On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes Robb Fahrion, Founder and CEO of Flying V Group, for a conversation about the realities of measuring and communicating ROI in today's agency environment. Together, they explore how agencies can set expectations from the very beginning, identify potential red flags during the sales and onboarding process, and create stronger partnerships built on transparency and shared goals.

Robb shares insights on navigating difficult client conversations, aligning around meaningful metrics, and demonstrating value that extends beyond what can be captured in a dashboard. If you're looking for ways to strengthen client relationships, improve retention, and ensure your agency is recognized for the results it delivers, this is a conversation you won't want to miss.

What you will learn in this episode:

• Why data transparency between agencies and brands often breaks down

• The crucial early red flags that warn an engagement might be doomed

• How to set realistic expectations for ROI, even when a client won't lay all their cards on the table

• The overlooked ways agencies actually deliver value beyond just profit points and campaign KPIs

• The role of internal systems in defining successful partnerships

• What agency leaders can do to reclaim the narrative on ROI

• Why embracing tough conversations up front leads to better organic growth with existing clients

Bio

Robb Fahrion is the Founder and CEO of Flying V Group, a leading digital marketing and advertising agency located in Newport Beach, CA. Robb and his team have served over 400+ clients with go-to-market and strategic marketing initiatives in order to drive new levels of profitability and success. Robb is also an avid angel and seed investor that focuses on founder led businesses that are looking to revolutionize their specific category.

Resources:

• Website: https://www.flyingvgroup.com

• LinkedIn Personal: https://www.linkedin.com/in/robbfahrion/

• LinkedIn Business: https://www.linkedin.com/company/flying-v-group/

• Marketing Consultants: Seal the Deal with Marketing Questions to Ask Clients: https://www.flyingvgroup.com/marketing-questions-to-ask-clients/

This episode of The Innovative Agency Podcast features Martin Calvert, Marketing Director at ICS-digital joining the podcast from Leeds, England. Martin breaks down the challenges agencies face when expanding into new markets, particularly when it comes to achieving online findability across different cultures, languages, and platforms.

Drawing on more than two decades of experience helping brands establish digital visibility across global markets, Martin shares practical lessons on managing risk, avoiding costly expansion mistakes, and building strategies that resonate across cultures.

Whether you're grappling with scaling your agency worldwide or building trust with clients in unfamiliar territories, this episode explores the hard truths and tips for navigating cross-cultural marketing.

What you will learn in this episode:

• The hidden pitfalls agencies face when expanding into unfamiliar international markets

• Practical strategies for de-risking global growth without falling into the trap of "fatal half-measures"

• What your agency can learn from ICS-digital's journey in adapting to both blunt and "polite" business cultures

• The surprising reality behind industry awards

• Strategies for managing regulated industries and ensuring creative, compliant work across global markets

Bio

Martin Calvert is Marketing Director at ICS-digital - a global agency specialising in all aspects of multilingual SEO, content and translation, as well as digital PR, influencer relations and paid media.

Resources:

• Website: https://www.ics-digital.com/

• Linkedin Personal: https://www.linkedin.com/in/martincalvert/

• LinkedIn Business: https://www.linkedin.com/company/ics-digital/

On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes Andy Nathan, Founder of Fortnight Collective, to reimagine the traditional agency model.

Andy shares how Fortnight has built a powerful hybrid collective structure, combining a strong core team with an extensive network of specialized freelance talent to deliver speed, flexibility, and expertise at scale. He also offers insights into building a business designed for adaptability in an industry where client expectations continue to evolve.

If you're thinking about the future of agency growth, talent strategy, or how to create a more flexible and resilient business model, this episode offers valuable lessons from a leader who is helping redefine what modern agency success looks like.

