By Summit Virtual CFO by Anders
4.8
88 ratings
The podcast currently has 137 episodes available.
“It's never too early to start planning because you never know when that end is going to be. Operate with optimism. There's a lot of activity that's really unprecedented in the industry right now, and I think for the years ahead, it's going to be very good for agency owners who build really solid, predictable, nice operating practices.” – Phil Daniels
The finer details of this episode:
Episode resources:
Timestamps:
Welcome to the Show (00:00:00)
Introduction to the "Creative Agency Success Show" and its focus on helping agency owners.
Discussion of Topics (00:00:14)
Overview of the episode's topics: mergers & acquisitions and basketball, highlighting guest Phil Daniels.
Phil Daniels Introduction (00:01:20)
Phil shares his background in M&A and agency ownership, setting the stage for his insights.
Early Career in M&A (00:01:35)
Phil discusses starting his career at JP Morgan, focusing on acquiring and integrating businesses.
Transition to Agency Ownership (00:02:20)
Phil recounts his journey to starting his own agency, motivated by low barriers to entry.
Agency Sales Experience (00:03:22)
Phil explains his experience with agency sales, emphasizing the emotional aspects of selling.
Motivations for Selling (00:04:46)
Phil explores various reasons agency owners consider selling, including burnout and lack of succession planning.
Exit Readiness Concept (00:07:18)
Phil introduces the idea of exit readiness, emphasizing the importance of preparation before selling.
Trends in Purchase Agreements (00:09:34)
Discussion on recent trends in M&A agreements, including structure and incentives for sellers.
Incentivized Buyouts (00:10:57)
Phil talks about the common structure of incentivized buyouts and the importance of owner involvement post-sale.
Valuation Gaps in Sales (00:12:19)
Challenges in aligning seller expectations with buyer valuations, and strategies to bridge gaps.
Timing for Cleaning Up Books (00:15:11)
Phil advises on the optimal timeline for preparing financials before selling an agency.
M&A as a Marathon (00:16:39)
Discussion on the lengthy and complex nature of the M&A process for agency owners.
Private Equity Perspectives (00:17:18)
Phil shares insights on agency attitudes toward private equity investments and their implications.
Private Equity in Agency M&A (00:17:24)
Discussion on the impact of private equity in agency valuations and the changing landscape of M&A.
Understanding Buyer Types (00:18:09)
Exploring different types of buyers, including private equity, family offices, and strategic buyers, and their implications.
Owner Objectives and Planning (00:18:58)
The importance of understanding owner objectives when considering potential buyers and planning for agency sales.
Strategic Buyers vs. Financial Buyers (00:20:10)
Ranking the desirability of strategic buyers over financial buyers in agency sales.
Management Team Retention Strategies (00:21:39)
Ways to incentivize management teams to stay through the transition during an agency sale.
Common Due Diligence Pitfalls (00:22:50)
Identifying key reasons why due diligence fails, focusing on net working capital and owner dependency.
Phil's Experience as an NBA Ballboy (00:24:39)
Phil shares memorable experiences from his time as a ballboy for the Indiana Pacers.
Michael Jordan's Comeback Game (00:26:47)
Phil recounts witnessing Michael Jordan's return to the NBA and the unforgettable moments that followed.
Final Thoughts on M&A (00:33:30)
Phil emphasizes optimism in the current M&A landscape for agency owners and shares contact information.
Planning for Agency Sales (00:34:22)
Phil emphasizes the importance of early planning for agency sales, as circumstances can change unexpectedly.
Eliminating Add Backs (00:35:10)
The discussion highlights the negative perception of add backs by investors and the benefits of clean financials.
Importance of Due Diligence (00:35:15)
Being prepared for due diligence can significantly impact sale outcomes and buyer confidence, according to the speakers.
Long-term Selling Strategy (00:35:52)
The speakers stress the need for a strategic approach to selling, rather than a rushed decision, to maximize value.
