Welcome to the latest episode of Build a Better Agency! Host Drew McLellan is joined by the powerhouse team of Robin Boehler and Stephen Boehler from Mercer Island Group for an eye-opening discussion about their new book, "It's Not About You: Winning New Business in a Crowded Agency World." With decades spent guiding both agencies and clients through the agency selection process, Robin and Stephen bring unique insider perspectives to today's conversation—perspectives that just might change the way you approach your next pitch.

Together, they unpack the central theme of their book: if you want to win more business, you need to shift the focus away from your agency and make everything—from your website to your presentations—about your client. Robin Boehler and Stephen Boehler share actionable strategies to help agency leaders stop making unforced errors and instead become meaningfully distinctive in the eyes of prospects. You'll hear about the importance of client-centric positioning, the dangers of blending into the "sea of sameness," and the necessity of moving beyond generic self-promotion to create memorable, prospect-friendly experiences.

This episode also addresses the realities of today's competitive agency landscape, including evolving pitch dynamics, trends in client searches (hint: AI is changing how clients find agencies), and why strategic selectivity matters more than ever. Drew McLellan and his guests discuss practical steps for identifying your ideal client, structuring intentional engagement models, and preparing your team to walk the talk during high-stakes presentations. You'll also get advice on sequencing improvements and leveraging the book as a hands-on field guide—whether you're tackling a website overhaul or prepping for your next big RFI.

Don't miss this episode if you're an agency leader looking to stand out with purpose, win the business that's right for your team, and build lasting client relationships. By the end, you'll have a clear roadmap for transforming your agency's pitch process, internal culture, and outward brand—and a fresh sense of optimism about thriving in the years ahead.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn

• Shifting from agency-centric to client-centric thinking
• Standing out in a crowded agency market through distinctiveness
• Making intentional decisions about client fit and engagement models
• Avoiding unforced errors in new business pursuits
• Preparing agency teams to authentically present and connect with clients
• Embracing strategy and human insight in an AI-driven landscape
• Building lasting client relationships through deliberate and thoughtful approaches

Welcome to another insightful episode of Build a Better Agency! This week, host Drew McLellan is joined by talent acquisition expert Kat Duncan for a deep dive into the ever-evolving art and science of hiring in today's agency world. If attracting and retaining top talent has ever felt daunting, you're in the right place—Kat Duncan brings over two decades of recruiting experience and actionable advice for agency leaders looking to build standout teams.

Together, Drew McLellan and Kat Duncan explore the common hiring pitfalls many agency owners face, from relying solely on resumes and "been there, done that" experience to underestimating the real costs of a bad hire. Kat Duncan sheds light on the critical distinctions between HR and talent acquisition, explains why every hire is a sales pitch (on both sides!), and shares insights into what makes recruitment so complex—and rewarding—for creative businesses.

You'll hear practical strategies for systemizing your hiring process, establishing efficient feedback loops, and fostering a candidate experience that enhances your agency's reputation, not damages it. The pair also address emotional blind spots in the process: What happens when candidates feel ghosted? How do you protect your agency's brand during interviews? And why should you look for a "culture add" instead of just a culture fit?

Don't miss this candid discussion if you're hiring now—or know you will be soon. By the end, you'll know how to avoid common mistakes, shorten your hiring timeline, and create an interview experience that attracts the very best talent. With Kat Duncan's tips and Drew McLellan's signature practical approach, you'll be ready to transform your next hire from a roll of the dice to a strategic win for your agency.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• Why recruiting is more than just HR: understanding the critical distinction for agencies
• The dangers of a disorganized hiring process and the impact of poor candidate communication
• Why agencies should prioritize proactive, systematic feedback during recruitment
• The value of hiring for potential and culture add—not just resume or industry background
• Building a consistent, respectful, and efficient interview system for long-term reputation
• Why a great hire is about mutual enthusiasm—not just technical skill matches
• The increasing importance of every team member as agencies run leaner, smarter, and more efficiently

Welcome to another insightful solo episode of Build a Better Agency! This week, host Drew McLellan draws on his 25+ years of agency experience to tackle a game-changing reality for agency owners: the ways buyers find, vet, and select agencies have shifted—and your approach needs to shift too. Based on the latest industry research and buyer behavior data, this episode serves as both a wake-up call and a practical roadmap, ensuring your agency is "future-proofed" for today's—and tomorrow's—client expectations.

