Creative Agency Success Show

“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 decisions 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-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-eHA4hrFzQ Timestamps: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.

“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-makingEpisode 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.

“You want to be around people who are better than you – more talented, more experienced; go and soak it in. The places where I find the most growth for myself and my agency is where I’m around other people, and we’re just sharing ideas.” – Jay Owen The finer details of this episode:●       Jay’s journey of agency ownership and hosting events●       Why attending events is good for networking, business growth, and personal growth  ●       Building a successful agency without sacrificing self and family 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://businessbldrs.com/●       https://www.agencybuildersretreat.com/●       https://www.linkedin.com/in/jayowen/●      https://GetJaysBook.com/

“When you start the agency, everyone expects you to be the contact. But you probably don't want to do that forever. Maybe initially you delegate implementation work, the subject matter expert stuff, or project management. Then you probably want to delegate account management stuff. Usually you're still doing client strategy, at least in the early to mid-days.The idea here is you're like, ‘Hey, so-and-so is great. They are your account manager. They're your day-to-day contact.’ They're running the, say, the monthly call or every other call. But you're still the client strategist. You're involved at the beginning of the engagement, and then things pass over to the account manger. Maybe you're making a quarterly or a semi-annual or annual appearance with those higher-level insights that only you could provide. But importantly, you are not the client’s day-to-day contact. You're not the one getting every single email or call. You just show up and share the magic. Your team is taking it from there.” – Karl Sakas The finer details of this episode:Delegation and streamlining processes Understanding time management within an agencyMarketing agency operationsPreparing for an agency owner exit strategy  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-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://sakasandcompany.com/https://www.linkedin.com/in/karlsakas/  Timestamps:The Creative Agency Success Show (00:00:00)Introduction to the podcast and its purpose. The title of the book (00:00:14)Discussion about the book "Work Less, Earn More" by Karl Sakas and its relevance to agency owners. Workshop during team retreat (00:00:36)Praise for the workshop conducted by Karl Sakas during a team retreat and its impact on the team's perspective on creative agencies. Introduction of Karl Sakas (00:01:30)Introduction of Karl Sakas as a guest on the show and a brief overview of his background and expertise. Starting point of reading the book (00:04:03)Discussion on the reasons why people tend to read the book "Work Less, Earn More" and the relevance of the concepts in the book to agency owners. Equity vs. Lifestyle continuum (00:05:45)Exploration of the continuum between running a lifestyle agency and an equity agency, and the importance of knowing where one wants to go in their business. Financial considerations for business owners (00:10:31)Discussion on the financial aspects of running an agency, including the importance of earning a certain amount as a business owner and the considerations for selling the business. Dealing with day-to-day tasks and responsibilities (00:13:53)Exploration of how agency owners spend their time, their preferences, and strategies for delegating tasks to improve efficiency and effectiveness. Impact of team members on the selling process (00:15:54)Discussion on the role of team members in the selling process and their influence on potential buyers. The buyer's perspective (00:16:26)Discussion about the role of an owner in the sales process and the impact on the buyer's perception. Acquirer's goals (00:17:12)Insights into the goals and motivations of acquirers when purchasing agencies and the impact on the owner's involvement. Top-down approach to planning (00:19:16)The benefits of starting with an ideal future vision and working backward to involve the team in achieving goals. Involvement in client calls (00:22:37)Strategies for owners to participate in client calls without overshadowing the team or affecting the credibility of other team members. Delegating account management (00:27:06)The process of transitioning account management responsibilities from the owner to the team and maintaining client relationships. Reality TV show preferences (00:29:29)Discussion on favorite reality TV shows and the appeal of reality television. Personal experiences with reality TV (00:32:10)Sharing personal experiences related to reality TV, including auditioning for shows and participating in game show tests. The book and its formats (00:33:42)Karl discusses the availability of his book, "Work Less Earn More," in various formats and the recent release of the audible version. Planning for the unexpected (00:33:48)Karl emphasizes the importance of planning for the expected to have time to improvise the unexpected, tying it to operations and enlisting the broader team. Feedback on the book (00:34:50)An unnamed individual shares positive feedback on the book, emphasizing its easy readability and practicality. Contacting Karl Sakas (00:35:37)Information on how to access the book and get in touch with Karl Sakas for further assistance. Recommendation to start with the book (00:36:31)The co-host recommends starting with the book for practical applications and suggests that it serves as a good starting point for many.

