Episodios
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Episode Title:
Riding the Entrepreneurial Rollercoaster: Insights from Tom Conlon
Episode Summary:
In this episode, the hosts engage with Tom Conlon, founder of North Street Creative, to discuss his entrepreneurial journey and the cyclical nature of business. Tom shares insights on the challenges of running a creative agency, emphasizing the importance of adaptability and timely decision-making. He recounts the impact of economic cycles on business operations and the significance of maintaining strong banking relationships. The conversation also covers the role of structured operating systems like EOS in achieving strategic goals and the necessity of financial visibility. The episode concludes with reflections on media influences and the enduring value of print publications.
Episode Notes:
"I didn't even have a line of credit until COVID. When it started happening, I realized how crucial it was to have that financial safety net." Tom Conlon
The finer details of this episode:
Entrepreneurial journey and background of the guest.The cyclical nature of business and its impact on creative agencies.Challenges faced while running a creative agency, including financial and cultural impacts.Importance of adaptability and making timely decisions in business.Strategies for surviving economic downturns, including financial planning and having a safety net.The role of structured operating systems in enhancing business operations.Financial visibility and its significance in strategic planning.Engaging team members in the goal-setting process for personal and professional development.Influence of media and publications on personal and professional growth.Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletter
● Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddc
Timestamps:
(00:00:00)
Introduction to the podcast and its focus on helping agency owners scale their businesses.
Appreciation for Insights (00:00:14)
Discussion on the value of insights brought by co-host Hannah compared to previous co-hosts.
Conversation with Tom (00:00:23)
Hannah shares her positive experience speaking with guest Tom about his entrepreneurial journey.
Tom's Background (00:02:14)
Tom Conlon introduces himself and his branding agency, North Street Creative, and its focus areas.
Agency Evolution (00:02:36)
Tom discusses the evolution of his agency and how they adapted during the pandemic.
Entrepreneurial Journey (00:04:15)
Tom reflects on his unexpected entry into entrepreneurship and the transition from freelance work.
Lessons from Experience (00:08:45)
Tom shares key lessons learned throughout his 14 years in business, emphasizing cyclical trends.
Surviving Down Cycles (00:12:24)
Discussion on strategies to navigate low cycles in business and the importance of timely decisions.
Financial Preparedness (00:15:54)
Tom emphasizes the significance of having savings and a line of credit for business stability.
Proactive Planning (00:16:52)
Tom outlines how he prepares for future cycles with scenario planning and projections.
Culture Challenges During Tough Times (00:18:42)
Tom discusses the impact of difficult times on team culture and leadership dynamics.
Financial Priorities Over Culture (00:20:14)
He explains the necessity of prioritizing financial stability over cultural initiatives during crises.
Importance of Operating Systems (00:22:08)
The conversation shifts to the benefits of having an operating system like EOS for business decisions.
Weekly Meetings and Accountability (00:24:00)
Tom describes how structured meetings improved accountability and focus on larger business goals.
Setting Goals with EOS (00:25:47)
He emphasizes the importance of setting and breaking down goals for effective team alignment.
Involvement of Team in Rocks (00:27:48)
Tom shares how everyone on the team has individual "rocks" for personal and professional development.
Influential Magazines and Media (00:28:47)
Tom reflects on his early influences from magazines and his current consumption of audiobooks.
Personal Reading Preferences (00:30:34)
He discusses his interest in financial crime literature and influential business books.
Nostalgia for Print Media (00:32:02)
Other speakers share their fond memories of magazines and the tactile experience of reading print.
Closing Remarks and Episode Summary (00:34:22)
The hosts thank Tom for sharing his insights and reflect on the episode's key takeaways.
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“The good thing about retargeting is that most of the sales don't actually come from people clicking on the ad. They come from people seeing the ad and then either Googling the company or typing in the URL in the browser.” – Zaid Ammari
The finer details of this episode:
Marketing strategies focused on paid advertising and retargeting.The significance of understanding data analytics in marketing.Explanation of retargeting and its psychological impact on consumers.Common mistakes businesses make in retargeting campaigns.The importance of lead quality over quantity in marketing efforts.The role of Google Analytics 4 (GA4) in optimizing marketing strategies.Differences between hiring freelancers and agencies for marketing services.Effective communication and client management in marketing.The onboarding process for new clients and setting realistic expectations.Practical applications of retargeting across various platforms.Episode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Zaid here: linkedin.com/in/zaidammariCheck out PPC Masterminds here: ppcmasterminds.comFree audit: https://ppcmasterminds.com/free-google-ads-audit/Studio report mentioned in the show:https://lookerstudio.google.com/reporting/cc7472bf-0d0e-40d4-b275-22f1996ca339/page/VAzeB.
Timestamps:
Introduction to the Episode (00:00:00)
Overview of the Creative Agency Success Show and its purpose for agency owners.
Discussion of Different Mindsets (00:00:14)
Jamie and Jody reflect on their different perspectives during the episode with Zaid.
Topics Covered in the Episode (00:00:42)
Jody highlights the focus on retargeting and its common mistakes discussed with Zaid.
Guest Introduction (00:01:38)
Jamie introduces Zaid Ammari, a marketing expert from PPC Masterminds.
Zaid's Background (00:02:07)
Zaid shares his journey from banking to becoming a paid marketing specialist.
Client Targeting in Marketing (00:04:42)
Jody asks about Zaid's target clients and his focus on paid search.
Industries of Focus (00:05:28)
Zaid discusses his typical clients, primarily in e-commerce and service industries.
Introduction to Retargeting (00:06:24)
Zaid explains retargeting and its psychological impact on potential customers.
Cookies and Ad Competition (00:08:13)
Discussion on how cookies compete in ad placements and auction dynamics.
Dynamic Retargeting (00:09:10)
Zaid describes how dynamic retargeting can tailor ads based on user behavior.
Common Retargeting Mistakes (00:09:37)
Zaid identifies mistakes businesses make by using the same ads repeatedly.
Cost-Effectiveness of Retargeting (00:10:20)
Zaid explains how retargeting can be one of the cheapest marketing methods.
Tracking Conversions (00:11:04)
Discussion on how to track conversions from retargeting ads.
Using Data Analytics (00:12:02)
Zaid emphasizes the importance of segmenting traffic for better insights.
Variability Among Companies (00:14:03)
Zaid discusses the vast differences in performance metrics across companies.
Click-Through Rate Misconceptions (00:15:58)
Zaid clarifies how high click-through rates can mislead about lead quality.
Ad Copy Strategies (00:16:59)
Zaid advises on including pricing in ad copy to filter out unqualified leads.
Google's Role in Advertising (00:18:51)
Zaid discusses how Google Ads operates and their profit motives.
Outsourcing vs. In-House Marketing (00:19:47)
Zaid shares insights on when companies should consider outsourcing their marketing.
Agency vs. Freelancers (00:21:16)
Discussion on the differences between hiring agencies and freelancers for marketing services.
Onboarding Process (00:22:25)
Overview of the onboarding process and its impact on effective marketing strategies.