What you will learn in this episode:

• Why independent agencies are finding themselves stuck between moving too fast without depth and moving too slow

• The new realities facing indie agencies

• Steps to assemble and manage an ever-growing network of specialist talent, and how this model allows for rapid, custom-built teams

• What most agency owners get wrong when trying to build a freelance network

• How the evolving marketplace has shifted both brand expectations and freelancer realities

• Why transparency around AI-generated creative is the new currency of consumer trust

Bio

Andy Nathan is the visionary behind Fortnight Collective. His experience as CMO of Victors & Spoils, Managing Director of TBWA\Chiat\Day NY, and VP/Account Director at CP+B, plus roles at BBH NEW York, Ogilvy New York, and London inspired him to create the BrandHack – combining the best industry talent with limited time to make great work. His work on brands such as IBM, Miller Lite, Microsoft Windows, McDonald's, and Smirnoff has led to a variety of award-winning campaigns including Cannes Lions, Effies, One Show, and ANDY Awards. When Andy's not working, he's wrangling kids, skiing, and coaching lacrosse.

Resources:

• Website: https://fortnightcollective.com/

• Linkedin Personal: https://www.linkedin.com/in/andy-nathan-7700553/

• LinkedIn Business: https://www.linkedin.com/company/fortnight-collective/

• X: https://x.com/fortnightagency

On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes back Dan Englander from Sales Schema for a deep dive into why relationships still drive agency business development.

Dan breaks down exactly why scaling referrals is elusive for so many service firms, what's changing in the landscape with AI, and how to build a practical, repeatable process

This conversation also challenges the constant chase for trendy business development tactics, reminding agency leaders that meaningful relationships and consistency still outperform shortcuts in the long run.

If your agency has felt overly dependent on word-of-mouth or stuck waiting for the next referral to appear, this episode offers a practical roadmap for creating more predictable, sustainable growth.

What you will learn in this episode:

• Why the power and leverage of referrals are increasing for agencies in a noisy, AI-saturated marketplace

• How to take stock of your real, high-value network and identify your true referral allies

• Steps for systematizing your referral outreach

• Common mistakes agencies make with business development hires and when it's time to invest in a dedicated sales function

• Why consistent follow-up is the secret weapon for scaling this channel

• Tactical ways to empower your team (not just owners) to participate in referral-based business development

Bio

Dan Englander is the CEO and Founder of Sales Schema and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee Head of New Business at IdeaRocket, and before that, Account Coordinator at DXagency. He's the author of Mastering Account Management and The B2B Sales Blueprint. In his spare time he enjoys developing new aches and pains via Brazilian Jiu-Jitsu.

Resources:

• Website: https://salesschema.com/

• https://salesschema.com/legalcreative

On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes Jesse Lipson, Founder of Levitate and a seasoned technology entrepreneur, for an insightful conversation about staying genuinely connected in a world overflowing with automation.

Agency leaders know relationships drive growth, referrals, and long-term client trust. But, meaningful outreach often gets buried beneath deadlines, deliverables, and the daily scramble of running the business. Jesse Lipson saw this firsthand through his wife's agency experience, and it ultimately inspired him to build Levitate to be a platform designed to help professionals strengthen relationships at scale without sacrificing authenticity.

Jesse shares how agencies can use "keep in touch" systems to create more personalized communication, deepen trust with clients and prospects, and finally make relationship-building a consistent business practice instead of an afterthought.

If you want to use technology to strengthen relationships, this conversation offers a practical and refreshing perspective on what authentic outreach should look like in the AI era.

What you will learn in this episode:

• Why most agencies struggle to keep in touch with important contacts (and what that's costing them)

• The gap between transactional marketing tools and the deeply personal connections that actually drive referrals

• How technology and AI can augment, not replace, authentic outreach for agencies and their clients

• Why relying solely on automated messaging risks eroding trust

• How AI agents might soon revolutionize the way agencies stay top-of-mind

• The power, and the payoff, of long-term relationship building, even when it feels like a slow burn

Bio

Jesse Lipson is the Founder and CEO of Levitate, a SaS relationship marketing platform on a mission to help small businesses build authentic, human connections at scale. He previously founded ShareFile in 2005, bootstrapping it to over four million users and a $93 million acquisition by Citrix in 2011, where he later served as Corporate Vice President and General Manager of Citrix Cloud Services.