Diving deep into what really happens before an RFP hits your inbox, Drew McLellan reveals that the majority of buying decisions are made before agencies ever take the stage for a pitch. He shares eye-opening statistics—like Forrester's finding that 92% of B2B buyers have a preferred vendor before the pitch even starts—and illustrates why visibility, authority, and trust are now your most important assets. Listeners will discover why authority-building and relationship nurturing trump old-school charm, and why consistent, outcome-focused content is now essential for remaining discoverable in both human and algorithm-driven searches.

Beyond theory, Drew McLellan provides a series of targeted, actionable "homework assignments" you can start right away, from the "5-minute stranger test" to case study revamps and trust broker mapping. You'll learn how to make your agency's value instantly obvious and compelling across every digital touchpoint—website, LinkedIn, third-party mentions—while cultivating the patterns of social proof and authority that today's buyers demand. Drew also explains how algorithms and AI tools are shaping client shortlists, and why crafting machine-readable, buyer-friendly positioning is now non-negotiable.

If you're ready to break old sales habits, update your growth strategies, and implement repeatable steps to increase your agency's desirability, this episode is a can't-miss. Whether or not you attend the Build a Better Agency Summit, Drew McLellan's guidance will challenge you to rethink your approach and take meaningful action toward winning the clients of the future.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• How today's agency buyers make decisions long before the pitch
• The growing impact of authority, visibility, and trust in landing new clients
• Future-proofing your agency for AI-driven and algorithm-shaped discovery
• The four pillars every agency must communicate: clarity, evidence, social proof, and humanity
• Why building consistent, outcome-focused case studies is non-negotiable
• The importance of nurturing trust brokers and relationships across your industry
• Actionable homework to ensure your agency is findable and desirable to the future buyer

Welcome to another episode of Build a Better Agency! This week, host Drew McLellan dives into the rapidly evolving landscape of AI and its game-changing implications for agency owners. Joining him is Julian Goldie, an innovative SEO agency owner and AI authority who has reimagined his business by harnessing the power of automation. Together, they demystify AI's practical applications, offering grounded advice for agencies eager not to fall behind in the age of automation.

In this insightful conversation, Julian Goldie recounts how the emergence of tools like ChatGPT prompted him to reinvent his agency from the inside out. He shares real-world examples of leveraging AI for operational efficiency—including automating repetitive outreach tasks, cutting costs, and scaling revenue without increasing headcount. You'll hear how identifying high-impact areas for automation can transform daily workflows and free up your team to focus on the strategies that matter most.

Drew McLellan and Julian Goldie discuss the overwhelming variety of AI tools on the market and outline how to strategically narrow down your agency's tech stack. You'll get tangible tips for evaluating and adopting automations, maintaining quality control, and sidestepping common pitfalls many organizations face when deploying AI. Plus, Julian reveals his "three-tool AI stack" essential for any modern agency, and shares strategies for using AI not just to save time, but to generate new revenue streams and position yourself as an industry thought leader.

