In this episode, we are going to peel back the curtain on marketing agencies, learning about how they handle scope creep, attribution and misattribution of their efforts, setting and resetting client expectations, retainers, performance-based pricing, leading and lagging metrics, dashboards, negative keywords, and a lot more. Our guest is Ken Jurina. He founded his company, Top Draw, in 1993. In the early days, Top Draw was a humble graphic design agency and he was the sole employee. When he realized he was going to face some pretty stiff competition in the graphic design space, he knew he needed to differentiate himself. That is when he recognized that the internet represented a massive opportunity to grow his business. Fast forward 25 years, Top Draw is now a fully integrated digital marketing agency with dozens of employees and an impressive client list. These days, Ken is focused on business development and SEO which he has had the foresight to realize would give him a massive advantage over its competitors back in the '90s. Ken was also Co-Founder and Co-Chair of the Canadian Search Engine Marketing Professional Organization which establishes and promotes ethical internet marketing practices and guidelines in Canada. If you are in the mood for a masterclass, keep reading because you are about to hear some tips and secrets drawn from years of blood, sweat, and tears.