Build a Better Agency Podcast

C.C. Chapman describes himself as a New England raised storyteller, explorer, and humanitarian. Others have described him as a thought leader in the online marketing space, a grounded futurist and one the nicest guy on the Internet. Over the years of his career, he has worked with a variety of clients including Nike, HBO, American Eagle Outfitters, ONE, Verizon FiOS, and The Coca-Cola Company. He is the co-author of the International bestseller "Content Rules" and is also the author of "Amazing Things Will Happen." He travels the world speaking in front of audiences to do more in the world and how to understand content marketing better. C.C. has taught classes for Lynda.com, CreativeLive and now as an adjunct professor at Bentley University (where he also graduated from). C.C. is an advocate who speaks about building passionate communities and the strategic values of content-based marketing. He is a Samsung Imagelogger, the original ONE Dad and a UN Foundation Social Good Fellow. As a storyteller for hire, his work has appeared on the pages of Rolling Stone and The Wall Street Journal. C.C. serves as the Chairman of the Board at Wediko and serves on the board of The Hockey Foundation. He happily lives in the woods outside of Boston with his loving family. What you'll learn about in this episode: Social Good: giving your employees an opportunity to make a difference How to pick the right cause for your agency to support Don't be too humble: why you need to talk about the non-profit work that you do The International bestseller "Content Rules" C.C. co-authored Speak Human: the most violated rule from "Content Rules" Differentiation: what makes your agency different? Creating content that plays to your strengths Why you can't afford not to have content for yourself (and how to get it produced if you honestly don't have the time to do it personally) Building trust by giving away at least pieces of what you do How to make your content stand out from all the other content out there Connecting your offline life with your digital presence Doing a regular social media audit to make sure your content is presenting your agency the way you want to be presented Ways to Contact C.C. Chapman: Website: www.cc-chapman.com Twitter: @cc_chapman Book: "Content Rules" We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew's unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog "One of 10 blogs every entrepreneur should read." What you'll learn about in this episode: Augmented reality and virtual reality: what you need to know about this technology that is coming fast Influencer marketing: connecting your client's brand with their audience through social influencers who have built an audience around a specific topic Ratings & Reviews: How agencies can turn a profit by solving this problem for existing clients (and how to use it as a door-opener for prospects) Why agencies are developing relationships with more people inside companies than just CMOs Why you need to play nice with the other agencies that you share a client with If you're not being offered exclusivity, do you need to offer it in return? Selling what you know and what you think instead of "stuff" ROI: why it's not an optional conversation Why you need to be transparent on your fees Bragworthy benefits like a student loan repayment program Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Own a digital marketing agency? Learn how to keep content interesting and focused on business issues your clients are looking to solve. Simon Thompson is the founder of Content Kite, a content marketing company that helps digital marketing agencies increase their quality and number of leads through content marketing. Simon has held content marketing roles for some of the largest digital publishers in Australia such as Mi9 (Microsoft + Ch9), Daily Mail, and MTV. He's worked on content projects for major global brands such as L'Oreal, Nissan, BMW, Adidas, Disney, and Mondelez, to name a few. Whilst he was in a good place in his publisher roles in Australia, the entrepreneurial bug eventually took hold, and he decided to go out on his own and start Content Kite. He now runs Content Kite full-time and hasn't looked back. What you will learn about a digital marketing agency in this episode: How a digital marketing agency can keep its content interesting and on topic for the business issues and challenges your customers need to solve Focusing all your content so it moves toward the same goal Optimizing your content to collect email addresses and then regularly engaging with those people How a digital marketing agency can effectively repurpose content across multiple mediums The frequency with which you must create content Why you should spend as much time promoting a piece of content as you do in creating it Influencer outreach: how to actually motivate people to share your agency's content by positioning them as authorities Tools for mapping out an editorial calendar for your digital marketing agency Why you must share a piece of content more than once How Content Kite works with agencies to create amazing content

