Word on the Street

In this episode, Katie is having a massive fan-girl moment as she sits down with an expert and author whose work she is a big fan of, we are talking about the one and only Lucy Werner. Lucy is a PR expert and has just released her brand new book; Hype Yourself & Brand Yourself. 

As well as her fantastic new book, the pair also talk about the power of knowing your audience, why you need to focus on evolving your brand rather than just ‘rebranding’, the importance of moving with trends, how agency owners have a real chance to stand out, why it is essential to have systems in place before a launch and lots, lot more.  

In this episode, you will learn 

• The importance of your brand name
• Why you need to be innovative in branding
• Carving out your own voice, signature and identity
• Why is it essential to have a deep understanding of your audience
• The power of evolving your brand

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Lucy Werner https://www.linkedin.com/in/lucywernerpr/

Series 5 of Word on the Street is sponsored by Tanba, The Agency New Business Academy is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

“It’s so important to understand, one your audience of course, that comes first, who are they? What are the problems they face? What is their personality? - Katie [13:00]

“Our audience is growing, we’re entering new markets, so I’m re-looking at our values” - Katie [13:53]

“It’s also important I think to keep looking at those things and keep evolving your brand” - Katie [14:05]

“Yes definitely evolve and move with the trends, but you need to keep your own signature and identity” - Lucy [15:12]

“Actually as business owners and agency owners, we have a real opportunity to stand out and make a difference - Lucy [15:58]

“Agencyland is 66% female lead in the UK” - Lucy [21:59]

“I’m a big believer in if you give out, you’ll get back” - Katie [31:46]

“We have had clients which we’ve turned away from, because ‘we don’t want to give away our secret sauce’” - Katie [32:30]

“I kind of liken myself as a business now, to like a boutique kitchen designer. I want to work with somebody on the craft of it and build something really bespoke and unique” - Lucy [34:06]

“Definitely get your systems and processes in place before you launch something like a book” - Lucy [43:16]

“People quite often do this thing that I call spray and pray” - Lucy [51:39]

“It’s much safer to go for the ‘ask’ upfront and then put the crowning credentials on” - Lucy [53:02]

After our summer break, we are delighted to be back and welcome you to Series 5 of Word On The Street - the podcast that puts the spotlight on agency life and highlights best practises in the world of new business. As always, every week, this show will be providing knowledge, content and an opportunity to hear from respected  thought-leaders in the new biz, marketing, branding, PR and agency world to help listeners accelerate their business growth.  

In this short intro episode, host Katie Street shares what audio treats are coming up in this season on Word On The Street Podcast. 

Links & References
Katie Street: https://www.linkedin.com/in/katiestreet/

Series 5 of Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

Marketing is always seen as a fast-paced, constantly shifting and always innovating sector and the recent few years that we’ve gone through in business has sped up the velocity of change even more. The marketing and comms sector is always on the cutting edge of the latest practices and the newest ways of working but recent times have seen the entire agency model shift significantly and who better to discuss this than someone who has been deeply involved in the space for over two decades. In this show we are in conversation with The Drum’s Managing Director of Events Lynn Lester. From only getting a job for being able to type fast, Lynn has climbed the ranks of media and marketing and now has over 24 years worth of experience and knowledge, 18 of those years have been with one of Marketing’s most respected publications The Drum, helping them become one of the largest industry titles in the world.

In this episode we discuss:

• The impact of Covid and pivoting to survive
• The benefits of moving into the virtual world
• The big problems marketers are facing
• A shift towards hybrid events
• The importance of submitting for awards

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Lynn Lester https://www.linkedin.com/in/lynnlester/

“There’s 25,000 agencies out there, so to get noticed is not easy” - Katie Street [22:09] 

“Be concise and tell a story in the right kind of way” - Lynn Lester [22:55]

“Share financials in the appropriate way” - Lynn Lester [23:57]

“Make sure your testimonial is very skewed to what you’re actually talking about at that moment in time and don’t have it just general” - Lynn Lester [24:57]

“You need to write it for the award you’re entering” - Katie Street [26:11] 

“If you’re in the vicinity and there’s a hybrid going, make sure you get to the live contingency of it” - Lynn Lester [29:57]

“The world has changed and in lots of ways, for the better” - Katie Street [31:40] 

“Once you’ve got that content, you can really push it out” - Katie Street [35:22]