Revenue Tracking Audit (00:22:49)
Importance of auditing revenue tracking for e-commerce and service companies.
Estimating Costs (00:23:59)
Using PPC calculators to estimate costs and expected sales conversions.
Budget Planning (00:26:26)
Advice on budgeting for marketing campaigns and managing client expectations.
Communication with Clients (00:27:00)
The significance of proactive communication in maintaining client relationships.
Retargeting Ads (00:27:59)
Discussion on the underutilization of retargeting ads in marketing strategies.
Voice Recognition Marketing (00:28:38)
Exploration of how voice recognition may influence targeted ads.
Prime Day Product Searches (00:30:00)
Personal anecdotes about product searches during Prime Day promotions.
Final Thoughts and Resources (00:34:16)
Wrap-up of the conversation and sharing of additional resources for listeners.
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“We try to help the sellers understand what the buyer's long-term vision is, what changes they expect to make, and over what period of time, because all of these things have implications on the business but also on emotions.” – Jonathan Baker
The finer details of this episode:
Overview of mergers and acquisitions (M&A) in the creative agency sector.Importance of preparation for agency owners considering M&A.Insights on valuation factors influencing agency sales.Discussion on the current M&A landscape and market trends.The significance of maintaining clean financial records for M&A readiness.Exploration of deal structures and their implications, including Employee Stock Ownership Plans (ESOPs).The role of agency owners post-acquisition and the need for clear communication with buyers.Timing considerations for initiating the M&A process.The impact of economic changes on agency valuations and buyer interest.Recommendations for agency owners to proactively prepare for potential sales.Episode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Jonathan here: https://www.linkedin.com/in/jonathandavidbaker/Check out Punctuation here: https://punctuation.com/Timestamps:
Welcome to the Creative Agency Success Show (00:00:00)
Introduction to the podcast's purpose and focus on agency owners looking to scale.
Discussion on M&A Preparation (00:00:15)
Insights from Jonathan Baker about the importance of preparation for mergers and acquisitions.
M&A Landscape Insights (00:00:39)
Hannah reflects on the evolving trends in the M&A landscape and its implications for clients.
Importance of Understanding M&A (00:01:13)
Discussion on how understanding the M&A process can aid clients in their decision-making.
Preparation Equals Easier Transition (00:01:39)
Jimmy emphasizes that being well-prepared leads to a smoother M&A process and better outcomes.
Introduction of Jonathan Baker (00:02:52)
Jonathan Baker shares his background and expertise in helping firms prepare for M&A.
Jonathan's M&A Journey (00:04:07)
Jonathan recounts his personal experience with M&A, highlighting its complexities and emotional aspects.
Valuation Nuances in M&A (00:06:19)
Discussion on non-financial factors influencing valuation in the M&A process.
Timing for M&A Conversations (00:07:51)
Jonathan advises when clients should start preparing for M&A, ideally 3-4 years in advance.
Post-Sale Involvement (00:09:22)
Exploration of the buyer's perspective on post-sale involvement and its implications for sellers.
Preventative Maintenance in M&A (00:11:33)
Strategies to help owners navigate the transition and maintain business integrity post-acquisition.
Deal Structure Non-Negotiables (00:14:01)
Jonathan outlines his strong recommendations against certain deal structures, particularly ESOPs.
Understanding ESOP Risks (00:15:07)
Discussion on the potential pitfalls of employee stock ownership plans (ESOPs) in M&A.
Navigating ESOP to M&A (00:18:01)
Jonathan shares the challenges and processes of transitioning from an ESOP to an M&A deal.
Preparing for M&A (00:19:11)
Advice on steps companies should take to prepare for a potential acquisition.
Importance of Accurate Financials (00:21:20)
Emphasis on maintaining clean financials to facilitate smoother due diligence during M&A.
Understanding Accrual Basis Accounting (00:22:01)
Importance of running financials on an accrual basis for effective M&A preparation.
Trends in M&A Post-COVID (00:22:57)
Discussion on inflated valuations post-COVID and current market dynamics affecting M&A.
Current Market Conditions for Sellers (00:24:24)
Analysis of the current M&A landscape and advice for potential sellers.
The COVID Boom and M&A Opportunities (00:24:49)
Reflections on the opportunities presented during the COVID boom for agencies.
Fun Question About Brewery Towns (00:25:17)
A light-hearted discussion on top microbrewery towns in the U.S.
Cultural Significance of Local Breweries (00:26:26)
Exploration of how local breweries reflect community identity and culture.
Contacting Jonathan for M&A Insights (00:27:54)
Information on how listeners can reach out for M&A advice and brewery recommendations.
Conclusion of the Episode (00:28:05)
Wrap-up of the episode and appreciation for Jonathan’s insights on M&A.
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“It's never too early to start planning because you never know when that end is going to be. Operate with optimism. There's a lot of activity that's really unprecedented in the industry right now, and I think for the years ahead, it's going to be very good for agency owners who build really solid, predictable, nice operating practices.” – Phil Daniels
The finer details of this episode:
Overview of mergers and acquisitions (M&A) in the agency sector.Insights on exit readiness for agency owners.Discussion of motivations for agency owners considering a sale.Current trends in the M&A market and their implications.Importance of a strong management team in enhancing agency value.Evolving dynamics of purchase agreements and deal structures.The role of private equity in the agency landscape and common misconceptions.Strategies for presenting a compelling narrative to potential buyers.Importance of early planning and preparation for agency sales.Common pitfalls during the due diligence process and how to avoid them.Episode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Phil here: https://www.linkedin.com/in/phillipdaniels/Check out Season Advisors here: https://seasonadvisors.com/Timestamps:
Welcome to the Show (00:00:00)
Introduction to the "Creative Agency Success Show" and its focus on helping agency owners.
Discussion of Topics (00:00:14)
Overview of the episode's topics: mergers & acquisitions and basketball, highlighting guest Phil Daniels.
Phil Daniels Introduction (00:01:20)
Phil shares his background in M&A and agency ownership, setting the stage for his insights.
Early Career in M&A (00:01:35)
Phil discusses starting his career at JP Morgan, focusing on acquiring and integrating businesses.
Transition to Agency Ownership (00:02:20)
Phil recounts his journey to starting his own agency, motivated by low barriers to entry.
Agency Sales Experience (00:03:22)
Phil explains his experience with agency sales, emphasizing the emotional aspects of selling.
Motivations for Selling (00:04:46)
Phil explores various reasons agency owners consider selling, including burnout and lack of succession planning.
Exit Readiness Concept (00:07:18)
Phil introduces the idea of exit readiness, emphasizing the importance of preparation before selling.
Trends in Purchase Agreements (00:09:34)
Discussion on recent trends in M&A agreements, including structure and incentives for sellers.
Incentivized Buyouts (00:10:57)
Phil talks about the common structure of incentivized buyouts and the importance of owner involvement post-sale.
Valuation Gaps in Sales (00:12:19)
Challenges in aligning seller expectations with buyer valuations, and strategies to bridge gaps.
