maintaining solid agency relationships — even in times like these, when the landscapes of client communication, lead generation, and sales elevation seem to be shifting indefinitely.

As Vice President of Sales at RSW/US, Lee drives sales efforts to bring ad agencies and marketing services firms on board with RSW, creates content around successful new business tactics, and takes part in RSW/US marketing objectives, including social media channels, blog content, webinars, video and speaking engagements.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

Key takeaways from the RSW/US 2022 New Year Outlook survey, and what they mean for agencies
Surprising insights from marketers on spending, specialization, and shifting sales landscapes
Why so many marketers are pulling back on their non-marketing activities — and what that means for agencies
What agencies can do to elevate their sales process when face-to-face networking isn't on the table
The not-so-hidden benefits of being a specialization agency
How agency relationships work differently in the virtual space — and how to adapt
Why it is crucial for agencies to alternate their content and sales platforms
How to build strong client relationships long before the initial pitch

EP 333: Rethinking your agency's sales model with Kevin Snow Feb 21, 2022

Show notes

For an industry that is heavily dependent on effective sales practices, many agency owners are intimidated by the "s" word. It conjures horrible imagery of vacuum salesmen trying to trick people into making purchases they don't actually want or need. Hiring sales teams might seem like the right step but the results are often disappointing and it's difficult to pinpoint exactly why. This can turn one of the most important aspects of building a successful agency into the most strenuous aspect. Kevin Snow is dedicated to helping businesses and business owners think through their approach to selling, while also helping them get more comfortable with the process. He believes strongly that shifting from a sales pitch to a simple conversation is key to making the outcome more pleasant and effective on both sides of the table.

In this episode of Build a Better Agency, Kevin and I demystify what it means to have a successful sales model. We look at ways to approach sales comfortably, regardless of your personality type. We unravel what it means to have sales automation that doesn't feel phony or contrived, and we ultimately hope to help business owners reimagine this "necessary evil" as an enjoyable conversation with an outcome.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

The best small business sales model
Sale tactics for introverts
Making the most of sales automation
The important shift in how to approach sales

EP 332: Rethinking agency biz dev part 6: Play to win, with Drew McLellan Feb 14, 2022

Show notes

Business development is a complicated and challenging aspect of agency life for many owners. The same rules that applied when the agency was new no longer apply once it starts to settle into its identity. But what is that identity, and how can it best be leveraged for business growth? And what if you want to shift that identity to better define how you want to be seen and known?

After five episodes talking about the various pieces of the Biz Dev puzzle, this final episode in the mini-series pulls it all together into an action plan. It's not enough to want to do better; you have to do the work, identify the goals and put an accountability process into place.

Here, we're going to explore specific, tangible steps for making Biz Dev at your agency a success.

For example — you might be considering hiring someone to manage your business development. We'll look at the reality of that route.

We'll also do a short recap of the topics covered in this series, and then we'll dive into a game plan that starts with dividing the sales funnel into four sections, each with its specific approach.

And by the end of the discussion, you'll be ready to take your biz dev plan to the next level.

What You Will Learn in This Episode:

Thoughts on hiring new business development managers
Recapping Episodes 1-5 of this biz dev series
Steps of a Biz Dev System
Identify sweet spot prospects
The need for accountability
A sales funnel exercise

EP 331: Rethinking agency biz dev part 5: Focus your agency's POV, with Drew McLellan Feb 07, 2022

Show notes

Agency life has evolved dramatically since the era portrayed in shows like Mad Men. We used to be the keepers of the "secret sauce" for making the magic happen, and now we're the keepers of the secret knowledge for using that magic to its greatest potential. Agencies used to be expected to be generalists, but now clients and prospects are looking for specialists with a depth of strategic expertise. And part of that specialty is having a clear point of view. But you can't just whisper it; you have to shout it from the mountaintops.