Whether you're just beginning to experiment with AI or are looking to deepen your automation game, this episode is packed with actionable insights. By the end, you'll have concrete steps for auditing your workflow, selecting the right tools, and leading your clients confidently into the future of AI-powered marketing. Don't miss this practical roadmap to building a smarter, more scalable, and future-ready agency.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• • Leveraging AI to automate high-impact agency tasks
  • Building value through workflow automation, not just content creation
  • Simplifying your AI tech stack for profit and efficiency
  • The critical role of quality control with AI-powered outputs
  • Using AI-driven communities and content for client acquisition
  • Mindful adoption: focusing on one key automation at a time
  • Positioning your agency as a thought leader by documenting and sharing your AI journey

Welcome to another episode of Build a Better Agency! This week, host Drew McLellan sits down with agency owner and behavioral science expert Nancy Harhut to unlock the hidden forces behind human decision-making—and how they impact your agency's marketing success. Drawing on her years of experience and her deep dive into the psychology of persuasion, Nancy brings a fresh perspective on why people do what they do—and how marketers can ethically harness those instincts to drive action.

In this episode, Nancy breaks down the fundamentals of behavioral science, emphasizing the powerful shortcuts our brains take when making decisions. Together, Drew and Nancy explore concepts like autonomy bias, social proof, and left-digit pricing, providing practical strategies for agencies to leverage these psychological triggers in everything from copywriting to pricing models. Whether it's using testimonials the right way, framing choices to nudge conversions, or tapping into the subtle cues that build trust, Nancy's real-world examples and research-backed tips are sure to spark new ideas.

They also tackle the big question of technology's role in the age of AI—exploring how artificial intelligence can support (but not replace) the human art of persuasion. Plus, they discuss how behavioral science applies across both B2B and B2C spaces, and offer actionable advice for getting clients on board with a more psychologically informed approach to marketing.

If you're ready to move beyond generic messaging and start connecting with your audience on a deeper, more instinctive level, this episode is a must-listen. By the end, you'll have a toolkit of proven tactics you can apply to your agency's work immediately—boosting engagement, persuasion, and results for both you and your clients.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

• • Defining behavioral science and its impact on marketing
  • The role of decision-making shortcuts in human behavior
  • Leveraging autonomy bias and providing choices to increase engagement
  • Harnessing the power (and pitfalls) of social proof and testimonials
  • Overcoming buying barriers by identifying "why-not" reasons
  • Applying behavioral science tactics to pricing and perception
  • Using reasoned explanations ("because") to boost compliance and sales

Welcome to another insightful episode of Build a Better Agency! This week, host Drew McLellan is joined by returning guest Noel Andrews, the founder of JobRack, to explore a dynamic trend that's reshaping the way agencies build and cultivate their teams. Together, they dive into the growing movement of hiring full-time international team members from regions like Eastern Europe and South Africa—and the significant impact this is having on agency culture, client results, and operational efficiency.

Noel Andrews lends his expertise as an offshore hiring specialist, clarifying common misconceptions about international talent and revealing why more agencies are opting for highly skilled, long-term team members abroad instead of just local hires or gig-based freelancers. He shares firsthand accounts from agency leaders who have been pleasantly surprised by both the technical expertise and the positive, collaborative attitudes these global professionals bring to the table. The discussion expands into how international team members can raise the bar for everyone, shifting mindsets and work habits for the better company-wide.

The conversation doesn't stop at hiring practices. Drew McLellan and Noel Andrews unpack actionable strategies for fostering strong agency culture, even within remote and hybrid setups. From the value of clear communication and setting high standards to intentionally building connections among geographically dispersed teammates, you'll get practical tips for making everyone feel like a real part of the team—no matter where they're located. They also dig into how AI and automation are influencing agency roles, why clarity is more crucial than ever, and how proactive leadership can remove day-to-day roadblocks so every team member can operate at their best.

Whether you're considering expanding your team internationally or simply looking to boost engagement and performance within your distributed agency, this episode is packed with real-world advice and inspiration. Tune in to discover how making small, intentional tweaks—rooted in clarity, culture, and high expectations—can set your agency up for a standout year ahead.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

• • The rise of hiring full-time international team members for agencies
  • Shifting perceptions around the skill and impact of offshore talent
  • How remote and hybrid teams can intentionally build and maintain strong agency culture
  • The crucial role of clarity in expectations, communication, and goal-setting
  • Removing barriers and empowering teams to operate at their highest level
  • Leveraging AI and automation without losing the human touch
  • The value of high standards and small, consistent actions for agency success

Welcome to another impactful episode of Build a Better Agency! This week, host Drew McLellan sits down with AI strategist and data tinkerer Cade Dannels to demystify the true potential of artificial intelligence for agencies. If you're tired of hearing the same surface-level conversations about AI writing blog posts, buckle up—this conversation digs deeper. Drew McLellan and Cade Dannels break down how agencies can move beyond basic content generation and leverage AI for operational excellence, lead generation, and creating scalable efficiencies that truly impact the bottom line.