Timing for Cleaning Up Books (00:15:11)
Phil advises on the optimal timeline for preparing financials before selling an agency.
M&A as a Marathon (00:16:39)
Discussion on the lengthy and complex nature of the M&A process for agency owners.
Private Equity Perspectives (00:17:18)
Phil shares insights on agency attitudes toward private equity investments and their implications.
Private Equity in Agency M&A (00:17:24)
Discussion on the impact of private equity in agency valuations and the changing landscape of M&A.
Understanding Buyer Types (00:18:09)
Exploring different types of buyers, including private equity, family offices, and strategic buyers, and their implications.
Owner Objectives and Planning (00:18:58)
The importance of understanding owner objectives when considering potential buyers and planning for agency sales.
Strategic Buyers vs. Financial Buyers (00:20:10)
Ranking the desirability of strategic buyers over financial buyers in agency sales.
Management Team Retention Strategies (00:21:39)
Ways to incentivize management teams to stay through the transition during an agency sale.
Common Due Diligence Pitfalls (00:22:50)
Identifying key reasons why due diligence fails, focusing on net working capital and owner dependency.
Phil's Experience as an NBA Ballboy (00:24:39)
Phil shares memorable experiences from his time as a ballboy for the Indiana Pacers.
Michael Jordan's Comeback Game (00:26:47)
Phil recounts witnessing Michael Jordan's return to the NBA and the unforgettable moments that followed.
Final Thoughts on M&A (00:33:30)
Phil emphasizes optimism in the current M&A landscape for agency owners and shares contact information.
Planning for Agency Sales (00:34:22)
Phil emphasizes the importance of early planning for agency sales, as circumstances can change unexpectedly.
Eliminating Add Backs (00:35:10)
The discussion highlights the negative perception of add backs by investors and the benefits of clean financials.
Importance of Due Diligence (00:35:15)
Being prepared for due diligence can significantly impact sale outcomes and buyer confidence, according to the speakers.
Long-term Selling Strategy (00:35:52)
The speakers stress the need for a strategic approach to selling, rather than a rushed decision, to maximize value.
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In this special episode of The Creative Agency Success Show, four speakers with Halloween-themed personas—Jamie Nightmare, Hannah Hexed Hood, Adam Haunted Hale, and Joey Killing Kenny—engage in a lively draft-style discussion about their favorite Halloween movies. Jamie, the enthusiastic host, sets the stage and outlines the draft rules. Hannah humorously admits her limited horror movie experience, while Adam and Joey share their deep knowledge and personal anecdotes. The conversation is filled with playful banter and passionate debates as they each select and defend their top horror film picks, creating an engaging and entertaining Halloween-themed episode.
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”When I think about sales, it's really nurturing relationships and manufacturing opportunities. That is your job all day, every day.” - Adam Kurzawa
Insights on business development strategies for creative agencies.Emphasis on nurturing existing client relationships for agency growth.Discussion on effective outreach efforts and relationship-building in sales.Importance of hiring for business development roles, focusing on soft skills and industry knowledge.Strategies for identifying growth opportunities within current clients.Challenges and considerations in the hiring process for sales positions.The significance of maintaining personal connections in business.
The finer details of this episode:Episode Resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Adam here: https://www.linkedin.com/in/adamkurzawaCheck out Infinum here: https://infinum.com/Timestamps:
Introduction to the Show (00:00:00)
Jamie and Jody welcome listeners to "The Creative Agency Success Show," highlighting its purpose for agency owners.
Friendship and Professional Journey (00:00:35)
Jody discusses his long friendship with Adam and Adam's professional growth in business development.
Practical Business Development Insights (00:01:14)
Jamie emphasizes the practicality of Adam's insights for agencies struggling with business development and sales.
Discussion on Pipeline and Biz Dev (00:03:33)
The conversation shifts to building a sales pipeline and strategies to enhance business development.
The Importance of Existing Clients (00:04:14)
Adam stresses focusing on upselling and nurturing relationships with existing clients for growth.
Outbound Marketing Strategies (00:07:41)
Discussion on effective outbound marketing tactics, emphasizing personalized approaches over traditional methods.
Manufacturing Opportunities (00:10:37)
Adam shares ideas on creating memorable events to foster connections and generate new business opportunities.
Building Relationships for Biz Dev (00:13:09)
Adam discusses the importance of having advocates within client organizations to facilitate business development.
Hiring for Growth Roles (00:16:25)
The speakers discuss key qualities to look for when hiring a strategic growth director for business development.
Complementary Roles in Sales Teams (00:21:07)
The idea of having two types of salespeople: hunters and facilitators, to enhance business development.
Monitoring Sales Performance (00:21:45)
Importance of regular check-ins and analyzing funnel activity to assess sales performance.
Referrals and Trust in Sales (00:26:30)
Discussing how referrals enhance credibility and ease the sales conversation.
The Ineffectiveness of Cold Calling (00:26:40)
Critique of cold calling as a sales strategy, emphasizing its challenges and ineffectiveness.
Text Communication in Sales (00:28:10)
Advocating for transitioning leads from LinkedIn to more personal communication methods like text.
Patience in Sales Conversations (00:31:52)
The importance of patience in conversations and planting seeds for future business opportunities.
Importance of Business Development (00:40:16)
Speakers emphasize the need for proactive steps in business development for 2025.
Contacting Adam (00:40:21)
Adam shares how listeners can reach him for business discussions.
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“Having a strong forecasting process really should make it easier to eliminate things—like knowing if the seventh project is really one of the top seven things we need to do to hit our goals.” – Tom Wadelton
“When you build a budget, you're creating a plan for the next year, and then things happen. No one really expects a pandemic to happen, but things do happen. The question is, how do you adjust?” – Jamie Nau
The finer details of this episode:
Importance of dynamic forecasting over static budgetingClient's growth journey and challenges during the pandemicCentralized vs. decentralized decision-making in budgetingRegular conversations about forecasts for informed decision-makingAdapting to new realities and aligning hiring with growth goalsChanges in sales leadership and their impact on business developmentRole of pipeline meetings in assessing demand and resource allocationTransitioning from fractional CFO services to full-time financial leadershipStrategies for prioritizing projects and initiativesReflecting on achievements and the evolution of business practices over timeEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Email us with questions or if you’d like to be a guest on the show: [email protected]’re hiring! Check out our open positions: https://www.summitcpa.net/career-opportunitiesCheck out the 2019 episode here: https://www.summitcpa.net/blog/forecasting-for-growthTimestamps:
Introduction to the Episode (00:00:00)
The host welcomes listeners to the Creative Agency Success Show and sets the context for the episode.
Revisiting 2019 (00:00:14)
Jamie introduces the "fast forward" episode, referencing a previous discussion about a client's growth in 2019.
Client's Growth Overview (00:01:03)
Tom provides a recap of the client's financial growth goals and challenges faced in 2019.
Impact of the Pandemic (00:02:16)
Discussion on how the pandemic affected the client's growth trajectory and forecasting adjustments.