A self-taught software developer, Jesse launched his first company at age 23 and earned a philosophy degree from Duke University. He co-founded Raleigh Founded, a coworking community for entrepreneurs, and started Levitate through his holding company Real Magic. In 2023, he led a successful Series C raise of approximately $14 million, scaling Levitate to more than 4,000 small business customers nationwide. In addition to his role at Levitate, Jesse serves as an independent director at Yext and is on the board of Green Places, reinforcing his leadership in both technology and community-driven ventures. He was also named Tech CEO of the Year at the 2023 NC TECH Awards, further solidifying his reputation in North Carolina's tech ecosystem.

A lifelong entrepreneur with a passion for creativity and community, Jesse lives in Raleigh, North Carolina, with his wife, fellow entrepreneur Brooks Bell, and their dog Cecil.

Resources:

• Website: https://www.levitate.ai/

• LinkedIn Personal: https://www.linkedin.com/in/jesse-lipson-625195/

• LinkedIn Business: https://www.linkedin.com/company/real-magic/

• Instagram: https://www.instagram.com/levitateai/

On this episode of The Innovative Agency Podcast, Sharon Toerek sits down with Scott Brandon, CEO and Founder of The Evoq Group, for a conversation about what it takes to scale an agency through acquisition instead of relying solely on organic growth.

From an unexpected transition out of law and into agency leadership, Scott shares how he transformed a small family agency into a growing portfolio of specialized businesses spanning search, social, Amazon, and production services.

Scott details the real-world opportunities and challenges that come with growth through M&A, including how agency leaders can evaluate whether to buy or build new capabilities, navigate the risks that come with expansion, and protect the intellectual property that creates long-term value.

If your agency is considering new paths to growth, or you've ever questioned whether acquisition could accelerate your competitive advantage, this conversation offers an insightful look at how strategic expansion can reshape the future of an agency.

What you will learn in this episode:

• Why Scott pivoted from law to agencies, and how his unique background shaped his growth strategy

• How to evaluate whether acquisition or organic growth is right for your agency

• The operational complexities and advantages of maintaining distinct agency identities under one umbrella

• How to build and leverage IP inside a service business

• The critical role of talent development and cross-agency mobility in creating an attractive environment for high-performers

• The realities and requirements of funding acquisitions, from personal guarantees to access to capital

• What the current M&A climate means for small agencies

Bio

Scott Brandon is CEO of The EVOQ Group, a strategic collective of independently owned, best-in-class marketing agencies created to challenge the traditional holding company model. He works closely with agency leaders and brands to drive growth through integrated strategy, performance marketing, creative development, and cross-disciplinary collaboration.

Through EVOQ, Scott champions a flexible model that brings together specialized agencies across brand strategy, PR, media, social, search, eCommerce, and production to deliver tailored, scalable solutions. His work is focused on helping independent agencies stay competitive, innovate, and unlock new growth opportunities in a rapidly evolving marketing landscape.

With decades of experience across the marketing ecosystem, Scott brings an operator's perspective on leadership, agency evolution, and what it takes to build and sustain momentum over time. He is an active voice in industry conversations around independence, growth, and the future of the agency model.

Resources:

• Websites: https://www.evoq.group/

• https://brandon.agency/

• LinkedIn Personal: https://www.linkedin.com/in/scott-brandon/

• LinkedIn Business: https://www.linkedin.com/company/evoq-group/

On this episode of The Innovative Agency Podcast Sharon Toerek welcomes Robin and Steve Boehler, co-founders of Mercer Island Group, for a candid conversation about what it takes for agencies to win in today's evolving business development landscape.

As the agency world becomes more crowded with independent shops and shifting buyer expectations, too many firms still rely on outdated assumptions, weak positioning, or the hope that referrals alone will sustain growth. The uncomfortable reality is if your agency is not discoverable, memorable, and clearly differentiated, you may never even make it into consideration.

Robin and Steve join to unpack the changing dynamics of agency search, the tension between pitching and thought leadership, and why your website remains one of the most underutilized business development tools agencies have.

If your agency has struggled to consistently attract right-fit opportunities, even in a market filled with potential, this episode offers practical insights and a much-needed wake-up call for agency leaders ready to sharpen their positioning and build a more sustainable path to growth.