Alex Berman is the founder and SVP of Operations of a marketing and lead generation firm Experiment27. Alex is responsible for generating over $2.5 million in B2B sales and over $50 million in leads for his clients. He also creates weekly videos to help agency owners grow their businesses and bring in more revenue teaching them how to optimize B2B sales cycles and put inbound marketing strategies in place. Alex was also Chief Marketing Sumo at InspireBeats, a company valued at over $100 million, former Director of Marketing at three time INC 5000 company Dom & Tom. He is also a network video partner for Entrepreneur Magazine. What you'll learn about in this episode: The massive opportunity outbound marketing provides for agencies How to know if your marketing strategy is the right marketing strategy What to measure with your tracking software to make sure your leads are working The best channels for capturing leads Tailoring cold calls to the target Why cold emails need to be short and to the point Partnering with other agencies to take on overflow work/give away your overflow work How to capture leads at meetups/in-person events Making yourself memorable by connecting people How to do the follow-up right (it differs if you've actually met them or not) Why you need to set a KPI Ways to Contact Alex Berman: Email: alex@experiment27.com Website: experiment27.com YouTube: b2bsalestraining.org We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Craig Barnes consults with owners of small to midsize advertising agencies to improve their people, processes and profitably. It's the sum of a lot of experiences across 30+ years of owning and operating an advertising agency. He learned early on that operating an agency was both rewarding and challenging and benefitted from seeking the counsel of others to help guide a path to growing his three-location agency. As a 15+ year member of an AMI owner network group, Craig has fully lived AMI's mission "to help agency owners increase their AGI, attract better clients and employees, mitigate the risks of being self employed in a such volatile business and best of all — let the agency owner actually enjoy the perks of owning the joint." While still involved with his agency, Craig now spends the majority of his time working with owners who seek AMI's assistance to achieve their goals. He has a passion for a hands-on, roll-up-your-sleeves approach to analyzing issues and developing actionable solutions. An amateur chef, Craig enjoys cooking for family and friends and has a not so secret desire to spend part of the year in Italy. He'll also gladly share recipes with you. What you'll learn about in this episode: The key executives (#1s) group Craig facilitates for AMI What makes key executives so valuable Integrators: the employees that don't want to be owners and just want to pull the levers How we as agency owners make life hard for integrators by not letting go of control Having an empowerment agreement with your #1s for setting expectations for who gets to control what Setting regular meetings with your key executive that you do not break How agency owners can know whether or not they're ready for a #1 to take things over Traits that make for a great key executive How to compensate your #1s The impact key executives are having on agencies by committing to goals We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Dave Currie is the CEO of List Partners Inc., the home of: Winmo, Localead, and Catapult. He is a leading entrepreneur in sales intelligence and lead generation for the advertising, media and tech industry. Having joined List Partners Inc., in 2005 when he was 26, he has led the company and its brands on a rapid growth path, one recognized by their customers and the industry at large as one of the leading and fastest growing private companies in America. Best known as the agency new business implementation go-to-guy, Dave has lead proactive and organic business development programs for regional, national and global agencies for the past 16 years. When you commit to growing your agency, Dave and his team are one of the very first ports of call. Dave collaborates with agencies, their owners, leadership teams and new business directors, helping them calibrate their agency to market, and most importantly implementing effective new business programs that produce the desired sales results. What you'll learn about in this episode: How the List has evolved over the years and what they do today to help agencies grow through their three brands Winmo, Localead, and Catapult The biggest mistake agencies make in their business development efforts: not having a plan List's CMO tenure study How successful CMOs keep agency relationships longer than their less successful counterparts Why agency-client relationships moving away from AOR engagements is a great opportunity for agencies Separating marketing and sales and giving them their own plans Building sales plans for both growing business with existing customers and bringing in new customers How small agencies can win huge projects Why being the one to implement shouldn't be the goal of your first conversation with a marketer Why you must keep your nano list -- your list for sales -- to 25-30 Ways to Contact Dave Currie: Email: davec@thelistinc.com Twitter: @NewBizDingo LinkedIn: www.linkedin.com/in/davecurrielpi The List: www.thelistinc.com Winmo: www.winmo.com Localead: www.localead.com Catapult: www.catapultnewbusiness.com Resources: CMO Tenure Study Report We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

Drew McLellan is the Top Dog at Agency Management Institute. For the past 21 years, he has also owned and operated his own agency. Drew's unique vantage point as being both an active agency owner and working with 250+ small- to mid-size agencies throughout the year, give him a unique perspective on running an agency today. AMI works with agency owners by: Leading agency owner peer groups Offering workshops for owners and their leadership teams Offering AE bootcamps Conducting individual agency owner coaching Doing on-site consulting Offering online courses in agency new business and account service Because he works with those 250+ agencies every year — he has the unique opportunity to see the patterns and the habits (both good and bad) that happen over and over again. He has also written two books and been featured in The New York Times, Entrepreneur Magazine, and Fortune Small Business. The Wall Street Journal called his blog "One of 10 blogs every entrepreneur should read." What you'll learn about in this episode: Why agency owners are confident again and why new business is easier to come by right now The trend where talent inside agencies has become a scarce resource What to do about having to hire underskilled employees The challenge of providing clients with the right data Having an answer when clients ask agencies about diversity Opportunities for agencies with old school media Why you have to be great at marketing automation Ways to contact Drew McLellan: Email: drew@agencymanagementinstitute.com

