1. Karl Sakas, Agency Consultant
@KarlSakas

4. Story:
An Agency Leader
Like You…
@KarlSakas

5. @KarlSakas

9. Exciting…
@KarlSakas

10. …and scary!
@KarlSakas

11. Scale
@KarlSakas

12. @KarlSakas

13. @KarlSakas
Bonus: Free Workbook

14. Scope Assumptions
1. New business is coming in.
2. Growing at least 30% annually.
3. You’ll make time to do the workbook.
@KarlSakas

15. @KarlSakas

16. @KarlSakas

17. @KarlSakas

18. 5 Keys to Scaling Your Agency
1. Know your growth style. (LS vs. HG)
2. Offer the right services. (S-I-T)
3. Use the right team structure. (AM/PM/SME)
4. Build your team a clock. (Helper, not Hero)
5. Say “No” to scope creep. (R-O-C)
@KarlSakas

19. “People need to
be reminded
more often than
they need to be
instructed.”
Samuel Johnson,
Author, 18th century

20. Agency-Scaling Point #1:
Know your
growth style.
@KarlSakas

21. Lifestyle (LS) vs. High-Growth (HG)
@KarlSakas

22. Agency-Scaling Point #2:
Offer the right
services.
@KarlSakas

23. Agency Services Model (S-I-T)
1. Strategy (“tell me what to do”)
2. Implementation (“do it for me”)
3. Training (“teach us how to do it”)
@KarlSakas

24. Agency-Scaling Point #3:
Use the right
team structure.
@KarlSakas

25. Client-Related Roles
1. Account Management (AM) = happy clients
2. Project Management (PM) = smooth work
3. Subject Matter Expert (SME) = bill lots of work
@KarlSakas

26. Marketing & Sales

27. Agency-Scaling Point #4:
Build your
team a clock.
@KarlSakas

28. Be the Helper, not the Hero: 5 Ways
1. Coaching, stop doing.
2. Stop micromanaging.
3. Values, Goals, and Resources (VGR).
4. “New Rope” not “Wet Twine.”
5. Schedule “heads down” time.
@KarlSakas

29. Agency-Scaling Point #5:
Say “No” to
scope creep.
@KarlSakas

30. @KarlSakas

31. R-O-C Framework
3.
Cite a Reason.
Give 2-3 Options.
Let them Choose.
2.
1.
@KarlSakas

34. @KarlSakas

37. R-O-C Framework
3.
Cite a Reason.
Give 2-3 Options.
Let them Choose.
2.
1.
@KarlSakas

38. Act Out!

39. Real-World R-O-C Examples
1. Client asks you to do something stupid.
@KarlSakas

40. 2. They keep calling for help after launch.
Real-World R-O-C Examples
@KarlSakas

41. 3. Past-due client wants new, urgent work.
Real-World R-O-C Examples
@KarlSakas

42. 5 Keys to Scaling Your Agency
1. Know your growth style. (LS vs. HG)
2. Offer the right services. (S-I-T)
3. Use the right team structure. (AM/PM/SME)
4. Build your team a clock. (Helper, not Hero)
5. Say “No” to scope creep. (R-O-C)
@KarlSakas

43. Challenge
@KarlSakas

44. Go to
bit.ly/GetTheClientBook
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