Forecasting vs. Budgeting (00:02:31)
Jamie emphasizes the importance of dynamic forecasting over static budgeting in uncertain times.
Decentralization Mistakes (00:03:16)
Tom shares how decentralizing budgeting decisions led to frustration during the pandemic.
Importance of Regular Forecast Updates (00:04:02)
Discussion on how frequent updates to forecasts can guide business decisions amidst unexpected changes.
Centralized Forecasting Lessons (00:05:35)
Tom explains the shift to centralized forecasting for better management of growth and hiring.
Sales Leadership Changes (00:06:28)
The introduction of a new sales leader and their impact on the company's growth strategy.
Pipeline Meetings and Forecasting (00:10:02)
Jamie discusses the connection between pipeline meetings and forecasting for effective decision-making.
Current Status of the Client (00:10:49)
Tom provides an update on the client's growth, reaching $23 million by late 2023.
Triggers for Hiring a Full-Time CFO (00:11:48)
Discussion on indicators that suggest a business needs to transition from fractional to full-time financial leadership.
Complexity in Business Decisions (00:12:43)
Jamie highlights how increasing complexity in business operations signals the need for dedicated financial expertise.
Key Takeaways for Business Owners (00:14:17)
Tom shares two crucial lessons from the client's journey: the importance of dynamic forecasting and identifying barriers to growth.
The Importance of Focus (00:17:16)
Discussion on prioritizing key tasks over numerous less impactful ones for better productivity.
Reflecting on Accomplishments (00:17:45)
Emphasis on reviewing past achievements to understand growth and progress made over the year.
The Elephant Analogy (00:18:15)
Using the metaphor of "eating an elephant" to illustrate the need for incremental progress in projects.
Challenges in Prioritization (00:18:23)
Struggles in limiting focus to essential tasks during planning meetings, despite wanting to add more.
Role of Strong Forecasting (00:18:42)
How effective forecasting aids in prioritizing projects aligned with top goals, simplifying decision-making.
Celebrating Five Years of Podcasting (00:19:01)
Reflection on the journey of podcasting over five years and the growth experienced during that time.
Nostalgia and Reflection (00:19:18)
Revisiting past discussions to appreciate how perspectives and insights have evolved over the years.
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Importance of podcasting for business ownersEnhancing visibility and credibility through podcast appearancesNetworking opportunities provided by podcastingRole of podcast guest booking agencies in facilitating appearancesContent repurposing strategies for maximizing podcast impactOvercoming imposter syndrome in podcastingEngaging team members in podcasting for brand representationProcess of working with a podcast guest booking agencyPersonal anecdotes and experiences related to travel and confidenceResources for preparing to be an effective podcast guest
Episode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Julie here: https://www.linkedin.com/in/fryjulie/Check out Your Expert Guest here: https://yourexpertguest.com/Timestamps:
Introduction to the Episode (00:00:00)
Overview of the Creative Agency Success Show and its purpose for agency owners.
Guest Introduction (00:00:15)
Jamie introduces Julie Fry and shares his experience of missing part of the interview.
Interview Context (00:00:45)
Hannah reflects on the fun interview with Julie and her background.
Podcasting as a Meta Topic (00:01:29)
Discussion about the episode being focused on podcasting and its benefits.
Hannah's Passion for Podcasting (00:02:03)
Hannah expresses her excitement about podcasting and its advantages for business owners.
Julie's Background (00:03:02)
Julie shares her journey and the founding of her podcast guest booking agency.
Genesis of Julie's Business (00:04:51)
Julie explains how her business idea emerged during the early COVID-19 pandemic.
Benefits of Podcast Guesting (00:06:57)
Discussion on how podcast guesting can enhance visibility and referrals for service providers.
Content Repurposing Importance (00:09:19)
Julie highlights the value of repurposing podcast content for marketing.
Overcoming Stage Fright (00:12:04)
Advice for individuals feeling anxious about speaking on podcasts.
Mindset Shift for Podcasters (00:12:18)
Julie encourages focusing on the value of sharing knowledge during podcast interviews.
Building Confidence Through Affirmations (00:14:16)
Discussion on using testimonials to boost confidence before podcasting.
Team Involvement in Podcasting (00:15:28)
Exploration of how organizations can involve team members in podcasting efforts.
Developing Personal Brands (00:18:43)
Discussion on the benefits of employees building personal brands through podcasting.
Client Engagement Process (00:19:41)
Julie outlines the typical engagement process with her clients for podcast guesting.
Podcast Guesting Benefits (00:22:14)
Discussion on how delegating tasks can save time and increase efficiency for business owners.
Favorite Vacation Stories (00:23:01)
Julie shares her favorite vacation experiences, highlighting confidence gained from solo travel and family trips.
Connecting with Julie (00:25:31)
Julie provides information on how listeners can connect with her and access helpful resources for podcast guesting.
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“If you sit down and really make sure that your profile resonates and is truly you, it feels good, and you smile. Ultimately, you become a person who doesn't have to look for a job. Jobs find you. You become a person whose phone rings because there are opportunities, because people know you, remember you, have worked with you, and they want to work with you again.”
—Donna Serdula
The finer details of this episode:
Importance of personal branding on LinkedInShift in perception of the platformChallenges of creating and maintaining a professional presence on social mediaControlling one's personal brand and its impact on career opportunitiesShowcasing values, actions, and descriptions to create a strong and memorable brandBalancing professionalism with personal authenticity on LinkedInImportance of consistency and cadence in posting content on LinkedInEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddchttps://Donnanaserdula.com/https://www.linkedin.com/in/toDonnana/Timestamps:
The importance of personal branding on LinkedIn (00:01:13)
Discussion on the psychology behind personal branding and deliberate control of perception.
The shift in perception of LinkedIn (00:02:07)
The change from a passive networking platform to a more active and personal branding platform.
The challenges of maintaining a professional presence on social media (00:02:44)
Struggles with the perception of LinkedIn as a purely professional platform and the fear of being too personal.
The evolving concept of professionalism on LinkedIn (00:04:25)
Debunking the traditional image of professionalism and the need to move away from the concept of a suit and tie.
The importance of personal branding for career growth (00:08:08)
Emphasizing the significance of personal branding for career development and the need to control one's brand.
Strategies for personal branding on LinkedIn (00:09:49)
Discussion on the vision, mission, and consistent portrayal of oneself to create a strong personal brand.
The value of personal connection in professional work (00:12:49)
The significance of bringing one's whole self to work and the impact of personal connections in professional settings.
The time and effort required for effective LinkedIn utilization (00:15:49)
The need for strategic planning, time investment, and iterative work to create a strong LinkedIn profile.
Overcoming psychological barriers to posting on LinkedIn (00:18:16)
Dealing with the negative psychology and vulnerability associated with posting on LinkedIn.
The positivity of LinkedIn (00:19:08)
Discussion about the positive and professional atmosphere of LinkedIn compared to other social media platforms.
Building a professional network (00:20:08)
The importance of surrounding oneself with positive and empowering connections on LinkedIn.