Agency life has evolved dramatically since the era portrayed in shows like Mad Men. We used to be the keepers of the "secret sauce" for making the magic happen, and now we're the keepers of the secret knowledge for using that magic to its greatest potential. Agencies used to be expected to be generalists, but now clients and prospects are looking for specialists with a depth of strategic expertise. And part of that specialty is having a clear point of view. But you can't just whisper it; you have to shout it from the mountaintops.

This episode continues a short series dedicated to improving your agency's biz dev efforts. We've discussed the importance of finding a niche several times on this podcast. But here — our focus will be to go a step further. We'll look at the importance of claiming and declaring your agency's point of view — and how to do it.

There are questions you can ask of your agency to finetune your POV. There are ways your agency can be findable without needing to continuously create and churn out original content for each different platform. And you might think you need to speak to a large audience but focusing smaller is actually easier and faster to monetize. Putting the ideas spelled out in this conversation into action will help set your agency on a course toward success.

What You Will Learn in This Episode:

The timeline of how agency life has changed
The importance of declaring your point of view
Questions to help you define your agency's point of view
The cornerstone & cobblestone content concept
Why it's easier to monetize a narrower audience

EP 330: How to grow your book of business with Drew McLellan Jan 31, 2022

Show notes

Agency business development has to consider many things when setting goals. There is new business to be found, existing business to expand, and lost business to make up for. It can be difficult to juggle all of this information as the agency owner, but it can be challenging for an agency's AEs who aren't clear on how to best leverage their position.

Today's episode continues the series dedicated to improving your biz dev efforts. The first three episodes were focused on you as the business owner, but here in Part 4, we shift the focus to your AEs and helping them grow their book of business and your agency's bottom line.

There are many ways AEs can be better equipped, and it starts with giving them a stronger toolbox. Their outside perspective is a huge asset that is often overlooked, but they first need to understand "agency math" and exactly what you need from them. Their book of business is key to your agency's success, and only by clarifying, training, and mentoring can they make the most of it. When they are given the tools and the space to make informed decisions, you set them–and your agency–up for success.

What You Will Learn in This Episode:

What agency owners get wrong with their new business goal numbers
How to plan for attrition
Understanding "agency math"
Tips for helping AEs grow their book of business
How to utilize your AEs outside perspective
The agency owner's role in helping AEs grow business

EP 329: Rethinking agency biz dev part 3: The 6 kisses of death to avoid, with Drew McLellan Jan 24, 2022

Show notes

Agencies often pose important questions to our clients in order to help steer them into good decision-making. We talk to them about the need to be findable, to understand the customer's buying journey, to be helpful to clients instead of selling to them, and being aware of how far prospects are into the buying decision by the time the client is actually aware the prospect exists. We are great at teaching this to our clients, but many agencies aren't so great at taking their own advice.

Today's episode is continuing our deep dive into agency biz dev with Part 3 of our series. Building up the previous discussions surrounding niching and the different stages of business development during its lifetime, Drew looks at the 6 kisses of death that undermine biz dev for many agencies and how to avoid them.

The conversation explores how successful biz dev often flies in the face of our comfort level. We have to make bold decisions and proclamations in order to own our authority and stand out in a crowded marketplace. If you can learn to be not only aware of but vigilant in avoiding these common mistakes, you set your agency up for tremendous success.

What You Will Learn in This Episode:

4 questions we teach our clients that we need to ask ourselves
How consistency in the right biz dev areas rewards your agency.
How to stop looking and sounding like everyone else.
Why generic content hurts you.
What it takes to do more than whisper your niche.
Miscalculating the number of new clients needed to grow your agency.
How passivity creates problems for your agency.

EP 328: Rethinking agency biz dev part 2: How things evolve with Drew McLellan Jan 17, 2022

Show notes

During the lifetime of an agency, how that agency/agency owner approaches business development evolves. In the beginning, an agency's first clients are people the agency owner knows personally. From there, as the agency matures and grows, it morphs into working with people who have been referred to the agency by happy clients. Many agencies never evolve past this level of business development. It can be challenging to see options for the continuum of business development beyond the normal routine.

