Are you busy all day—but not moving the ball? Ryan Watson and Craig Baldwin (Partners at Upsourced) break down “playing business”: the activities that look productive but don’t create revenue, profit, or durability.

Learn the red flags (overspending ahead of growth, shiny‑tool chasing, coach‑collecting, RFP lotteries, acquisition daydreams) and the habits of winning agencies (focus, thrift, deputies, account farming, and clear positioning).

What you’ll learn:

- Why “hire when it hurts” protects margins

- Process is greater than tools (and when software actually helps)

- How to keep less than 50% of annual revenue from existing clients

- The mindset behind 30–35% net‑margin agencies

- “Do well to do good”: profit powering purpose

TIMESTAMPS:

00:00 Intro & why “playing business” matters

07:50 Symptom #1: Spending ahead of growth; “hire when it hurts”

13:20 Playbooks & proxies vs. doing the work

14:20 Symptom #2: Shiny‑tool chasing (software ≠ process)

17:35 Symptom #3: Raising capital & M&A daydreams

24:05 Symptom #4: Coach‑collecting and abdicating judgment

27:00 Symptom #5: Pipeline neglect; dangers of RFP lotteries

31:00 Behavior #1: Deputies, swim lanes, and collaboration rhythms

33:00 Behavior #2: Ruthless focus; time as the scarce resource

37:00 Behavior #3: A clear calling card/positioning

38:30 Behavior #4: Account management are greater than new logos

42:00 Behavior #5: Thrift and needs‑based spending

46:30 Mission vs. profit: “Do well to do good”

51:40 Wrap & key reminder: identify candy vs. nutrition

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