Creating an authentic LinkedIn profile (00:21:06)
Encouragement to take control of one's image on LinkedIn, making the profile authentic and aligned with personal goals.
Utilizing LinkedIn for professional relationships (00:22:00)
The significance of researching and checking out profiles on LinkedIn for business interactions.
Starting and maintaining a LinkedIn profile (00:24:43)
Encouragement for individuals to start their LinkedIn journey and the emotional component of personal branding.
Success on LinkedIn and real-world relationships (00:26:23)
Emphasizing the importance of moving beyond LinkedIn to build real-world relationships for professional success.
Consistency and storytelling on LinkedIn (00:33:42)
The importance of consistency in posting and sharing on LinkedIn, drawing parallels with a story from "The Little Prince."
Balancing positivity and authenticity on LinkedIn (00:37:01)
Encouragement to not overthink posting on LinkedIn and to share authentic experiences without worrying about being too cringey.
Personal Branding on LinkedIn (00:37:50)
Donna discusses the importance of posting on LinkedIn to develop personal branding and shares tips for creating engaging content.
Encouragement and Personal Growth (00:40:43)
The hosts and Donna share personal experiences and offer encouragement for those feeling behind in their professional journey.
Expanding Your Network on LinkedIn (00:43:08)
Donna advises expanding the LinkedIn network to gain diverse perspectives and avoid feeling stuck in comparison.
Investing in Personal Branding (00:45:18)
Donna emphasizes the value of investing in personal branding and recommends utilizing free resources for self-improvement.
Personal Life and Interests (00:46:38)
Donna shares personal insights about being a mother and having a son with special needs, offering a broader perspective for her work.
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"Alignment is going in the same direction, fighting for the same things, and looking at the same big picture together.” – Rachel Gertz
The finer details of this episode:
● Importance of project management and operations in digital agencies and creative studios
● Challenges in project management and the need for alignment between sales and project management
● Solutions to improve communication and alignment between departments
● Importance of understanding client goals and business objectives during the sales process
● Concept of time in the sales process and optimizing operations for long-term efficiency
● The three questions of project management: "Where are we? Where are we going? Are we okay?"
● Importance of ongoing alignment, regular check-ins, and alignment exercises for client satisfaction and project success
Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletter
● Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddc
Connect with Rachel here: https://www.linkedin.com/in/rachel-gertz-trainer/Check out Louder than Ten here: https://louderthanten.comTimestamps:
Welcome to the Creative Agency Success Show (00:00:00)
Introduction to the podcast and anticipation of the upcoming discussion with Rachel Gertz.
Insights from Rachel Gertz's Interview (00:00:14)
Discussion about the valuable tips and insights shared by Rachel Gertz in the podcast episode.
Improving Client Onboarding Process (00:00:36)
The importance of implementing new client onboarding strategies and the potential impact on client efficiency and improvements.
Implementing Advice from Rachel Gertz (00:01:11)
Encouragement to implement the advice shared by Rachel Gertz and the anticipation of positive outcomes from the episode.
Introduction of Rachel Gertz and Hannah (00:02:10)
Introduction of Rachel Gertz as the guest and Hannah as the special guest host for the episode.
Rachel Gertz's Background and Passion (00:02:35)
Insight into Rachel Gertz's background, passion for project management, and the focus of Louder Than Ten.
Rachel Gertz's Transition to Project Management (00:03:15)
Rachel Gertz's transition to project management, her background in teaching and education, and her passion for the softer side of project management.
Common Ailments in Project Management (00:05:14)
Identification of common challenges in project management and the impact of misalignment between sales and project management.
Improving Communication Between Departments (00:06:50)
The significance of communication between departments and the need for solutions to ensure effective communication among all departments.
Sales Process and Project Management Handover (00:07:43)
The impact of rushed sales processes and the importance of aligning project goals with business goals for successful project delivery.
Optimizing Sales Process (00:09:00)
Strategies for optimizing the sales process, including vetting criteria, involving subject matter experts, and aligning project goals with business goals.
Project Management Alignment Exercise (00:15:36)
Recommendation to use a client fit matrix for alignment exercises and the importance of regular check-ins to maintain alignment throughout the project.
Weekly Team Check-Ins (00:17:57)
Flexible approaches for weekly team check-ins, including the format, cadence, and the incorporation of project-related health questions.
Guiding Conversations and Asking the Right Questions (00:19:33)
The importance of framing questions to guide conversations and ensure the right answers during check-in meetings.
Each topic title is followed by the starting time of the segment in the podcast episode.
Project Management and Change Management (00:19:48)
Discussion about handling changes in project scope, involving project managers, account managers, and sales.
Flexibility in Project Scoping (00:21:46)
Exploring the idea of designing projects with flexibility and adaptability, and the impact on pricing and project direction.
Believability and Billability of Project Management (00:24:19)
Addressing the struggle of getting project managers and account managers billable, and their role in the project's success.
Post Project Evaluation and Continuous Improvement (00:26:28)
Importance and process of post-project evaluation, including setting a window for project closure and conducting lessons learned sessions.
Favorite Concerts (00:32:38)
Casual discussion about the hosts' favorite concerts and musical interests.
Final Thoughts and Contact Information (00:35:28)
Guest's final thoughts on project management, operations, and the importance of slowing down, and sharing contact information for further resources and support.
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“Standing out is great, but conversion is crucial.” – Jason Swenk
It’s hard to build a business if you don’t invest in systems.” – Jason Swenk
The finer details of this episode:
Analysis and insights on building a strong email listSales cycle and close percentageUnique marketing strategiesImportance of systems in building a successful businessConcept of "land and expand"Effectiveness of email marketing campaignsProviding quick financial statements with industry comparisonImportance of creativity and innovation in marketing strategiesEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcCatch the full episode of What All Successful Agencies Have in Common: How to Separate from the Pack, with Tim Condon here: https://podcasts.apple.com/us/podcast/what-all-successful-agencies-have-in-common-how-to/id870206013?i=1000653823029Check out Jason here: https://jasonswenk.com/Timestamps:
The welcome (00:00:00)
Introduction to the show "Creative Agency Success Show" and its purpose.
Discussing Jason Swank's podcast (00:00:15)
Introduction to the podcast "The Smart Agency Podcast" and its relevance to the speakers.
Analyzing the podcast episode (00:00:43)
Introducing the episode featuring Tim Condon and discussing its potential impact on the audience.
Building a strong email list (00:02:20)
Discussion on the importance of building a strong email list and the shift in the agency's marketing strategy.
The importance of conversion (00:04:52)
Emphasizing the importance of conversion in marketing efforts and its relevance to the audience.
Sales cycle and close percentage (00:06:11)
Analyzing the sales cycle and close percentage, comparing industry standards, and sharing insights on reducing the sales cycle.
Unique marketing strategy (00:11:15)
Exploring a unique marketing strategy involving leveraging established brands to generate leads and its implications.
Best piece of advice for leaders (00:12:30)
Discussing the best piece of advice for leaders, focusing on utilizing assets and generating what is needed.