Today's episode is continuing our deep dive into agency biz dev. Building up the previous discussion about the importance of finding a niche, Drew looks at the 5 stages that create the continuum of business development and explains why 85% of agencies never reach the most effective and sophisticated of levels.

You get to decide where on the continuum your agency lands. But to make an informed decision, you have to know your options.

What You Will Learn in This Episode:

The five stages on the continuum of business development
Why offering deals never serves in the long run
The need to be interesting instead of interested
Statistics related to how prospects find their agency
The ideal structure for an agency

EP 327: Rethinking agency biz dev part 1: Find a niche with Drew McLellan Jan 10, 2022

Show notes

As we start to dip our toes into 2022, many agencies have been pretty quiet on the biz dev front for the last 4-6 weeks. By the time we emerge from the holiday hibernation, we're approaching February and our pipeline is feeling a little weak. I decided to help you jump-start your agency biz dev efforts with a series of podcast conversations just between you and me.

I've decided to mix things up a bit. 2022 is my year to shake things up a little and why not start in January? Rather than my usual guest interviews, I'm going to spend this month with you, focusing on helping you take a serious look at how you approach biz dev. Here in episode 1, we focus on something fundamental to many agencies' success: defining a niche. I'm going to start by looking at why the old-school approach to biz dev no longer works and why selling has evolved into helping. From there, we'll explore why many agencies approach biz dev backwards and the list of criteria to consider when working to find your agency's niche.

What You Will Learn in This Episode:

Why old school agency biz dev no longer works
How selling has become about helping
Why many agencies approach biz dev backwards
The brutal truth about the need to niche down
AMI as a niche case study
The criteria to use when thinking about how to niche

EP 326: A ground level look at marketing AI with Cathy McPhillips Jan 03, 2022

Show notes

There's no denying that artificial intelligence isn't just part of the future, it's here today. But the concept is overwhelming for many agency owners. It's hard to know where to begin when you don't even know what questions to ask or how to find answers, especially when you are already pulled in so many directions every day. Who has time to add learning something as complex as AI to their TO-DO list? After running her own agency and then spending a decade at Content Marketing Institute, Cathy McPhillips joined the Marketing AI Institute earlier this year as the Chief Growth Officer. She comes at AI through a marketing-practitioner's lens which gives her a more approachable perspective for people who might be curious but confused by AI.

In this episode of Build a Better Agency, Cathy and I give a beginner's overview of the crossroads where marketing meets artificial intelligence. We look at the ways to approach AI, how agencies are using it, and the tools that make dipping your toes in the water manageable, clear, and helpful without a huge time commitment. It's the goal of this conversation that you will leave feeling inspired to take your first steps into understanding the potential of marketing AI.

What You Will Learn in This Episode:

Two ways to approach AI
The purpose and goal of the Marketing AI Institute
What agencies are looking for in terms of AI
How AI can help with efficiency
The difference between marketing automation and AI
Why AI can never fully replace the need for people
Some tools available to get started with AI
The easiest first step

EP 325: Stop running your agency based on fear, with Drew McLellan Dec 27, 2021

Show notes

In response to the changes brought about by the pandemic, many agency owners have turned to fear-based decision-making. Employee turnover and demands coupled with an erratic market and global uncertainty can make things feel out of control. Trying to steer an agency with a vision requires decision-making that might put you at odds with your team so it might feel wise to placate rather than push. But it's not. In this solocast, we're going to take a hard look at the fear-based leadership that has come to plague many of us during the challenges of the last few years. I'm going to explain why the fear won't change the outcome, a couple of universal truths about what it means to run an agency without this fear, the level of decision-making that needs to return to the forefront, and why it's so important to embrace once again the joys of being an agency owner.

There's no doubt that we live in uncertain, confusing, and scary times but we cannot let these challenges define us as leaders. It's my hope that this conversation will inspire you to march into 2022 with a renewed sense of peace and purpose. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

Why many agencies are currently run based on fear
Why fear-based decision making won't change the outcome
The universal truths of not running an agency based on fear
Three levels of decision making
The need to embrace again the joy of owning an agency

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