“Managers are far more costly than we realize. The more managing you have going on, the lower the overall productivity of the organization. Leadership matters, don't get me wrong, but agencies are managed to success.” – Jake Skeels The finer details of this episode:Challenges of managing a growing agency or service-based businessImpact of management structures on productivityConcept of matrix managing and its effects on innovation and productivityImportance of financial management and productivity in achieving higher profit margins for agencies 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-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://agencyagile.com/https://www.linkedin.com/in/jackaskeels/

“When you are doing business development, you need to build your own identity. You need to have something that somebody will remember you for.” - Goran Kovacevic The finer details of this episode:Transition of individuals from production roles to business development in creative agenciesImportance of building a strong brand identity in sales and business developmentChanging dynamics of business development as companies growSignificance of processes in supporting growth and measuring key metrics  Episode resources:Summit Virtual CFO by Anders website: https://www.summitcpa.net/This Quiz Will Tell You What Financial Help Your Business Needs:https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://infinum.com/https://www.linkedin.com/in/goran-kovacevic-621b351a/ 

"Certainly, from an accountability perspective, that's the biggest benefit in coaching. The coach is going to help you follow through on the plan, and if you deviate, they'll ask why and what's the next mission as a result." – Russ Sorrells The finer details of this episode:Importance of strategy, communication, financial oversight, and sales focus in businessesThe role of a coach in holding business leaders accountableThe impact of not having a forecast or plan in place for small businessesValue of understanding financial statements and having a clear financial strategy Episode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.ownyourcategory.com/

"Two or three days of delay, because it takes you so long to create a scope of work or proposal, could be the difference between a potential client engaging with one of your competitors and building a lot of rapport." – Joe ArdeeserThe finer details of this episode:Importance of proposal and pricing process in agency-client interactionsCreating a product catalog for streamlining the proposal processStrategies to avoid scope creep and maintain clear pricing conversations with clientsImportance of a well-structured pricing toolEpisode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.netsmartpricingtable.comhttps://www.linkedin.com/in/joeardeeser/

"For companies that have been around for a long time, often they get very disconnected from their actual client, and then they wonder why their growth just sort of flatlines." – Michael JohnsonThe finer details of this episode:Distinguishing between coaching, consulting, and agency rolesMaintaining control and alignment as a CEO or ownerUnderstanding and improving customer experience Episode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttp://BizChoreo.comhttps://www.linkedin.com/in/michael-johnson-3149151ab/Business Choreography: Changing the Way People Look at Accounting with Jody Grunden: https://podcasts.apple.com/us/podcast/changing-the-way-people-look-at-accounting-with/id1543832214?i=1000636780953 

 Important Financial Metrics for Creative Agencies with David C. Baker https://podcasts.apple.com/us/podcast/important-financial-metrics-for-creative-agencies-with/id1481877575?i=1000621344461Business Coaching, Staying Relevant, Achieving Success: Insight from Pinnacle Business Guides Founder Greg Cleary https://podcasts.apple.com/us/podcast/business-coaching-staying-relevant-achieving-success/id1481877575?i=1000618300601The Future of AI: Balancing Innovation and Ethical Considerations with Shanif Dhanani https://podcasts.apple.com/us/podcast/the-future-of-ai-balancing-innovation/id1481877575?i=1000627415283"What if There's More?" with Traci Barrett https://podcasts.apple.com/us/podcast/what-if-theres-more-with-traci-barrett/id1481877575?i=1000603865819Rebranding Your Agency for Success with Todd Nienkerk https://podcasts.apple.com/us/podcast/rebranding-your-agency-for-success-with-todd-nienkerk/id1481877575?i=1000623632381Building an Enduring Business: The Three Pillars of Success with Natalie Eckdahl https://podcasts.apple.com/us/podcast/building-an-enduring-business-the-three-pillars/id1481877575?i=1000615656509Forecasting as a Team Sport with Tom O’Neil https://podcasts.apple.com/us/podcast/forecasting-as-a-team-sport-with-tom-oneil/id1481877575?i=1000620425413Adapting to a Hybrid Work Environment with Tammy Bjelland https://podcasts.apple.com/us/podcast/adapting-to-a-hybrid-work-environment-with-tammy-bjelland/id1481877575?i=1000619084869Finding Balance in Life as an Entrepreneur with Coach Bob Shenefelt https://podcasts.apple.com/us/podcast/finding-balance-in-life-as-an-entrepreneur-with-coach/id1481877575?i=1000638924357 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.net 

 “I went through life going through the motions. Around 30, I accomplished everything I set out to do. It was then that I realized it was time to work on my life, rather than doing things I thought I was supposed to do. I hit the delete button and everything in my life started fresh, realizing what matters most and clarifying who I am.” – Bob Shenefelt The finer details of this episode:●Finding the right group of people for business success●Defining your vision and self-actualization in pursuing happiness and fulfillment●Importance of trust, open communication, and positive culture in organizations Episode 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: vcpasuccessshow@anderscpa.com●       This Quiz Will Tell You What Financial Help Your Business Needs:https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.imatter.com/(12) Bob Shenefelt | LinkedIn