Using current assets for sales process (00:14:03)
Sharing an example of using current assets to establish credibility and aid the sales process.
Campaign carnival (00:16:53)
Discussing a unique marketing campaign involving giving away free pizza to generate leads and its success in achieving lead opportunities.
Building a Business with Hefty Systems (00:18:08)
Discussion on the importance of investing in systems for scaling and duplication in marketing and sales.
Developing a Sales Process (00:19:13)
Insight on creating a sales process and thought leadership approach for client acquisition.
Effective Email Marketing Campaign (00:26:44)
The effectiveness of targeted email marketing and the innovation of using a pizza giveaway program for email acquisition.
Land and Expand Sales Strategy (00:29:00)
The concept of quick sales to establish trust and expand client relationships, with a focus on providing a low-cost financial statement as an entry point.
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“As you're building your business, you're building your agency, you're going to realize that there's some prospects that are just not right. You have to go through that Vegas buffet and get sick and food poisoning because you overate and you ate a lot of the bad shit and you tell yourself, ‘I'm not going to eat those raw craw legs anymore.’” -Jason Swenk
The finer details of this episode:
Jason Swenk's journey from agency owner to consultant and mastermind leaderImportance of knowing target audience and sales process for agency successValue of creating a community of like-minded individuals through mastermindsEmphasis on maintaining a high-quality community over quantity in mastermind groupsImportance of building strong client relationships and conducting thorough researchUnique approach to hiring by setting specific instructions for applicants to followSignificance of qualifying leads early in the sales processValue of personal challenges and experiences in shaping one's perspective and approach to businessEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Jason here: https://www.linkedin.com/in/jasonswenk/Listen to Jason’s podcast here: https://www.agencymastery360.com/podcastCheck out Agency Mastery 360 here: https://jasonswenk.com/Subscribe to Jason’s YouTube channel here: https://www.youtube.com/jasonswenkTimestamps:
Accidental Agency Owner (00:00:00)
Jason's accidental entry into the agency world and his agency's growth and eventual sale.
Transition to Consulting (00:03:08)
Jason's transition from running an agency to helping other agency owners and the inspiration behind his consulting practice.
Mastermind Community (00:04:45)
Jason's approach to running a mastermind community, its structure, and the experiences it offers to its members.
Exclusive Mastermind (00:08:28)
Jason's encounter with an exclusive mastermind and his decision to create a more genuine and impactful community.
Client Relationships (00:11:51)
Jason's insights on maintaining client relationships and the importance of delivering exceptional service.
Attract, Convert, Scale Methodology (00:14:32)
Jason's methodology for agency growth, focusing on attracting ideal clients, converting leads, and scaling the business.
Interviewing and Hiring (00:20:27)
Jason's advice on the interviewing process and the importance of knowing oneself and researching the client or employer.
Research and Applications (00:21:34)
Discussion on the importance of research in job applications and disqualifying uninterested candidates.
Lack of Research in Agency Pitching (00:22:47)
Personal anecdotes about pitching without proper research and the consequences.
Budgeting and Sales Process (00:25:48)
Strategies for asking for a budget in the sales process and the importance of understanding the client's budget.
Personal Question: Epic Experiences (00:30:29)
Sharing personal epic experiences, including hang gliding, paragliding, and winter backpacking.
Agency Mastery 360 (00:35:52)
Information on accessing free resources and masterclasses for building the ultimate sales team and attracting the perfect client.
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“After almost 20 years of doing that nonstop, I started to lose myself a little bit. I started to wonder, is this what I want to do for the next chapter of my life? Is there something else out there for me? When I looked around in corporate America, what I realized and what I saw was that there were a lot of people like me. I really wanted to get off autopilot. I felt like nobody in my life was getting the best part of me.” – Traci Barrett
The finer details of this episode:
Review and analysis of The Root of All Success with The Real Jason Duncan’s Beyond HGTV Success Featuring Traci BarrettEmphasis on the unique thought of the episodeExploration of success and life transitionsImportance of identifying the right client fit and company cultureImpact of generosity on business relationships and company cultureTransformational impact of Traci's strategic life mapping processAppreciation for diverse perspectives on success from Jason Duncan's podcastEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Traci here: https://www.linkedin.com/in/tracischubertbarrett/Check out Navigate the Journey here: https://www.navigatethejourney.com/Check out Traci’s website here: https://www.tracischubertbarrett.com/Catch the full episode here: https://www.therealjasonduncan.com/podcasts/the-root-of-all-success-with-the-real-jason-duncan/episodes/2148159261Timestamps:
The unicorn (00:04:05)
Discussion on the most unique thought of the episode, focusing on success beyond money and titles.
Traci's journey (00:05:28)
Traci's transition from corporate world to entrepreneurship, and the realization of wanting more from life.
Defining success (00:08:03)
Traci's personal definition of success and the importance of using unique talents to have a positive impact.
Visionary vantage (00:13:12)
Discussion on identifying what one wants and why, and the journey to create a different and entrepreneurial company culture.
The client relationship dilemma (00:18:15)
Discussion on deciding whether to take on a lucrative project that doesn't align with company values.
Identifying the right client (00:19:44)
Exploring the importance of understanding if a client is the right fit for the team and the impact of a mismatched client-team relationship.
Learning from mistakes (00:21:29)
Reflecting on the consequences of trying to retain a client who mistreats the team and the importance of addressing such situations promptly.
Generosity and company culture (00:24:12)
Exploring the role of generosity in shaping company culture, fostering relationships, and creating a positive work environment.
The mic drop moment (00:34:55)
Reflecting on the significance of identifying personal motivations and goals, as well as the impact of building meaningful relationships in business.
The strategic life map (00:35:20)
Discussion about the impact of a strategic life map on personal and professional decisions.
Transition to second half of life (00:36:13)
Exploring the concept of transitioning to a new phase in life after achieving initial success.
Impact on personal and professional life (00:37:49)
Reflection on the ups and downs of life and how it influences relationships and career decisions.
Finding passion and purpose (00:40:09)
Discussion about the importance of doing what one loves and finding purpose in daily activities.
Identifying personal "why" (00:42:00)
Exploring the significance of understanding one's motivation and purpose in life and work.
Podcast review and conclusion (00:43:37)
Reflection on the podcast and its value, expressing anticipation for future episodes.
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Episode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcTimestamps:
The podcasting journey (00:00:14)
Jamie recounts the evolution of the podcast, from its humble beginnings to its current loyal listener base.
Introduction of the new podcast format (00:01:04)
Jamie introduces the new format, inspired by the "Rewatchable" podcast, and discusses the idea of discussing existing material through 11 topics.
The 11 topics of the new format (00:02:49)
Jamie explains the 11 topics that will be used to discuss existing material, ranging from financial advice to marketing and pipeline strategies.
Excitement for the new format (00:08:28)
Jamie expresses excitement and anticipation for the new format, emphasizing the importance of being excited about the podcast's content.