“You’re a winner until you’re a loser” - Lynn Lester [36:04]

“I think agencies have to get a bit smarter, to an extent, brag about what they’ve got up their sleeve” - Lynn Lester [26:39

“Just when you’re a nominee or a finalist, that’s enough” - Katie Street [37:15] 

“I think at the moment a lot of marketers are looking for, I guess, less retainer and more project lead briefs” - Lynn Lester [38:49]

“Any agency worth their salt, really understand the data game” - Lynn Lester [40:00]

“It feels like a really scary move because so many agencies don’t do that, but I definitely think because the world has changed so much that now there is an actual opportunity” - Katie Street [41:35]

“A lot of the brands are actually looking for experts in a lot of these agencies to go in and do more consulting” - Lynn Lester [42:44]

“Be aware, some clients you think will say nice things, won’t say nice things” - Lynn Lester [45:00]

“You have to push the content, it won’t just miraculously get to your audience” - Lynn Lester [47:23]

“Personally, I would much rather use budget when I’ve got something really exciting to talk about” - Katie Street [50:39]

“I think people are going to be a lot fussier on what they go to now” - Lynn Lester [55:04]

“Are you collaborating with other people? Are they crediting you?” - Lynn Lester [55:34]

“I think where it will become really valuable is the niche events” - Lynn Lester [1:00:54]

As we all know, sales is the lifeblood of any business but how many of us actually assess each step of the sales process to see what is working and what needs tweaking. Yes, we might look at overall conversion rates, but do we ever consider the power and importance of the negotiation process (and it is a process as you’ll hear in this episode) when we are trying to close more new business? On this instalment of the podcast we are joined by negotiation skills training & sales coaching expert Mike Lander. With a long career in procurement Mike is a poacher turned gamekeeper as he now helps sales teams understand the process that agencies go through when they buy, in order to negotiate in the right way to win more business. If you have ever been frustrated with Procurement people when you're negotiating a deal or felt like you're leaving value on the table at the end of a negotiation then this is the episode for you! 

In this episode we discuss:

• The importance of negotiation 
• Why the role of procurement has become even more important 
• The benefit of a strong pipeline in your negotiations 
• The power of building relationships in advance 
• How procurement departments actually make buying decisions  
• How real-world events are still a big play for new business development
• The importance of understanding your conversation metrics 
• Why procurement wants your agency to make a profit

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Mike Lander https://www.linkedin.com/in/mikelander/

Embrace procurement and negotiations rather than fear it - Mike Lander [7:50]

How do you increase cash reserves? You negotiate better rates and extend payment terms - Mike Lander [9:00] 

Deal size is going down - Mike Lander [9:20]  

We can never stop learning - Katie Street [11:20]

The moment you're emotionally wedded to the outcome of a negotiation, you're doomed - Mike Lander [13:10]

When the going gets rough it is always the new biz director everyone is looking to - Katie Street [14:25]

Your strongest alternative as a negotiator, if you can't reach agreement, is a strong pipeline - Mike Lander [16:25]

Build a relationship with procurement, but don't do it when you're trying to negotiate, do it 18 months in advance - Mike Lander [20:10]

I make a category plan - Mike Lander [21:10]

What's the burning business issues, what happens if they don't solve it, what is the timing of that, who is the budget holder - Mike Lander [26:40]

What's my least acceptable outcome from this deal - Mike Lander [36:50]

Where are the value-add things you can give to the client that cost you very little but maintain your price point [38:30]

An agency that makes no money on a deal is a bad agency - Mike Lander [40:30]

Do the consultative sell - Katie Street [56:25]

Business Development is one of those areas of agency life that is often misunderstood - it is about so much more than just getting sales through the door, when you understand it correctly. On this episode of the podcast we are going to delve deeper into the world of Biz Dev and discuss, at length - with our amazing guest Ben Potter - how agencies can win the right clients with a more purposeful approach to business development. As a Business development adviser to a number of amazing agencies, a Non-Exec and now Advisory Board Member to Tanba Ben is a seriously in-demand expert assisting fledgling new business functions turn into something more grown-up, or as he puts it “helping you to unleash your inner (business development) beast”. 

