How do agency owners build sustainable growth without relying solely on referrals, luck, or an ever-expanding network?

In this episode, Craig Baldwin sits down with Eric Brown, co-founder of Blood, Sweat & Tears (BST), to discuss what it really takes to create a predictable growth engine for an agency. Eric shares lessons from working with independent agencies, why most firms struggle with growth operations, and how leaders can build systems that generate consistent opportunities while increasing enterprise value.

The conversation dives into growth strategy, pipeline development, positioning, agency profitability, relationship activation, and the role AI can play in supporting agency operations. Whether you're looking to scale, improve margins, prepare for a future exit, or simply create a more predictable business, this episode is packed with practical insights for agency leaders.

Subscribe to our channel for more agency growth insights!

TIMESTAMPS:

00:00 Introduction & Meet Eric Brown

00:54 What Blood, Sweat & Tears Does

03:30 Growth, Enterprise Value & Agency Valuation

08:03 Why Agencies Struggle to Grow Sustainably

12:41 Building a Growth Strategy That Actually Works

17:15 How Much Agencies Should Invest in Growth

21:13 Working On the Business vs. In the Business

23:40 Why One Sales Hire Usually Isn’t Enough

27:47 Growth Operations, Pitching & Marketing Alignment

30:47 Relationship Activation & Business Development

35:23 The Blood, Sweat & Tears Framework

37:33 What Agencies Are Usually Missing

39:50 Fractional Growth Support vs. Internal Teams

41:19 Practical AI Advice for Agency Owners

45:06 Final Takeaways & Closing Thoughts