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“Shifting from advocacy to inquiry is really important, and I think most leaders today are probably advocacy heavy because it's the model that we see most.” – J. Scott
The finer details of this episode:
Importance of leading the way in marketing and working with clientsTransforming high-potential individuals into high-functioning teamsRationalizing tasks and initiatives to align with customer satisfaction, team member satisfaction, and profitabilityChange management and involving stakeholders in driving changeApproach to problem-solving and decision-making in leadershipBalancing advocacy and inquiry in leadership and marketingInvolving team members in leadership meetings and problem-solving processEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcConnect with Jason here: https://www.linkedin.com/in/jasonscott120vc/Check out 120Vc here: https://www.120vc.com/Timestamps:
Leadership and Change Implementation (00:00:14)
Discussion on leadership, change implementation, and project management with J Scott from 120 VC.
Marketing and Thought Leadership (00:00:29)
Transition from thought leadership to marketing strategies and leading teams in marketing efforts.
Creating High Performing Teams (00:01:32)
Introduction to the topic of creating high performing teams with J. Scott from 120 VC.
Transforming Cost Centers to Profit Centers (00:02:32)
Discussion on transforming groups from cost centers to profit centers and focusing on customer satisfaction, team member satisfaction, and profitability.
Working with Fortune 1000 Clients (00:02:58)
Details about working with Fortune 1000 clients and the process of transforming various teams within those businesses.
Shifting Mindsets and Canceling Initiatives (00:04:23)
Insights into shifting mindsets, rationalizing initiatives, and repurposing existing team members to create growth.
Impact on Smaller Teams (00:06:17)
Exploration of how smaller teams can contribute to the three pillars of customer satisfaction, team member satisfaction, and profitability.
Applying Marketing Principles to Business (00:08:06)
Comparison of marketing and leadership principles, emphasizing the importance of understanding the underlying business problems.
Creating Demand and Stakeholder Engagement (00:13:27)
Explanation of creating demand for initiatives and engaging stakeholders through experience sharing and shifting mindsets.
Improving Customer Satisfaction through Tools (00:15:59)
Discussion on improving customer satisfaction through the implementation of tools, focusing on the impact on call center operations.
Empowering Teams and Overcoming Obstacles (00:17:37)
Insights into empowering teams, addressing obstacles, and ensuring alignment with day-to-day responsibilities during project implementation.
Crowdsourcing Requirements and Demand (00:18:25)
J. Scott discusses the importance of crowdsourcing requirements and demand from employees to improve business solutions.
Effective Group Problem-Solving (00:20:39)
The conversation explores the effectiveness of group problem-solving and the value of involving employees in the decision-making process.
Balancing Advocacy and Inquiry (00:29:57)
J. Scott emphasizes the importance of shifting from advocacy to inquiry in leadership, seeking input and collaboration from team members.
Final Thoughts and Contact Information (00:32:37)
The speakers share their final thoughts on effective leadership and provide contact information for further engagement.
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“Clients don’t want to ask us for new ideas; they want us to come to them with new ideas.” Hannah Hood
The finer details of this episode:
● Shortening of the sales cycle indicating a positive shift in the industry
● Trend of clients seeking specialized services from agencies
● Emphasis on the need for agencies to specialize and market their expertise effectively
● Importance of being proactive in presenting new ideas to clients and pricing services based on value
● Significance of building trust with clients and maintaining long-term relationships
● Communication of the value of agency services effectively
● Strategies for navigating the evolving landscape of the agency industry
Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletter
● Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddc
● https://www.linkedin.com/in/hannahchood/
Timestamps:
The welcome (00:00:00)
Introduction and purpose of the podcast episode.
Hannah's agency events (00:00:14)
Discussion about Hannah's experiences at agency events and their importance.
The Build Better Agency Summit (00:00:53)
Highlights from the Build Better Agency Summit and the value of attending such events.
Impact of COVID on the industry (00:01:52)
Discussion on the industry's recovery from the impact of COVID-19 and changes in client behavior.
Shift in client needs and agency specialization (00:05:22)
Insights into the evolving client needs and the importance of agency specialization.
Value-based pricing and client relationships (00:08:20)
Importance of value-based pricing, building client trust, and maintaining long-term relationships.
Pricing strategies and advice (00:12:22)
Insights into pricing strategies, price pressure, and the importance of building trust with clients.
Post-event reflection and team communication (00:16:10)
Recommendations for post-event reflection and team communication to share insights and implement learnings.
Denver Experience (00:17:55)
Discussion about the food, weather, and environment in Denver, and the impact of altitude on the speaker's health.
Effects of Altitude (00:18:30)
The speaker's experience with altitude sickness and the importance of drinking water at high altitudes.
Dryness and Humidity (00:18:54)
The impact of dryness and high altitude on the body, and the need to stay hydrated in such conditions.
Future Plans (00:19:43)
Plans to visit Denver again, and the possibility of meeting up with the hosts for dinner during the next visit.
Appreciation and Conclusion (00:20:00)
Thanking the guest for sharing information and experiences and expressing gratitude for the opportunity to participate in events.
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Episode Notes:
“Delegation is challenging; it requires a lot of thought process and a lot of preparation. But you shouldn’t try to do everything on your own; use your team. Delegation is about giving them enough information so that they know what the end goal is.” Vicky Brown
The finer details of this episode:
Importance of supporting managers and helping them grow their leadership skillsChallenges of delegation and setting boundaries in leadership rolesEmphasis on teamwork and collaboration within a businessCreating a culture of trust and open communication within the organizationUnderstanding implications of being a multi-state employerEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcwww.idomeneoinc.comhttps://www.linkedin.com/in/vicky-brown-4160061Morehumanmoreresources.info/podcastgiftTime stamps:
HR conversation (00:00:14)
The conversation covers the broad scope of HR, including coaching, delegation, and more.
Introduction of Vicky Brown (00:01:42)
Vicky Brown introduces herself as an HR professional and shares her background in opera singing.
Vicky's company and clients (00:02:24)
Vicky talks about her HR consulting company, Dominion Enterprises, and her range of clients.
Transition from opera singing to HR (00:04:24)
Vicky shares her transition from an opera singer to an HR professional and the challenges she faced.
Services provided by Vicky's company (00:07:32)
Vicky explains the comprehensive services her company offers, including regulatory compliance, benefits, and payroll administration.
Employee relations and manager coaching (00:08:27)
Vicky emphasizes the importance of employee relations and coaching managers to enhance leadership skills.
Delegation challenges (00:10:30)
Vicky discusses the challenges of delegation and the need for proper training and trust in the delegation process.
Setting boundaries for delegation (00:14:08)
The discussion addresses the need for clear boundaries and healthy communication in delegation, especially between leaders and team members.
Preparation for effective delegation (00:18:15)
Vicky emphasizes the importance of preparation and effective communication in the delegation process.
The importance of team collaboration (00:20:28)
Discussing the value of incorporating the team's input and perspective into decision-making processes.
Delegating responsibilities in a leadership team (00:21:22)
Exploring the role of a leader in delegating tasks and allowing team members to contribute their expertise.