In this episode we discuss:

• Business Development best practices 
• How agencies don’t spend enough time digging into what potential clients actually want
• Why you are never selling to a ‘business’, even in the world of B2B 
• How to pitch more successfully 
• What you absolutely should not do 
• Prospecting so you have the pick of opportunities to choose from 

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Ben Potter https://www.linkedin.com/in/bpotter/

“I think it is an attitude, it’s a perception of business development or sales” - Ben Potter [09:06]

“If you imagine business development as a pyramid, for me positioning is at the base, it’s the foundation” - Ben Potter [10:13]

“We are too eager to write a proposal or put together a pitch deck and we end up missing a lot of steps in between” - Ben Potter [10:54]

“If you do have a really good lead generation machine, therefore you have a good pipeline, it gives you choice” - Ben Potter [20:14]

“Always had 10/20 top questions I had to ask every single prospect” - Katie Street [29:18]

“What you’re looking for is a prospect to say something like; I hadn’t really thought about it like that” - Ben Potter [39:35]

“If you just take this one rule alone, it should in theory change how you approach the whole kind of qualifying, discovery, pitch process.” - Ben Potter [42:03]

“If we’re positioning our proposal or pitch deck as confirmation, broadly speaking as what’s already agreed verbally, then what there shouldn’t be a need to do, is spend the first half an hour, hour talking about the agency” - Ben Potter [47:09]

“You obviously need to ask the right questions, to know who’s in the room so that you know how to structure your presentation” - Katie Street [49:21]

“Have those little anecdotes in the back of your mind read to pull out at the  appropriate time” - Ben Potter [52:12]

In this episode we talk to Katie De La Cruz who has recently taken the leap from a long career in the insurance industry - managing employee relations and wellbeing - into the marketing sector, with us here at Street.

Katie, who has previously held a number of team-focused roles has shifted from solely focusing on people into focusing on data - which she would never have thought was the case even a few years ago! Her relationship building skills made her a must-hire for us and as our Campaign Success Manager Katie has a deep interest in digital marketing and has developed her knowledge of SEO and analytics, which perfectly slots her into our power team!

In this episode Team Street talk about:

• Data is not generic, you must look for the nuances
• What Katie accidentally learned and how that has now become very useful
• Attracting and engaging an audience
• How Street Agency operates its campaigns
• The importance of data and what to look for within it 
• The key data pools that we use

Links & References:
Katie Street: https://www.linkedin.com/in/katiestreet/
Katie De La Cruz https://www.linkedin.com/in/katie-delacruz/

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency.

“Invest the time upfront and you’ll get better results” - Katie De La Cruz [10:16]

“We get the same results for small, lesser known clients as we do for the bigger, larger, famed, networked agencies” - Katie Street [13:24]

“It does help a lot when you understand who you are and the problem you’re solving for brands” - Katie De La Cruz [14:16]

“There’s nothing worse, from a brand's point of view, clicking a link and going, I like what they do, but I don’t know what they can do for me” - Katie De La Cruz [14:40]

“When we look at the big agencies vs the small agencies, there’s often nothing in it” - Katie De La Cruz [15:24]

“Do have your ideal clients, but also maybe test, do a separate campaign to an upcoming market” - Katie Street [18:53]

“We’re still seeing really good engagement, people are still thirsty for knowledge”  - Katie De La Cruz [20:53]

“Fomo doesn’t work anymore” - Katie De La Cruz [22:20]

“I think there is power in making sure you’re constantly engaging, constantly offering a CTA” - Katie De La Cruz [25:23]

“The brand has to match the content you’re sending out” - Katie De La Cruz [29:30]

“Content will and will always be King/Queen” - Katie De La Cruz [33:07]

“If you aren’t producing content as an agency, you need to be” - Katie De La Cruz [33:27]

“It all starts with really awesome content” - Katie Street [33:56]

“Making sure you’ve got insightful helpful content as part of your plan and not just case studies and exciting news” - Katie Street [36:15]

“If someone emails you, don’t just reply, reply and ask them an open question” - Katie Street [44:08]

After recently bringing Catherine in to train our team at Street Agency we were keen to get her on to the podcast to share her wealth of experience on the show and to have a deep-dive conversation on presentation and pitching. This episode isn’t just about how to polish your pitch deck to convert more sales; this is a mini-masterclass in how agencies need to communicate with more confidence, influence and authority in pitches, presentations and everyday agency life.

Recent research found that 67% of pitches are lost because of softer factors over and above harder factors. So why is it that agency teams often spend days, if not weeks, slaving over the content of a presentation but give so little time to improving the softer skills that can give them that much-needed edge over the competition, not just in pitches, but at every stage of the business development process?