In this special episode of The Creative Agency Success Show, four speakers with Halloween-themed personas—Jamie Nightmare, Hannah Hexed Hood, Adam Haunted Hale, and Joey Killing Kenny—engage in a lively draft-style discussion about their favorite Halloween movies. Jamie, the enthusiastic host, sets the stage and outlines the draft rules. Hannah humorously admits her limited horror movie experience, while Adam and Joey share their deep knowledge and personal anecdotes. The conversation is filled with playful banter and passionate debates as they each select and defend their top horror film picks, creating an engaging and entertaining Halloween-themed episode.
”When I think about sales, it's really nurturing relationships and manufacturing opportunities. That is your job all day, every day.” - Adam Kurzawa
The finer details of this episode:
Episode Resources:
Timestamps:
Introduction to the Show (00:00:00)
Jamie and Jody welcome listeners to "The Creative Agency Success Show," highlighting its purpose for agency owners.
Friendship and Professional Journey (00:00:35)
Jody discusses his long friendship with Adam and Adam's professional growth in business development.
Practical Business Development Insights (00:01:14)
Jamie emphasizes the practicality of Adam's insights for agencies struggling with business development and sales.
Discussion on Pipeline and Biz Dev (00:03:33)
The conversation shifts to building a sales pipeline and strategies to enhance business development.
The Importance of Existing Clients (00:04:14)
Adam stresses focusing on upselling and nurturing relationships with existing clients for growth.
Outbound Marketing Strategies (00:07:41)
Discussion on effective outbound marketing tactics, emphasizing personalized approaches over traditional methods.
Manufacturing Opportunities (00:10:37)
Adam shares ideas on creating memorable events to foster connections and generate new business opportunities.
Building Relationships for Biz Dev (00:13:09)
Adam discusses the importance of having advocates within client organizations to facilitate business development.
Hiring for Growth Roles (00:16:25)
The speakers discuss key qualities to look for when hiring a strategic growth director for business development.
Complementary Roles in Sales Teams (00:21:07)
The idea of having two types of salespeople: hunters and facilitators, to enhance business development.
Monitoring Sales Performance (00:21:45)
Importance of regular check-ins and analyzing funnel activity to assess sales performance.
Referrals and Trust in Sales (00:26:30)
Discussing how referrals enhance credibility and ease the sales conversation.
The Ineffectiveness of Cold Calling (00:26:40)
Critique of cold calling as a sales strategy, emphasizing its challenges and ineffectiveness.
Text Communication in Sales (00:28:10)
Advocating for transitioning leads from LinkedIn to more personal communication methods like text.
Patience in Sales Conversations (00:31:52)
The importance of patience in conversations and planting seeds for future business opportunities.
Importance of Business Development (00:40:16)
Speakers emphasize the need for proactive steps in business development for 2025.
Contacting Adam (00:40:21)
Adam shares how listeners can reach him for business discussions.
“Having a strong forecasting process really should make it easier to eliminate things—like knowing if the seventh project is really one of the top seven things we need to do to hit our goals.” – Tom Wadelton
“When you build a budget, you're creating a plan for the next year, and then things happen. No one really expects a pandemic to happen, but things do happen. The question is, how do you adjust?” – Jamie Nau
The finer details of this episode:
Episode resources:
Timestamps:
Introduction to the Episode (00:00:00)
The host welcomes listeners to the Creative Agency Success Show and sets the context for the episode.
Revisiting 2019 (00:00:14)
Jamie introduces the "fast forward" episode, referencing a previous discussion about a client's growth in 2019.
Client's Growth Overview (00:01:03)
Tom provides a recap of the client's financial growth goals and challenges faced in 2019.
Impact of the Pandemic (00:02:16)
Discussion on how the pandemic affected the client's growth trajectory and forecasting adjustments.
Forecasting vs. Budgeting (00:02:31)
Jamie emphasizes the importance of dynamic forecasting over static budgeting in uncertain times.
Decentralization Mistakes (00:03:16)
Tom shares how decentralizing budgeting decisions led to frustration during the pandemic.
Importance of Regular Forecast Updates (00:04:02)
Discussion on how frequent updates to forecasts can guide business decisions amidst unexpected changes.
Centralized Forecasting Lessons (00:05:35)
Tom explains the shift to centralized forecasting for better management of growth and hiring.
Sales Leadership Changes (00:06:28)
The introduction of a new sales leader and their impact on the company's growth strategy.
