The Agency Growth Blog - For Owners Who Want Growth

Teach Your Team How To Uncover Marketing, Sales And Service Program Performance Insights

Posted by Mike Lieberman on Nov 15, 2018 12:34:29 PM

It’s one of the hardest skills you’ll need your team to deliver, but it’s also the most valuable, in my humble opinion.

How good is your team at being able to quickly look through client program performance data and derive the insights they need to improve performance? But wait, we’re not done yet!

How good are they at coming up with an action plan that includes a handful of experiments or improvement ideas based on those analytical insights to quickly increase your client’s marketing program performance metrics?

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Topics: Insights and Analytics, inbound program performance

Are Agency Mergers And Acquisitions Important For Agency Growth?

Posted by Mike Lieberman on Oct 24, 2018 8:55:00 AM

The short answer is no. You don’t need to acquire other agencies to grow, but it sure does help. Think about it like this. Would you pay a sales rep $100,000 if they were going to bring you a guaranteed $1 million dollars in new business? Of course.

What about if you could hire 10 highly qualified, amazing, culturally perfect new team members in one afternoon? And you had revenue to pay them all. Would you do that? Of course, you would.

What about filling a gap in your current delivery? For example, what if you’re just ok at paid media and paid search, but by acquiring a company you’re instantly at the top of your game in terms of getting clients results from their paid media programs? Anyone would say yes to this scenario too.

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Topics: Agency Acquisitions, inbound agency growth, agency growth strategies

Are You A Marketing Agency? Sales Agency? Or Revenue Growth Agency? How To Know For Sure!

Posted by Mike Lieberman on Oct 3, 2018 7:03:00 AM

During Partner Day at Inbound 18, if you were paying attention you might have heard JD Sherman, COO at HubSpot say not everyone is going to want to sell and provide services around HubSpot’s full suite of products.

I thought that was astute for HubSpot to realize that and honest for them to admit it to a few hundred of their best partners. But agencies are at an inflection point. What kind of agency do you want to be? What kind of services do you want to provide to clients?

Perhaps more importantly, is not what you want, but what your clients want and what your team is prepared to deliver. So today, here’s how to know what direction you might want to consider for your agency.

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Topics: digital agency strategy

What I Saw, What I Heard, And What I Learned At Inbound 18

Posted by Mike Lieberman on Sep 13, 2018 10:50:24 AM

Every year thousands of agency owners and their teams make their way to Boston. Some have been coming for years. This was my eighth Inbound. When I first came to Inbound back in 2010 there were 300 attendees in a few rooms at a hotel downtown.

A few of us were remembering how much fun it was to have the entire conference and all the HubSpot people, including Brian Halligan, go from bar to bar on their annual Inbound Bar Crawl. That was a good time.

This year there were so many people that the conference has spilled out of the conference center and into adjacent hotels. Even Partner Day had to be moved to an entirely new facility. It is great to see old friends, new friends, clients, prospects, prospective new partners and all the crew from HubSpot.

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Topics: Inbound 18

Going To Inbound 18? How Inbound Agency Owners Can Turn Attendance Into Growth

Posted by Mike Lieberman on Aug 29, 2018 7:37:00 AM

In just a few days agency owners from all over the world will start their pilgrimage to Boston for Inbound 18. The annual lovefest for everything inbound. But being an agency owner and attending Inbound isn’t what it used to be.

Gone is the Agency Track and the Agency ONLY sessions. Even Partner Day, the first unofficial day of inbound is mostly dedicated to HubSpot sharing new product and pricing announcements. The days where agency leaders had a chance to share what they’re doing with other agency owners is no more.

No point in crying over spilled milk, but if you're an inbound agency owner and you’re heading to Boston here’s how to make the most of Inbound and get what your agency needs to push up to the next level.

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Topics: Inbound 18, inbound marketing agency planning, inbound

A Step By Step Guide To Scaling Your Client Services Team For Growth

Posted by Mike Lieberman on Aug 15, 2018 7:40:00 AM

How do we set up our agency to grow? It’s the most frequently asked question from inbound marketing agency owners.

Once you figure out the sales and marketing aspect of agency operations and you’re getting plenty of leads, closing those leads and keeping your clients happy. No easy task by the way.

Then the questions come around to scale. How do we create a scalable agency structure that allows us to grow in a controlled, low risk way?

If you’re like most agency owners, it probably feels like one step forward two steps back. In some cases, it might even be one step forward and one step back—now your simply treading water. Neither situation is where you want to be.

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Topics: scaling the inbound agency, growing an inbound agency

Tips To Get Your Inbound Marketing Agency Past $1MM, $2MM and $4MM In Revenue

Posted by Mike Lieberman on Aug 2, 2018 9:04:00 AM

“You should start your own agency, you’re a great designer, website guy or search engine expert.” That’s probably why you started your agency, everyone encouraged you to branch out on your own and now that you’re on your own, you realize you—are on your own.

What you’ve already learned is that starting, running and then growing an agency are three distinctly different challenges. You’ve probably also learned that getting over the $1MM mark is very hard. 

If you’ve done that already heads up, there is another hurdle at the $2MM mark and then again at the $4MM mark.

They are all different in the nature of those challenges and definitely in the answers to getting past those challenges.

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Topics: agency growth strategies, inbound agency growth, inbound marketing agency growth, growing an inbound agency

How To Generate Over $100,000 A Year In Passive Income From Tech Commissions

Posted by Mike Lieberman on Jul 11, 2018 7:00:00 AM

Drift, Crayon, Terminis, Accelo, or Yext. You might have heard of some, working with others and unfamiliar with the rest. There are now 125 HubSpot Connect Partners for you to work with. Click here to check out the visual representation of the Connect partners.

How can you possibly make heads or tails out of so many technology options? How can you organize them, prioritize them, provide services around them, sell them to prospects, learn them, train clients on them, install them and most importantly use them to produce better results for your clients?

Maybe you only work with a handful? But which ones? What does that mean for your agency? How do explain it to clients?

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Topics: marketing technology, sales technology, marketing automation software, CRM software

Why You'll Never Keep All Your Inbound Marketing Agency Clients - And What To Do About It!

Posted by Mike Lieberman on Jun 21, 2018 7:38:00 AM

No Matter How Good A Job Your Doing Clients Are Going To Transition Out

Growing your inbound marketing agency is harder than you thought right? After all, almost everyone tells you; follow this playbook, buy this software, sign up for this training and attend this conference and you’ll grow up big and strong.

Now you know it’s not nearly as easy as that and if it was all the agencies would be $10 million by now. If fact, its exponentially harder than almost everyone tells you and one of the reasons its so hard is that clients don’t stay with their agencies forever—so you’re constantly working to fill up the leak in the bottom of your client bucket.

Since clients are always leaving, you have to have a new business effort that outpaces the inherent retention challenge.

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Topics: client retention

Tactics Inbound Marketing Agencies Can Provide To Customer Service Teams

Posted by Mike Lieberman on May 23, 2018 7:03:00 AM

HubSpot continues to transform how people think about revenue by including customer service in the conversation. On the surface this might seem strange to owners of inbound marketing agencies, especially those steeped in traditional marketing related tactics like web design or public relations, but when you dig a little deeper you should be able to see how this is the right advice for almost every company.

The traditional digital agency is dying a slow death, but most of the inbound agencies associated with HubSpot and those more innovative agencies have already seen their path to the future involves helping companies learn how to generate revenue in new and more buyer-centric ways. This move into services is one of the best ways to become much more strategic, garner higher retainers and make a bigger impact on your clients’ companies.

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Topics: inbound marketing agency services, customer service services

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