This is definitely an episode that you’ll want to listen to with a pen and paper as you are going to want to take notes for this! Allison has over 24 years of integrated agency experience working in client services and business development roles so this is an experienced expert at the highest level of her field.

In this episode you will hear:

• Tactics of pitching with authority
• How to present yourself and your offering better over (the now dreaded) Zoom pitches
• What elements of body language are consciously and subconsciously saying
• Key things to remember whilst pitching

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Catherine Allison: https://www.linkedin.com/in/catherinea/

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

“There are a lot of people for whom the thought of going back to presenting face to face is utterly terrifying.” - Catherine Allison [10:01]

“It’s about having the confidence to being who YOU are” - Catherine Allison [11:18]

“An audience remembers the peak of a presentation and the end” - Catherine Allison [19:08]

“I would challenge everyone to step away from the script” - Catherine Allison [28:11]

“Text on a slide; the simpler the better, the less the better” - Catherine Allison [32:02]

“What they discovered is that there are certain body language positions that resulted in more successful outcomes to those pitches” - Catherine Allison [35:44]

“We think we’ve got to be in this broadcast mode, tell them everything!” - Catherine Allison [42:37]

“After 18-20 minutes we reach cognitive load, when we are watching something virtually” - Catherine Allison [44:18]

“There are 3 aspects of speech that really matter when it comes to influencing decision making” - Catherine Allison [53:53]

“If there’s only 1 thing you take away from this, please, please let it be…” - Catherine Allison [56:03]

Let’s face it - the world of sales can be tough - even using that word can cause some of us to have a  psychological response, so in this episode we have bought a guest that loves everything to do with sales and media… and will make you love it a bit more too! Our guest is the fantastic Amanda Ruddy from ALF Insights which is a business development and marketing tool that makes sales easier for those working in the media and marketing industries. Through data and insights related to the Top 6000 spending UK advertisers, their brands and incumbent media agencies ALF Insights makes the hard job of sales a little bit easier. 

Amanda is Head of Sales so she’s perfectly placed to discuss the often tabuu topic of getting sales right in this episode. And as someone who sells - specifically to agencies - who is better placed to help us understand the art and science of agency prospecting and standing out during that sales process.

In this episode we discuss:

• What helps you stand out when prospecting
• The challenges of prospecting
• How to spot movement in a marketing team
• What should you be doing?
• What channels can you utilise?
• Putting in the legwork for the long game

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Amanda Ruddy: https://www.linkedin.com/in/amanda-ruddy-6598b623/

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

“When you’re getting movement in the marketing team, that is a big signal that there’s going to be change” - Amanda Ruddy [07:42]

“When we’re running our campaigns, we’re looking at real time engagement” - Katie Street [10:38]

“I feel like sales is changing so much and this pandemic has accelerated that” - Amanda Ruddy [17:17]

“Buyers want to know an agency through and through” - Amanda Ruddy [18:31]

“First of all you need to define what the problem your potential client has and then what the value exchange that you can provide them with is” - Katie Street [19:07]

 “I think using different channels to get your message across is so important” - Amanda Ruddy [23:29]

“Nobody is using video for their prospecting” - Amanda Ruddy [28:46]

“A key thing to remember, decision makers and buyers are getting younger and younger” - Amanda Ruddy [34:50]

“An obvious market to continue keeping your eye on is D 2 C” - Amanda Ruddy [37:25]

“You’ve got small local brands, a bakery for example, that have handled Covid by creating a D 2 C arm” - Amanda Ruddy [38:47]

“It can take a long time to work with a brand and it’s not just a case of finding that particular moment, it’s actually the leg work you put in over a long period of time” - Amanda Ruddy [41:37]

“Consistency for any sales person has got to be key” - Amanda Ruddy [46:26]

In this podcast we’re joined by Katie’s new bestie Hayley-Jane Doyle! Hayley-Jane currently holds the role of Head of Marketing for Seedlip and they're not only in a fast growing sector, they're actually the first in that fast growing sector, somewhat pioneering the way. 

