Kicking off our 2025 line-up, we catch up with previous guest Jim Hawker.

Since discussing client development with us back in 2019 (see EP28), Jim has gone on to sell Threepipe, the agency he co-founded 20 years earlier. He finally exited the agency last year to focus on a variety of new ventures as a fractional CMO, VC, and agency advisor.

Jim shares his insights on the key challenges agencies faced in 2024 — from forecasting income to dealing with ghosting prospects and balancing resources. He also offers a fresh perspective on how agencies can better align their offers with evolving client needs, particularly when it comes to driving international growth.

We discuss tips for agencies looking to thrive in 2025 — including reviewing and differentiating your proposition. And if an eventual exit is part of the plan, we explore the steps you need to take and the benefits of Employee Ownership Trusts compared to a trade sale.

No book recommendation this month; instead, Jim shares his current podcast must-listen:  "Revenue Vitals" with Chris Walker

Also mentioned in this episode:

One Small Spark - Gunpowder's monthly challenge email.