What you will learn in this episode:

• How the business development landscape for agencies has shifted since the pandemic and what that means for independent shops today

• Why so many agencies miss the mark on their "front door" (their website)

• Why agencies struggle to stay top-of-mind for decision makers

• Common missteps agencies make with positioning and niching

• How to handle client restrictions on sharing past work for new business opportunities

• Strategies to get your agency on the radar of search consultants and prospects

Bio

Robin and Steve Boehler are Partners at Mercer Island Group (MIG), a leading marketing management consulting firm dedicated to fostering success for both marketers and agencies. As a top 5 agency search consultancy in the U.S., MIG specializes in matching the right clients with the right agencies across all disciplines—including creative, media, web, and PR—while also enhancing client-agency workflow, briefing, and creative evaluation processes.

Robin brings a unique and highly sought-after perspective on client-agency effectiveness, honed through hundreds of sessions with executives from a "who's who" of corporations including Starbucks, Brooks Running, Amazon, Ulta Beauty, Discover Financial Services, Hannaford, Holland America Line, Zillow Group, and Elevance Health. She routinely collaborates with CMOs, crafting strategies for significant business challenges and expertly facilitating the crucial "meetings after the meetings" that guide clients to their ideal agency partners. Robin also counsels dozens of agencies annually on growth strategies, with her "Win More Business with Strategy" workshop credited for helping many secure their largest-ever clients. She is a frequent and respected speaker at industry events sponsored by organizations such as the ANA, 4As, Agency Management Institute and others.

Steve Boehler is equally at home advising in a marketer's C-Suite or an agency's boardroom. He helps leading and aspiring agencies refine their positioning, execute strategy training, and provide critical pitch and RFP support. For marketers, Steve leads consulting teams on behalf of diverse clients such as Ulta Beauty, Hyatt, Nintendo, Kaiser Permanente, Microsoft, Seabourn, and Stop & Shop. His agency clients include notable names like BarkleyOKRP, Curiosity, Think Shift, and DEPT. Steve founded MIG after a distinguished career that included serving as a division president in a Fortune 100 company at just 32, and a decade in Brand Management at Procter & Gamble, where he led iconic brands like Tide and Pringles.

Together, Steve and Robin offer unparalleled insight and expertise, making them invaluable resources for anyone navigating the complex world of marketing and agency partnerships.

Resources:

• Website: https://migroup.com/

• LinkedIn: https://www.linkedin.com/company/mercer-island-group/

• Facebook: https://www.facebook.com/MercerIslandGroup/

• It's Not About You: Winning New Business In A Crowded Agency World

On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes Founder of Loop Matt Cyr. Matt is answering the question: How do you move from talking about AI to actually making it work inside your business?

He joins to cut through the noise around "AI operationalization" and bring some much-needed clarity to what's real.The truth is many agency leaders feel the pressure to adopt AI quickly, but what they're seeing internally is often fragmented. Scattered tools, unclear governance, and a lot of uncertainty about where to focus leads to frustration and risk.

Matt shares real stories from the trenches, working alongside agencies that are navigating these exact challenges. He reveals what's actually working when it comes to integrating AI in a way that's practical, profitable, and aligned with how your agency already delivers value.

What you will learn in this episode:

• Why agency leaders across all sizes feel like they're falling behind with AI

• The real operational risks agencies face when team members "go rogue" with AI tools

• Why AI usage is unearthing old inefficiencies and forcing agencies to confront longstanding business problems

• Where the biggest opportunities for agencies lie

• Why focusing on your agency's data infrastructure now can unlock much greater value from AI down the road

• How to reframe the agency-AI relationship as a catalyst for doubling profitability and innovation without additional headcount

Bio

Matt Cyr is the Founder of Loop, an AI consulting firm that helps marketing agencies adopt AI in practical, human-centered ways. With nearly 30 years of experience on both the client and agency sides, Matt specializes in translating fast-moving AI capabilities into clear strategy, scalable implementations, and real business impact.

A frequent speaker and writer on AI and marketing, Matt has presented at industry conferences, agency summits, and executive workshops, and publishes ongoing thought leadership focused on responsible AI adoption, the future of agencies and keeping humans fully "in the loop" as AI progresses.