In this episode of the podcast we talk about:

• How agencies should approach brands
• The biggest challenges brands are facing (and need help with)
• Why brands need agencies to be agile with a willingness to change
• The importance of agencies demonstrating share values
• Why it’s important for agencies to write case studies and enter awards

Links & References
Katie Street: https://www.linkedin.com/in/katiestreet/

Hayley-Jane Doyle:
https://www.linkedin.com/in/hayley-jane-doyle-89058540

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

“When we started the category, all of the category rules and norms were completely synonymous with the brand” - Hayley-Jane Doyle [09:31]

“What’s been interesting is how consumer behaviour has changed” - Katie Street  [12:52]

“People's perceptions, for instance, because you’re not drinking alcohol, it’s perceived it should be cheaper” - Katie Street [19:17]

“It’s brands that you connect with, brands that say something about you, brands that make you feel like they represent what you believe in” - Hayley-Jane Doyle [26:10]

“That’s one of the biggest challenges brands often have is how to talk to people” - Katie Street [28:19]

"It’s so interesting how a brand will come into your world and then you can’t believe they haven’t always been there!” - Hayley-Jane Doyle [29:27]

“Being a great marketer in my eyes it’s almost irrelevant what sector you’ve been in” - Hayley-Jane Doyle [34:04]

“Innovation is a massive part of who you are, how consumers identify you” - Hayley-Jane Doyle [37:16]

“I know that multiple agencies can of course do multiple things, but when you’ve got specific challenges you’re trying to address, or there’s a whole heap of new agencies you’ve not worked with yet, it’s really difficult to navigate that” - Hayley-Jane Doyle [41:52]

“What makes an agency or a person add something special, make you want to keep working with them again is their agility, their ability to be flexible” - Hayley-Jane Doyle [43:03]

“Agencies need to think about when they’re devising their approach, who are they and how can they truly help you?” - Katie Street [47:24]

“Agencies that have pitched and they do things like, redesign your logo, or show your route to market in a completely different way, or redesign something that for you feels really fundamental in terms of your look and feel. If they’re not a design agency and that’s not specifically what you’re talking about, I find I will then just switch off” - Hayley-Jane Doyle [55:07]

We say it every week, but today's podcast is once again packed full of insightful knowledge, tips and tricks in and around the new biz agency space! Today we’re joined by Daniel De La Cruz of PolyMensa as we talk about his journey, outlook and ethos as well as strategy, advice and future predictions about our industry.

This podcast includes:

• Present technology and future technology, what does it mean for people?
• Barriers for agency founders and how they can look to overcome them
• Becoming and expert in a niche to make yourself irreplaceable
• How you may be missing opportunities that are already right under your nose
• The importance of finding your niche and how it opens new opportunities

Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   

The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

Links & References

Katie Street: https://www.linkedin.com/in/katiestreet/

Daniel De La Cruz: https://www.linkedin.com/in/agencies/

"I think sometimes we're just so happy to be working in a job that we love" - Katie Street [10:35]

"When you've got 20 people coming to you with all the problems every single day, all you do is fire fight" - Daniel De La Cruz [14:28]

"Diversity of thought and coming at things totally differently with a totally fresh look is so important" - Katie Street [19:35]

"Everyone needs to learn in a different way" - Katie Street [24:27]

"A lot of the time the people that go out whether their a trainer, advisor, expert or agency, generally speaking, their level of strictness on something, generally comes with an agenda" - Daniel De La Cruz [26:47]

"I think it's been heightened in lockdown, how the agency world is evolving and becoming more flexible, becoming more agile" - Katie Street [29:34]

"I think what's on the horizon that's a little bit of a worry for me, and I highly encourage agencies to start thinking about this for the long term, is the shortage of resource, as in human resource" - Daniel De La Cruz [30:54]

"Every single business in the world has now suddenly switched in to being like; we've got to finally make the move to digital" - Daniel De La Cruz [31:23]

"I just don't think there will be enough human beings in the world to do all the technical jobs that will be out there" - Daniel De La Cruz [32:30]

"Getting over the fact you're gonna be rejected and I know this sounds really obvious, but it's really hard" - Daniel De La Cruz [34:39]

"Just finding the thing that people can know you for" - Daniel De La Cruz [37:54]

"How much is it costing us to pitch?" - Daniel De La Cruz [40:29]

"OWNING your own audience is so important" - Katie Street [42:41]

"When you're nicheing you unlock so many more opportunities" - Katie Street [51:00]

"It takes time to become a niche expert" - Daniel De La Cruz [54:18]