Processes for Agency Profitability

Managing Partner à Revenue River
30 Jul 2018
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
Processes for Agency Profitability
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Processes for Agency Profitability

Notes de l'éditeur

  1. Built this presentation for small agencies struggling to find their way There’s more than one way to get where you want to go HubSpot likes to demonstrate what success looks like Agencies don’t like to show their underbelly I’m going to tell you the who and how. It’s not sexy. Warning; I have a contrarian view. You may not agree with me. That’s ok. Please don’t take pictures of every slide. I’ll send you the goods later.
  2. Founded in 2009 as an outsourced sales agency Discovered HubSpot in 2012 Lot of slides, going to go fast through the history so we can talk application
  3. You have to take a stand in this ecosystem. You have to believe in some things. You can’t buy everything
  4. Our clients come to us. We don’t pursue. I know half of you think I’m an idiot for this stance, that’s ok Again, there’s more than one way to do this. This is how we’ve done it.
  5. Now you know who we are and who we aren’t, let’s get into some application
  6. This is the necessary evil system in my mind I hate financials You have to embrace the discipline to succeed
  7. You have to have visibility-forward to manage the agency You have to get paid The math has to add up There’s a totally different way to manage profitability than by-client. If you run my style of financial systems I think you can forget about measuring profitability of every client every month.
  8. Simplified version Projects for next month finalized before the month begins You can feed numbers in from other tabs/sources with tight projections This is your key to investments, variable costs, new hires, capacity planning It’s simple, it’s free, it works.
  9. Now it’s time to piss everyone off again You have to make the most of the opportunities you get We’ve been down a lot of roads
  10. In 2013 HubSpot taught a tiered pricing model I took all the best agencies to school, they all featured it I added it too It failed for all of us, I promise Now the big rage is point based pricing. It’s being disguised as value-based pricing. It’s not. It’s cost based-pricing. You don’t want the kind of clients that always want to go by the tale of the tape. Everyone is focused on the wrong stuff. It’s absolutely not easy for many clients to track. They want nothing to do with it.
  11. Annual, not monthly Total investment, not just you
  12. How do we get them there?
  13. If your agency is struggling, you can change your fate. If you pick a system and implement it, you’ll be less miserable.
  14. Alignment System is really about people If you can’t align your people you’re going to struggle You’ll lose more people and more clients than you should This is the area you should be investing You need a system for alignment, to support you, your people, your clients, and your growth
  15. Investment in a system comes with another price If you’re not willing to be a leader, the team will fail. I get the feeling that a lot of you don’t want to lead. You want to do. Leaders are challenged to achieve through others Its bigger than individual contribution If you’re struggling to retain and develop talent, this is where you need to spend your time
  16. People was the element I cut from this presentation. I think it’s our biggest competitive advantage. I spent an hour with on Agency Unfiltered talking about this I’ve presented on people a lot. If you can’t get the people part right, as a service agency, you’re dead. Hiring, training, retaining, developing top talent is your job. Figure out who you want to be and reflect that. Find people that relate to that and support this shit out of them. Develop a culture that’s deeper than the superficial shit everyone talks about
  17. Alignment is critical, but you have to have a system to execute within for results You have to stay focused on what’s truly important
  18. This is where most of you struggle You’re spending your time on the wrong things You’re so caught up in the urgent that you don’t spend any time on the important Q1 v Q2 You have to schedule for Q2 You have to get upstream
  19. This is about shared objectives. alignment through execution I can’t stress the importance of this system enough This is a system you don’t need to spend money on to implement Buy the book, download the gates, get to work Reinvent your agency with this system