Resources:

• Website: https://loopagency.ai/

• LinkedIn: https://www.linkedin.com/in/matthewfcyr/

This episode of The Innovative Agency Podcast tackles a conversation that every agency leader should be paying attention to, whether you realize it or not.

Digital accessibility is one of those topics that's easy to push down the priority list… until it becomes a legal issue, a lost opportunity, or a blind spot in your client strategy. And too often, agencies misunderstand what's required, underestimate the risk, or assume it's too complex to tackle.

Mike Barton from AudioEye joins this episode to turn confusion into clarity. He breaks down where agencies tend to get accessibility wrong, why compliance isn't as straightforward as it seems, and how overlooking it can quietly expose both you and your clients to serious legal consequences.

Mike shares how building accessibility into your process can strengthen your agency's value and differentiation. He offers practical, scalable tools and strategies that agencies of any size can implement without needing to be deeply technical.

What you will learn in this episode:

• Why website accessibility is a real business opportunity for agencies and their clients, not just a compliance headache

• The current legal risks facing agencies when web accessibility isn't up to par

• The most common accessibility issues hiding on nearly every site

• How existing "accessibility helper" tools stack up against real-world standards

• The role of both automation and human expertise in closing your agency's accessibility gaps

• Where the trends in accessibility lawsuits and voluntary adoption are heading, and what that means for agency leaders betting on what's next

Bio

Mike Barton is a marketing and communications leader focused on making the internet more accessible. As VP of Corporate Communication & Content Marketing at AudioEye, he leads strategy, driving awareness through blogs, social media, PR, video, and digital storytelling. At Adobe, he shaped content and messaging for Experience Cloud, Creative Cloud enterprise, and Document Cloud. With expertise in customer engagement and industry storytelling, Mike excels at aligning business objectives with audience needs to craft narratives that resonate with C-suite leaders and decision-makers.

Resources:

• Website: https://www.audioeye.com/

• LinkedIn Personal: https://www.linkedin.com/in/omnibarton/

• LinkedIn Business: https://www.linkedin.com/company/audioeye-inc/

• WEBSITE ACCESSIBILITY CHECKER: https://www.audioeye.com/website-accessibility-checker/

On this episode of The Innovative Agency Podcast, Sharon Toerek welcomes Roger Nairn, co-founder of JAR Podcast Solutions, to reveal why long-form content has become one of the most powerful tools for building trust, authority, and meaningful engagement in a fragmented digital landscape.

Roger challenges the notion that shorter is always better and makes a compelling case for depth, authenticity, and consistency as the true drivers of connection. He details what separates forgettable content from shows that genuinely move the needle, how agencies can transform underperforming podcasts into storytelling assets that attract and retain the right audiences, and why "findability" is now just as critical as creativity.

Roger also unpacks how agencies can measure real engagement, experiment with format innovation, and unlock new revenue streams while protecting and leveraging their unique intellectual property in an AI-driven world.

What you will learn in this episode:

• Why long-form content is the antidote to low trust and short attention spans

• How podcasts are leading the charge

• Why the right podcast strategy can turn average engagement into deep connections with brand

• Key questions agencies must ask to align podcasting with top-of-funnel and mid-funnel business goals

• How to choose the right medium based on your audience and industry data

• Techniques for reviving a stale podcast

• Why agency-owned IP is the next battleground for differentiation

Bio

As the Co-Founder & CEO of JAR Podcast Solutions, Roger spearheads growth transforming the way brands engage with audiences through immersive podcast storytelling. His approach is rooted in the belief that authentic, narrative-driven content can redefine brand-audience relationships, a perspective shaped by his two decades in advertising and client service. Roger's love of fostering happy clients and pioneering innovative engagement strategies has been instrumental in his journey. Under his leadership, JAR has risen to lead the branded podcast space, partnering with global brands to craft compelling video and audio experiences.

Resources:

• Website: https://jarpodcasts.com/

• LinkedIn Personal: https://www.linkedin.com/in/rogernairn604/

• LinkedIn Business: https://www.linkedin.com/company/jar-podcasts/

• Madison Avenue Makeover: The Transformation of Huge and the Redefinition of the Ad Agency Business