Cade Dannels shares his journey from automation enthusiast to agency consultant and reveals the untapped goldmine lurking in most agencies: mountains of unstructured data, from transcripts to emails to proposals. You'll learn practical strategies for onboarding AI as you would a new employee, structuring your agency's unique frameworks into these systems, and using time-tracking to identify tasks ready for automation. The episode also covers step-by-step DIY approaches agencies can start today—no massive tech team or budget required.

Together, Drew McLellan and Cade Dannels unpack the real-world process of using AI for smarter lead qualification, nurturing, and personalized outreach—without losing that human touch. They address common concerns about errors, model selection, and how to experiment meaningfully as you climb the AI learning curve. You'll also hear creative ways to motivate team engagement and discover actionable prompts and experiments you can implement immediately.

Don't miss this episode if you're ready to stop dabbling in AI and start harnessing its full agency-transforming power. Whether you're an agency owner taking your first experimental steps or already integrating AI but unsure where to go next, this conversation will help you confidently build a roadmap for impactful, ongoing innovation.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

• • Rethinking agency AI: beyond content creation to business operations
  • Experimentation as the foundation for AI success in agencies
  • Leveraging your agency's unique data and frameworks to unlock AI's full potential
  • Practical lead generation automation with AI—sourcing, qualifying, and nurturing prospects
  • The importance of "onboarding" AI like a new team member for better, more relevant outputs
  • Humanizing AI-driven outreach through strategic inputs and oversight
  • Start small, experiment broadly, and engage your whole team in AI discovery

Welcome to a powerful solo episode of Build a Better Agency! In this installment, host Drew McLellan takes a deep dive into one of the most urgent and consequential topics facing agencies today: the vital importance of ongoing professional development. Drawing from decades of experience and the latest industry data, Drew McLellan lays out a compelling case for why investing in your team's growth is no longer a "nice to have"—it's a must-have for agency survival in the coming years.

Throughout the episode, Drew McLellan connects the dots between employee retention, profitability, and developing future-ready skills, emphasizing how the talent landscape is shifting faster than ever before. With alarming stats showing that over 90% of employees would stay longer with employers who invest in their career development, he argues that the biggest threat to agencies isn't just AI or industry consolidation—it's failing to keep your people learning, engaged, and prepared for new demands.

Listeners will walk away with concrete strategies for building a culture of learning within their agencies. Drew McLellan shares actionable steps: from creating a realistic professional development budget, conducting a skills gap assessment, and designing meaningful learning experiences, to the critical role of leadership in modeling a learning mindset. He also addresses common objections, like the fear that trained employees might leave, and flips the paradigm—demonstrating that investing in growth is actually the best insurance against turnover and burnout.

If you want to protect your margins, retain your best talent, and lead a team that can outpace industry change, this episode is essential listening. Tune in for data-backed advice, tough truths, and a practical roadmap to becoming an agency where people join—and stay—because they know their growth matters.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• • The critical role of professional development in agency growth
  • Why investing in employee learning boosts retention and profitability
  • The ROI of upskilling versus the true cost of turnover
  • How to build a culture of continuous learning and accountability
  • Prioritizing skills for the future: AI fluency, data literacy, and business acumen
  • Combatting burnout with smarter, not just harder, work
  • Simple steps to launch an impactful development program today

Welcome to the latest episode of Build a Better Agency! Host Drew McLellan is joined by talent strategy expert John Arnold to tackle one of the most critical and timely challenges facing agency owners today: hiring, retaining, and managing the right people in the ever-evolving agency landscape. As AI and technology shift agency workflows, Drew McLellan sets the stage for a refreshing conversation about why the human element is more important now than ever.

