Sangeeta and William Leach, Owners of The Leach Partnership, presented on Agency Evolution: The Key to Unlocking Agency Growth at SAGE 2016

1. Agency Evolution
The key to unlocking Agency Growth

3. Growth Stages and Inflection Points

4. Growth Stages and Inflection Points

5. Growth Stages and Inflection Points

6. Growth Stages and Inflection Points

7. Growth Stages and Inflection Points

8. Growth Stages and Inflection Points

9. Growth Stages and Inflection Points

10. Growth Stages and Inflection Points

11. Growth Stages and Inflection Points
0-12
12-25
25-65
65+

12. Growth Stage 1

13. • Personality driven
• “in” the business
• Run towards something
• Boom Bust
• Long hours but simple management
Growth Stage 1

14. Inflection Point 1
0-12
12-25
25-65
65+

15. Inflection Point 1
0-12
12-25
25-65
65+
Role of Leader
• Charismatic
Leadership
Critical
Success Factors
• Relationships
• Sweet spot
• Positioning
Key Hires
• Book keeper
• Office manager

16. Inflection Point 1
0-12
12-25
25-65
65+
Role of Leader
• Charismatic
Leadership
Critical
Success Factors
• Relationships
• Sweet spot
• Positioning
Key Hires
• Book keeper
• Office manager

17. Growth Stage 2

18. • Circle of Influence
• Delegate
• Future foundations - brand and culture
• Consistent new business
• Indirect relationships
Growth Stage 2

19. Inflection Point 2
0-12
12-25
25-65
65+

20. Inflection Point 2
0-12
12-25
25-65
65+
Role of Leader
• Delegate
• Agency profile
Critical
Success Factors
• New business
• Agency brand
• Agency culture
Key Hires
• New business
• HR
• Admin/Finance

21. Inflection Point 2
0-12
12-25
25-65
65+
Role of Leader
• Delegate
• Agency profile
Critical
Success Factors
• New business
• Agency brand
• Agency culture
Key Hires
• New business
• HR
• Admin/Finance

22. Growth Stage 3

23. • Management
• Agency as a client
• Second tier leaders
• Create a plan (accountability)
• New business
• Manage cashflow
Growth Stage 3

24. Inflection Point 3
0-12
12-25
25-65
65+

25. Inflection Point 3
0-12
12-25
25-65
65+
Role of Leader
• Management
Critical
Success Factors
• Planning
• Accountability
• New Business
Key Hires
• Future leaders
• FD
• AdminTeam

26. Inflection Point 3
0-12
12-25
25-65
65+
Role of Leader
• Management
Critical
Success Factors
• Planning
• Accountability
• New Business
Key Hires
• Future leaders
• FD
• AdminTeam

27. Growth Stage 4

28. • People people people
• Play to your strengths
• Density of high performers
• People trump process
• Manage the business
• Two plans
• Communications
Growth Stage 4

29. Inflection Point 4
0-12
12-25
25-65
65+

30. Inflection Point 4
0-12
12-25
25-65
65+
Role of Leader
• Agency Reputation
• Mentorship
Critical
Success Factors
• Density of
High Performers
• 2 business plans
Key Hires
• Engaged
Leadership Team

31. Inflection Point 4
0-12
12-25
25-65
65+
Role of Leader
• Agency Reputation
• Mentorship
Critical
Success Factors
• Density of
High Performers
• 2 business plans
Key Hires
• Engaged
Leadership Team

32. Some Fundamentals.
• For a business to grow, the entrepeneur must grow
• The business is an entity, seperate from you
• Say no and mean it
• Remember who is in charge of the accelerator
• Firefighting is seductive
• High performers always payback