Tim Sanders is a veteran sales, marketing, and HR leader with expertise in sales collaboration, relationship management, leadership, and customer experience design. For almost 20 years, Tim Sanders has closed deals and led B2B sales teams to victory using his Dealstorming methodology. He was an early member of Mark Cuban's broadcast.com and then later, CSO at Yahoo during their best days. Today he consults with leading companies on how to drain their pipeline, secure major accounts, and beat the competition with teamwork. Financial Times calls his latest book, "Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges" a 'force multiplier.' He gives some unconventional insights that just may get you to the finish line on your next big selling opportunity. What you'll learn about in this episode: Tim's start in sales working for a radio station Dealstorming: how Tim took dealmaking and brainstorming and put them together The difference between collaboration and cooperation How to strategically build your dealstorm team Turning your peer group into "competimates" that you can collaborate with to make each other stronger Why you absolutely need diverse perspectives in the room (and why you should have an external voice on your dealstorm team) The secrets to making your dealstorm meeting a magic meeting with results New business through rapid problem solving The hacker, the chef, and the artist: the three personas for solving different problems How leaders lead culture Ways to Contact Tim Sanders: Website: timsanders.com Free chapter of "Dealstorming": dealstorming.net/free We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

For several years Jake owned a video production agency. His business partner was the brilliant technician and he was the guy who got the agency the work. Jake landed multiple Fortune 500 clients and A-List touring artists by running a dream client campaign. After leaving the video agency, Jake went out and worked as a digital marketing and web consultant for several years and eventually realized that he was much better at getting the work than he was doing it. At that point, Jake started pairing with other agencies to help them win more clients. What you'll learn about in this episode: Why you need to look at new business as an art form How to get started getting better at new business How to make the most of your time at conferences as it relates to new business How to effectively follow up with contacts you make at conferences How to stay top of mind with people who aren't ready to buy now Why your prospect list can't be too big and why you need to stay very personal with them Why strategic partnerships have gotten even more important as agencies become specialists Why you need to carve out at least an hour a day for working on new business (and why it's a good idea to do it away from the office) Why you need to figure out what your actionable objectives are and then break them down How to get referrals that are exact fits for the kinds of clients you want Ways to Contact Jake Jorgovan: Website: Jake-Jorgovan.com Upcoming book: WinYourDreamClients.com Resources: Blog: How to 10x the results from the next conference you attend by Jake Jorgovan We're proud to announce that Hubspot is now the presenting sponsor of the Build A Better Agency podcast! Many thanks to them for their support!

John Hall is co-founder and CEO of Influence & Co., a content marketing agency that helps companies and individuals extract and leverage their expertise to create, publish, and distribute content to their key audiences. In five years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to more than 1,000 of the world's top publications. Under John's leadership, Influence & Co. was ranked No. 72 on Forbes' "Most Promising Companies in America" list in 2014 and was named Empact's "Best Marketing and Advertising Company of 2014" at the United Nations. Influence & Co. was also recently mentioned in Inc. as the No. 1 company dominating content marketing. John has weekly columns for Forbes and Inc. and has contributed to more than 50 publications, including Harvard Business Review, Fast Company, The Washington Post, and Mashable. John was recently recognized as a "must-see" and one of the most authentic speakers in Forbes. His talks have inspired thousands of leaders, marketers, salespeople, entrepreneurs, and others to improve their performance. What you'll learn about in this episode: John's new book "Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You" How John's book fits into his thought leadership strategy Why staying top of mind is a great strategy for developing trust Short-term to long-term memory: consistently engaging people so that they remember forever Why you need to make yourself approachable Why showing your failings and foibles does not diminish your thought leadership Why you must understand what is truly helpful for individuals Why you must help people without expecting anything in return How to tell people how you helped them without it sounding self-serving Why you shouldn't be too aggressive and should build a relationship over time Why you need to start small with changing how you relate to others Ways to Contact John Hall: Email: john@influenceandco.com Twitter: @johnhall Website: www.influenceandco.com LinkedIn: www.linkedin.com/in/johnhall4 Book: "Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You"