“The first piece of advice that I give a client is ‘stop selling.’ And what I mean about that is, sales in the traditional sense of the word don’t work; people are engaging in behaviors that don’t work for most small business owners. It’s much more natural to engage in building relationships.” – Diane Helbig  The finer details of this episode: Discussion on the ineffectiveness of traditional sales techniquesHiring salespeople with industry-specific knowledge and curiosity Shift toward educating potential clients and being a trusted sourceUncovering reasons for clients not being a good fit Episode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.helbigenterprises.com/https://www.linkedin.com/in/dhelbig/ 

Importance of finding a single metric to measure firm performanceImportance of exploring client budgets and validating them in the sales processBenefits and the potential of AI for automation in businessChallenges faced by agencies in terms of burnout and stressImportance of having a trusted advisor in your businessEpisode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.netDon’t miss our other podcasts! Young CPA Success Show: https://podcasts.apple.com/us/podcast/the-young-cpa-success-show/id1707049255Modern CPA Success Show: https://podcasts.apple.com/us/podcast/the-modern-cpa-success-show/id1485035727  

“You don't rise to the level of your goals. You fall to the level of your systems.” -Simon Severino The finer details of this episode:Longer sales cycles and ghosting from potential clientsCrafting a culture of opportunity creation within agencies Standardizing and creating standard operating procedures (SOPs) in client delivery  Episode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.strategysprints.com/https://www.linkedin.com/in/simonseverino/ 

“I think the biggest thing is just simply mixing and mingling afterwards and sharing candid conversations on how things are going in the industry—how things are going with their shops, what's going right, what's going wrong. I think those are really the biggest takeaways that you get from really any event."– Jody GrundenThe finer details of this episode:Trends that the agency industry is experiencingImportance of networking with attendees and engaging outside the conferenceEpisode 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: vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs:https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.getparallax.com/https://www.sodaspeaks.com/ 

"Most agencies try to market the solution and convince clients that they're the best. What they should do is market the problem, and then they become the default solution." - Logan LylesThe finer details of this episode:Challenges in allocating resources for agency marketing efforts, especially during uncertain economic timesSystematic approach to generating new pipeline and positioning in the marketLeveraging people as the product and face of the brand, thought leadership, client testimonials, and case studies to build credibility and attract businessEpisode 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 – vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs! https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.netTeamwork https://www.teamwork.com/The State of Agency Operations Report | Teamworkhttps://www.linkedin.com/in/loganlyles/

“Be patient with SEO. It takes time. It's not immediate. So if you want that immediate traction, paid ads will get you up there quickly. But over the long-term play, you have to build it up and keep building trust with Google.” - Brandon Leibowitz The finer details of this episode:Importance of consistency and quality in SEOGoogle's algorithms focusing on quality over quantityConsidering both PPC and SEO in marketing effortsEpisode 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 – vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://seooptimizers.com/Claim your free SEO Masterclass from Brandon: https://seooptimizers.com/gift

 “AI can be used to automate tasks that originally took people a lot of time to do. If you're a small business and you're growing quickly, you're probably going to be able to use automation to really hypercharge your growth. However, you have to know how to do it and implement it properly; if you're really focused on that, you can really get some good productivity going." - Shanif DhananiThe finer details of this episode:Ethical concerns and misconceptions about AIBenefits of AI, such as automation and consistent performancePotential of AI tools in improving productivity, efficiency, and automation Advice on getting started with AI for business ownersEpisode 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 – vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.locusive.com/https://www.linkedin.com/in/shanifdhanani/

"We want to provide the most value that we can in our clients' lives, in the impact that we're trying to make, and the legacy we're trying to leave." -  Crista GrassoThe finer details of this episode:Finding the right support and leadership for successful scalingMindset shifts for business owners as they grow their businessesImportance of systems and processes in managing a growing businessEpisode 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 – vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs: https://rxkebp5191f.typeform.com/summitquiz?typeform-source=statics.teams.cdn.office.nethttps://www.leanoutmethod.com/

“Let's build a strategy based on document systems. Let's build a culture that actually wants to do this and be a part of this to make a company of continuous improvement. And then let's just give them the tools to do it.” - Josh FongerThe finer details of this episode:Building a system that allows for flexibility and creativity while maintaining consistencyThe continuous process of system documentation and how systems can keep evolving and improving over timeExploration of how a creative agency implemented design guidelines and systemized their work process to save time, money, and deliver better designsBenefits of narrowing down and focusing on specific industries for design agenciesEpisode 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 – vcpasuccessshow@anderscpa.comThis Quiz Will Tell You What Financial Help Your Business Needs! https://wtsenterprises.com/Josh Fonger | LinkedIn