Pipeline Meetings and Forecasting (00:10:02)
Jamie discusses the connection between pipeline meetings and forecasting for effective decision-making.
Current Status of the Client (00:10:49)
Tom provides an update on the client's growth, reaching $23 million by late 2023.
Triggers for Hiring a Full-Time CFO (00:11:48)
Discussion on indicators that suggest a business needs to transition from fractional to full-time financial leadership.
Complexity in Business Decisions (00:12:43)
Jamie highlights how increasing complexity in business operations signals the need for dedicated financial expertise.
Key Takeaways for Business Owners (00:14:17)
Tom shares two crucial lessons from the client's journey: the importance of dynamic forecasting and identifying barriers to growth.
The Importance of Focus (00:17:16)
Discussion on prioritizing key tasks over numerous less impactful ones for better productivity.
Reflecting on Accomplishments (00:17:45)
Emphasis on reviewing past achievements to understand growth and progress made over the year.
The Elephant Analogy (00:18:15)
Using the metaphor of "eating an elephant" to illustrate the need for incremental progress in projects.
Challenges in Prioritization (00:18:23)
Struggles in limiting focus to essential tasks during planning meetings, despite wanting to add more.
Role of Strong Forecasting (00:18:42)
How effective forecasting aids in prioritizing projects aligned with top goals, simplifying decision-making.
Celebrating Five Years of Podcasting (00:19:01)
Reflection on the journey of podcasting over five years and the growth experienced during that time.
Nostalgia and Reflection (00:19:18)
Revisiting past discussions to appreciate how perspectives and insights have evolved over the years.
Episode resources:
Timestamps:
Introduction to the Episode (00:00:00)
Overview of the Creative Agency Success Show and its purpose for agency owners.
Guest Introduction (00:00:15)
Jamie introduces Julie Fry and shares his experience of missing part of the interview.
Interview Context (00:00:45)
Hannah reflects on the fun interview with Julie and her background.
Podcasting as a Meta Topic (00:01:29)
Discussion about the episode being focused on podcasting and its benefits.
Hannah's Passion for Podcasting (00:02:03)
Hannah expresses her excitement about podcasting and its advantages for business owners.
Julie's Background (00:03:02)
Julie shares her journey and the founding of her podcast guest booking agency.
Genesis of Julie's Business (00:04:51)
Julie explains how her business idea emerged during the early COVID-19 pandemic.
Benefits of Podcast Guesting (00:06:57)
Discussion on how podcast guesting can enhance visibility and referrals for service providers.
Content Repurposing Importance (00:09:19)
Julie highlights the value of repurposing podcast content for marketing.
Overcoming Stage Fright (00:12:04)
Advice for individuals feeling anxious about speaking on podcasts.
Mindset Shift for Podcasters (00:12:18)
Julie encourages focusing on the value of sharing knowledge during podcast interviews.
Building Confidence Through Affirmations (00:14:16)
Discussion on using testimonials to boost confidence before podcasting.
Team Involvement in Podcasting (00:15:28)
Exploration of how organizations can involve team members in podcasting efforts.
Developing Personal Brands (00:18:43)
Discussion on the benefits of employees building personal brands through podcasting.
Client Engagement Process (00:19:41)
Julie outlines the typical engagement process with her clients for podcast guesting.
Podcast Guesting Benefits (00:22:14)
Discussion on how delegating tasks can save time and increase efficiency for business owners.
Favorite Vacation Stories (00:23:01)
Julie shares her favorite vacation experiences, highlighting confidence gained from solo travel and family trips.
Connecting with Julie (00:25:31)
Julie provides information on how listeners can connect with her and access helpful resources for podcast guesting.
“If you sit down and really make sure that your profile resonates and is truly you, it feels good, and you smile. Ultimately, you become a person who doesn't have to look for a job. Jobs find you. You become a person whose phone rings because there are opportunities, because people know you, remember you, have worked with you, and they want to work with you again.”
—Donna Serdula
The finer details of this episode:
Episode resources:
Timestamps:
The importance of personal branding on LinkedIn (00:01:13)
Discussion on the psychology behind personal branding and deliberate control of perception.
The shift in perception of LinkedIn (00:02:07)
The change from a passive networking platform to a more active and personal branding platform.