John Arnold, co-owner of Celerity—a firm that was itself born from agency roots—brings decades of experience in staffing, executive search, and talent advising. Together, they explore the seismic changes agencies have faced in team structure, from the rise of remote work and fractional contracts to the increasing responsibility placed on each team member. John Arnold shares actionable strategies for navigating this new reality, including how tools like Predictive Index and other personality assessments are transforming agency hiring decisions. You'll learn why understanding your own leadership style is just as important as knowing what you're looking for in a new hire.

This episode digs into practical frameworks for the ideal interview process, tips for avoiding common hiring pitfalls, and ways to structure assessments and team interviews to ensure long-term fit. John Arnold also reveals the personality traits and behaviors that signal an exceptional agency employee, while offering candid advice for managing generational divides and work-life balance in today's workforce. The conversation doesn't shy away from tough topics: Drew McLellan and John Arnold discuss red flags, deal-breakers, and why agency leaders must be upfront with candidates from the very start.

If you're ready to strengthen your agency's team, enhance your understanding of talent, and embrace data-driven hiring, this episode delivers the insights you need. By the end, you'll have the tools—and the confidence—to build a stronger, more resilient agency culture. Don't miss this invaluable deep dive into what it takes to recruit, retain, and inspire top talent in today's dynamic agency world!

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

• • The critical role of data in modern agency hiring
  • Balancing gut instinct with science for better hiring outcomes
  • Structuring a successful multi-step interview process
  • Why curiosity and accountability matter in agency talent
  • Navigating generational shifts in work/life balance expectations
  • The evolving landscape of remote and hybrid work in agencies
  • Preparing for the future: leveraging AI and assessments to predict job fit

Welcome to another insightful episode of Build a Better Agency! This week, host Drew McLellan is joined by legendary cartoonist and marketer Tom Fishburne, best known for his "Marketoonist" series that has humorously and astutely captured the nuances of agency life for over two decades. If you've ever laughed (or cringed) at a cartoon that perfectly depicts a creative brief gone wrong or the infamous "shiny object syndrome" in marketing, there's a good chance it was one of Tom's.

In this fast-paced conversation, Drew McLellan and Tom Fishburne explore the enduring themes and challenges of agency culture, creativity, and client relationships, using Tom's cartoons as a lens for the ever-evolving world of marketing. Tom shares how his unique background on both the agency and client sides has shaped his perspective and provided endless inspiration. He opens up about his creative process, how stepping back for "analog thinking" allows him to push past predictable ideas, and why intentional humor can break down barriers and foster connection inside agencies and with clients.

Listeners will also hear fresh insights on the changing role of data and AI in the industry, and how agencies can stand out by marrying "analog intelligence" with digital tools—without losing the essential human touch. Drew McLellan and Tom Fishburne discuss why so much work is met with indifference, the importance of a well-crafted creative brief, and the power of dedicating time to unstructured thinking, even in today's deadline-driven environments.

Whether you're a fan of Tom's cartoons or new to his work, this episode will inspire you to reframe how you approach creativity and culture in your agency. You'll walk away with practical homework on integrating humor, empathy, and analog thinking into your agency's DNA—fueling better work, stronger teams, and more memorable client relationships. Don't miss this blend of wit, wisdom, and actionable advice for building a truly distinctive agency.

A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

• • Bringing humor and humanity into agency work
  • The evolving relationship between agencies and clients
  • Why creative briefs often go wrong—and how to fix them
  • Using analog thinking to spark creativity and originality
  • Avoiding indifference by moving beyond data-driven sameness
  • Balancing AI tools with the irreplaceable value of human insight
  • Creating space for deep, focused thinking in a fast-paced industry