Creating a culture of trust and collaboration (00:22:43)
Emphasizing the significance of fostering an environment of trust and open communication within the team to create a positive work culture.
Strategies for effective collaboration (00:23:21)
Discussing the approach of setting goals and strategies, and the importance of open communication and feedback in the collaboration process.
The role of leadership in shaping organizational culture (00:25:34)
Exploring how leadership influences and shapes the organizational culture through their actions and interactions with the team.
Building a positive work culture through effective delegation (00:26:47)
Discussing the impact of effective delegation on creating a work culture that encourages creativity and critical thinking.
Favorite HBO shows and final thoughts (00:27:46 - 00:34:10)
Sharing favorite HBO shows and concluding the episode with final thoughts on delegation, trust, and collaboration.
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Sales is the engine of any agency, but oftentimes it's the hardest part to grow and scale when you move from a founder-centric shop to a full marketing organization. The clips in this episode offer some of the best pieces of advice our hosts of the Creative Agency Success Show have gathered, provided to you in bite-sized form, so that you can digest and try your favorites.
The finer details of this episode:
Who makes a good salesperson? -- with Diane HelbigHow to warm up your cold calls -- with Nikki RauschWhat to do when owners hate sales? -- with Karl Sakas9 steps to speedier sales -- with Simon SeverinoHow a product catalogue helps the sales process -- with Joe ArdeeserEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddcFull episodes included in the podcast:RETHINK YOUR SALES APPROACH with Diane HelbigSELLING FOR ACCOUNTANTS with Nikki RauschHOW AGENCY OWNERS CAN WORK LESS AND EARN MORE with Karl SakasSTRATEGIES FOR MANAGING LONGER SALES PIPELINES with Simon SeverinoSTREAMLINING THE AGENCY PROPOSAL PROCESS AND MANAGING SCOPE with Joe Ardeeser -
“As a little bit of contextual background for our listeners, if you don't already know, as a part of the suite of meetings and services that we offer our clients, we are in what we call our pipeline meeting. During these meetings and throughout our client relationship, we stress the importance of knowing your data. At the end of the day, you absolutely need to be looking at your data and understanding the story that it tells you about where your agency currently is. Having conversations with my clients so that I can really dive into what the data is telling me is crucial.” –Hannah Hood
The finer details of this episode:
Challenges and trends in the agency industryExtended sales cycles and delays in closing dealsSlower lead generation and new client acquisitionStrategies for managing low utilizationWhitespace analysis for evaluating services provided to clientsImpact of the current economic state on client decisionsEpisode resources:
Summit Virtual CFO by Anders website: https://www.summitcpa.net/Love our content? Sign up for our newsletter: https://vcfo.summitcpa.net/ddc https://www.summitcpa.net/summit-newsletterDigital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddchttps://www.linkedin.com/in/hannahchood/Love hearing insight from Hannah? Check her out on the Young CPA Success Show: https://www.youtube.com/playlist?list=PLHIPahPXE1HhfZO1Ig5pGiB-eHA4hrFzQTimestamps:
The state of the industry (00:00:00)
Introduction to the episode and discussion about the agency industry's challenges and trends.
Extended sales cycle (00:01:25)
Analysis of the extended sales cycle, identifying the pain points and strategies for improving the sales process.
Slower lead generation and new client acquisition (00:05:56)
Discussion on tracking lead sources and making informed decisions based on lead metrics to improve client acquisition.
Whitespace analysis (00:06:34)
Explanation of the whitespace analysis tool to identify opportunities for service expansion and niche specialization.
Companies wanting more for less (00:10:23)
Exploration of the challenge of clients seeking more services for reduced costs and strategies for communicating and evaluating the value of services.
Evaluation of team utilization and business size (00:13:53)
Strategies for evaluating team size, performance, and business goals during slow times, including considerations for right-sizing the team and utilizing contractors.
Planning for the future (00:17:28)
Discussion on reevaluating business goals and creating a plan for the future based on current challenges and opportunities.
Evaluating Weaknesses and Planning for Change (00:18:49)
Discussion on evaluating weaknesses, improving processes, and investing in marketing strategies during a lull in business.
Tapping into Hidden Potential within the Team (00:20:40)
Exploring the importance of evaluating team members' hidden potential and tapping into their skills and ideas.
Bringing Operations and Sales Teams Together (00:22:59)
Emphasizing the significance of communication between operations and sales teams for better client outcomes and sales strategies.
Favorite Reality Television Shows (00:25:09)
Casual conversation about favorite reality TV shows, including game show types, and personal viewing preferences.
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“I'm the CEO. I'm not a CFO, but I was acting as one. It was not my favorite part of running a company because math doesn't excite me like it does some of you. I can do it, and I think I did it pretty well. But it was invaluable to be able to have your firm come in and take a look at how we've been running the company and just to get the reassurance of, 'You guys are good, you're not doing things wrong.' You've been able to come in and tweak things and make it even better. It's been quite the journey from first meeting you, in 2015.” -Karla Santi
The finer details of this episode:
● Importance of mentoring in personal and professional growth
● Value of finding a mentor or coach in the professional world
● Significance of advisory boards and diverse perspectives in decision-making
Episode resources:
● Summit Virtual CFO by Anders website: https://www.summitcpa.net/
● Love our content? Sign up for our newsletter: https://vcfo.summitcpa.net/ddc https://www.summitcpa.net/summit-newsletter
● Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddc
● https://www.blendinteractive.com/
Timestamps:
Karla's Background and Agency (00:00:15)
Discussion about Karla's impressive background and her agency, Blend Interactive.
Karla's Journey and Agency Evolution (00:01:51)
Karla shares her personal journey and how her agency has evolved since its founding in 2005.
Long-time Friendship and Events (00:03:25)
Discussion about the long-time friendship between Karla and the hosts, as well as their shared experiences at various events.
Karla's Decision to Seek Financial Help (00:07:03)
Karla discusses the triggering event that led her to seek financial help and the decision to commit to working with a financial team.
Adoption of AI and Employee Development (00:10:45)
Karla talks about the adoption of AI in web development and the focus on employee development within her agency.
Empowering Leadership Team and Future Plans (00:12:24)
Discussion about empowering the leadership team to make decisions and future plans for the agency.
Karla's Role as a Mentor (00:15:26)
Karla's role as a mentor and the importance of personal connections in mentoring relationships.
Influence of Sports on Mentoring (00:20:01)
Karla reflects on the influence of ballet and tennis on her leadership style and team collaboration.
Finding the Right Mentor (00:21:53)
Discussion on the importance of finding a mentor who connects with you and fosters a meaningful relationship.
Transparency and Trust in Relationships (00:23:02)
Importance of transparency and trust in professional relationships, including the mentor-mentee dynamic.
Takeaways from Conferences (00:24:11)
The value of attending conferences and the key insights gained from them.
Learning from Others (00:33:19)
The significance of learning from others and seeking guidance to improve professional development and business success.
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