The challenges of maintaining a professional presence on social media (00:02:44)
Struggles with the perception of LinkedIn as a purely professional platform and the fear of being too personal.
The evolving concept of professionalism on LinkedIn (00:04:25)
Debunking the traditional image of professionalism and the need to move away from the concept of a suit and tie.
The importance of personal branding for career growth (00:08:08)
Emphasizing the significance of personal branding for career development and the need to control one's brand.
Strategies for personal branding on LinkedIn (00:09:49)
Discussion on the vision, mission, and consistent portrayal of oneself to create a strong personal brand.
The value of personal connection in professional work (00:12:49)
The significance of bringing one's whole self to work and the impact of personal connections in professional settings.
The time and effort required for effective LinkedIn utilization (00:15:49)
The need for strategic planning, time investment, and iterative work to create a strong LinkedIn profile.
Overcoming psychological barriers to posting on LinkedIn (00:18:16)
Dealing with the negative psychology and vulnerability associated with posting on LinkedIn.
The positivity of LinkedIn (00:19:08)
Discussion about the positive and professional atmosphere of LinkedIn compared to other social media platforms.
Building a professional network (00:20:08)
The importance of surrounding oneself with positive and empowering connections on LinkedIn.
Creating an authentic LinkedIn profile (00:21:06)
Encouragement to take control of one's image on LinkedIn, making the profile authentic and aligned with personal goals.
Utilizing LinkedIn for professional relationships (00:22:00)
The significance of researching and checking out profiles on LinkedIn for business interactions.
Starting and maintaining a LinkedIn profile (00:24:43)
Encouragement for individuals to start their LinkedIn journey and the emotional component of personal branding.
Success on LinkedIn and real-world relationships (00:26:23)
Emphasizing the importance of moving beyond LinkedIn to build real-world relationships for professional success.
Consistency and storytelling on LinkedIn (00:33:42)
The importance of consistency in posting and sharing on LinkedIn, drawing parallels with a story from "The Little Prince."
Balancing positivity and authenticity on LinkedIn (00:37:01)
Encouragement to not overthink posting on LinkedIn and to share authentic experiences without worrying about being too cringey.
Personal Branding on LinkedIn (00:37:50)
Donna discusses the importance of posting on LinkedIn to develop personal branding and shares tips for creating engaging content.
Encouragement and Personal Growth (00:40:43)
The hosts and Donna share personal experiences and offer encouragement for those feeling behind in their professional journey.
Expanding Your Network on LinkedIn (00:43:08)
Donna advises expanding the LinkedIn network to gain diverse perspectives and avoid feeling stuck in comparison.
Investing in Personal Branding (00:45:18)
Donna emphasizes the value of investing in personal branding and recommends utilizing free resources for self-improvement.
Personal Life and Interests (00:46:38)
Donna shares personal insights about being a mother and having a son with special needs, offering a broader perspective for her work.
"Alignment is going in the same direction, fighting for the same things, and looking at the same big picture together.” – Rachel Gertz
The finer details of this episode:
● Importance of project management and operations in digital agencies and creative studios
● Challenges in project management and the need for alignment between sales and project management
● Solutions to improve communication and alignment between departments
● Importance of understanding client goals and business objectives during the sales process
● Concept of time in the sales process and optimizing operations for long-term efficiency
● The three questions of project management: "Where are we? Where are we going? Are we okay?"
● Importance of ongoing alignment, regular check-ins, and alignment exercises for client satisfaction and project success
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
Timestamps:
Welcome to the Creative Agency Success Show (00:00:00)
Introduction to the podcast and anticipation of the upcoming discussion with Rachel Gertz.
Insights from Rachel Gertz's Interview (00:00:14)
Discussion about the valuable tips and insights shared by Rachel Gertz in the podcast episode.
Improving Client Onboarding Process (00:00:36)
The importance of implementing new client onboarding strategies and the potential impact on client efficiency and improvements.
Implementing Advice from Rachel Gertz (00:01:11)
Encouragement to implement the advice shared by Rachel Gertz and the anticipation of positive outcomes from the episode.
Introduction of Rachel Gertz and Hannah (00:02:10)
Introduction of Rachel Gertz as the guest and Hannah as the special guest host for the episode.
Rachel Gertz's Background and Passion (00:02:35)
Insight into Rachel Gertz's background, passion for project management, and the focus of Louder Than Ten.
Rachel Gertz's Transition to Project Management (00:03:15)
Rachel Gertz's transition to project management, her background in teaching and education, and her passion for the softer side of project management.
Common Ailments in Project Management (00:05:14)
Identification of common challenges in project management and the impact of misalignment between sales and project management.
Improving Communication Between Departments (00:06:50)
The significance of communication between departments and the need for solutions to ensure effective communication among all departments.
Sales Process and Project Management Handover (00:07:43)
The impact of rushed sales processes and the importance of aligning project goals with business goals for successful project delivery.
Optimizing Sales Process (00:09:00)
Strategies for optimizing the sales process, including vetting criteria, involving subject matter experts, and aligning project goals with business goals.
Project Management Alignment Exercise (00:15:36)
Recommendation to use a client fit matrix for alignment exercises and the importance of regular check-ins to maintain alignment throughout the project.
Weekly Team Check-Ins (00:17:57)
Flexible approaches for weekly team check-ins, including the format, cadence, and the incorporation of project-related health questions.
Guiding Conversations and Asking the Right Questions (00:19:33)
The importance of framing questions to guide conversations and ensure the right answers during check-in meetings.
Each topic title is followed by the starting time of the segment in the podcast episode.
Project Management and Change Management (00:19:48)
Discussion about handling changes in project scope, involving project managers, account managers, and sales.
Flexibility in Project Scoping (00:21:46)
Exploring the idea of designing projects with flexibility and adaptability, and the impact on pricing and project direction.
Believability and Billability of Project Management (00:24:19)
Addressing the struggle of getting project managers and account managers billable, and their role in the project's success.
Post Project Evaluation and Continuous Improvement (00:26:28)
Importance and process of post-project evaluation, including setting a window for project closure and conducting lessons learned sessions.
Favorite Concerts (00:32:38)
Casual discussion about the hosts' favorite concerts and musical interests.
Final Thoughts and Contact Information (00:35:28)
Guest's final thoughts on project management, operations, and the importance of slowing down, and sharing contact information for further resources and support.
“Standing out is great, but conversion is crucial.” – Jason Swenk
It’s hard to build a business if you don’t invest in systems.” – Jason Swenk
The finer details of this episode:
Episode resources:
Timestamps:
The welcome (00:00:00)
Introduction to the show "Creative Agency Success Show" and its purpose.
Discussing Jason Swank's podcast (00:00:15)
Introduction to the podcast "The Smart Agency Podcast" and its relevance to the speakers.
Analyzing the podcast episode (00:00:43)
Introducing the episode featuring Tim Condon and discussing its potential impact on the audience.
Building a strong email list (00:02:20)
Discussion on the importance of building a strong email list and the shift in the agency's marketing strategy.
The importance of conversion (00:04:52)
Emphasizing the importance of conversion in marketing efforts and its relevance to the audience.
Sales cycle and close percentage (00:06:11)
Analyzing the sales cycle and close percentage, comparing industry standards, and sharing insights on reducing the sales cycle.
Unique marketing strategy (00:11:15)
Exploring a unique marketing strategy involving leveraging established brands to generate leads and its implications.
Best piece of advice for leaders (00:12:30)
Discussing the best piece of advice for leaders, focusing on utilizing assets and generating what is needed.
Using current assets for sales process (00:14:03)
Sharing an example of using current assets to establish credibility and aid the sales process.
Campaign carnival (00:16:53)
Discussing a unique marketing campaign involving giving away free pizza to generate leads and its success in achieving lead opportunities.
Building a Business with Hefty Systems (00:18:08)
Discussion on the importance of investing in systems for scaling and duplication in marketing and sales.
Developing a Sales Process (00:19:13)
Insight on creating a sales process and thought leadership approach for client acquisition.
Effective Email Marketing Campaign (00:26:44)
The effectiveness of targeted email marketing and the innovation of using a pizza giveaway program for email acquisition.
Land and Expand Sales Strategy (00:29:00)
The concept of quick sales to establish trust and expand client relationships, with a focus on providing a low-cost financial statement as an entry point.
“As you're building your business, you're building your agency, you're going to realize that there's some prospects that are just not right. You have to go through that Vegas buffet and get sick and food poisoning because you overate and you ate a lot of the bad shit and you tell yourself, ‘I'm not going to eat those raw craw legs anymore.’” -Jason Swenk
The finer details of this episode:
Episode resources:
Timestamps:
Accidental Agency Owner (00:00:00)
Jason's accidental entry into the agency world and his agency's growth and eventual sale.
Transition to Consulting (00:03:08)
Jason's transition from running an agency to helping other agency owners and the inspiration behind his consulting practice.
Mastermind Community (00:04:45)
Jason's approach to running a mastermind community, its structure, and the experiences it offers to its members.
Exclusive Mastermind (00:08:28)
Jason's encounter with an exclusive mastermind and his decision to create a more genuine and impactful community.
Client Relationships (00:11:51)
Jason's insights on maintaining client relationships and the importance of delivering exceptional service.
Attract, Convert, Scale Methodology (00:14:32)
Jason's methodology for agency growth, focusing on attracting ideal clients, converting leads, and scaling the business.
Interviewing and Hiring (00:20:27)
Jason's advice on the interviewing process and the importance of knowing oneself and researching the client or employer.
Research and Applications (00:21:34)
Discussion on the importance of research in job applications and disqualifying uninterested candidates.
Lack of Research in Agency Pitching (00:22:47)
Personal anecdotes about pitching without proper research and the consequences.
Budgeting and Sales Process (00:25:48)
Strategies for asking for a budget in the sales process and the importance of understanding the client's budget.
Personal Question: Epic Experiences (00:30:29)
Sharing personal epic experiences, including hang gliding, paragliding, and winter backpacking.
Agency Mastery 360 (00:35:52)
Information on accessing free resources and masterclasses for building the ultimate sales team and attracting the perfect client.
“After almost 20 years of doing that nonstop, I started to lose myself a little bit. I started to wonder, is this what I want to do for the next chapter of my life? Is there something else out there for me? When I looked around in corporate America, what I realized and what I saw was that there were a lot of people like me. I really wanted to get off autopilot. I felt like nobody in my life was getting the best part of me.” – Traci Barrett
The finer details of this episode:
Episode resources:
Timestamps:
The unicorn (00:04:05)
Discussion on the most unique thought of the episode, focusing on success beyond money and titles.
Traci's journey (00:05:28)
Traci's transition from corporate world to entrepreneurship, and the realization of wanting more from life.
Defining success (00:08:03)
Traci's personal definition of success and the importance of using unique talents to have a positive impact.
Visionary vantage (00:13:12)
Discussion on identifying what one wants and why, and the journey to create a different and entrepreneurial company culture.
The client relationship dilemma (00:18:15)
Discussion on deciding whether to take on a lucrative project that doesn't align with company values.
Identifying the right client (00:19:44)
Exploring the importance of understanding if a client is the right fit for the team and the impact of a mismatched client-team relationship.
Learning from mistakes (00:21:29)
Reflecting on the consequences of trying to retain a client who mistreats the team and the importance of addressing such situations promptly.
Generosity and company culture (00:24:12)
Exploring the role of generosity in shaping company culture, fostering relationships, and creating a positive work environment.
The mic drop moment (00:34:55)
Reflecting on the significance of identifying personal motivations and goals, as well as the impact of building meaningful relationships in business.
The strategic life map (00:35:20)
Discussion about the impact of a strategic life map on personal and professional decisions.
Transition to second half of life (00:36:13)
Exploring the concept of transitioning to a new phase in life after achieving initial success.
Impact on personal and professional life (00:37:49)
Reflection on the ups and downs of life and how it influences relationships and career decisions.
Finding passion and purpose (00:40:09)
Discussion about the importance of doing what one loves and finding purpose in daily activities.
Identifying personal "why" (00:42:00)
Exploring the significance of understanding one's motivation and purpose in life and work.
Podcast review and conclusion (00:43:37)
Reflection on the podcast and its value, expressing anticipation for future episodes.
The podcast currently has 137 episodes available.
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