A talk I gave @ Bizconf 2010 about strategy for small agencies and freelancers. How to grow, position yourself and eventually sell the business.

1. FS
FUTURE SIMPLE
Growing and Selling Your
Web Agency
Uzi Shmilovici

2. Don’t grow!

3. OMG!
Don’t grow!
Did he just say strategy?

4. What’s your strategy?
Cost
Differentiation
It is that simple.

5. Cost
• Mass production.
• Low cost leader.
• Done right it can be very lucrative.
• Nothing to be ashamed of!
• More sustainable.
• It’s not about you.

6. Cost

7. Differentiation
• Hard to achieve.
• If you’re passionate about
what you’re doing and it’s not
a mere business.
• When achieved - super
profitable and very enjoyable.

8. Differentiation
two weeks. $100k.

9. Differentiation
Picture by Bruno Girin (Flickr)

10. You have to pick one!
Differentiation Cost
Increase Price Expand Expand

11. “
Marketing and innovation produce
results; all the rest are costs.

12. Marketing =
Creating demand for your
service
The four P’s - reduced.
Product Pricing Place Positioning

13. Marketing =
Creating demand for your
service
The four P’s - reduced.
Product Pricing Place Positioning

16. For god’s sake.
Don’t grow!
MEASURE EVERYTHING YOU
DO!

17. Sales
Have a conscious and
organized sales process

18. Innovation
Differentiation vs. Cost
External vs. Internal

19. Enough about
Don’t grow! growing.
Tell us how to sell.

20. Bad News
Your company is worth 20% of
what you think

21. Bad News
Your company is worth 20% of
what you think
Good News
You have the power to change
that

22. The building blocks of agency valuation:
Brand and reputation
Customer List Founders People
Retainers IP Systems Exclusive Contracts

23. Who will be interested?
• An ad agency that wants to go digital.
• A competitor.
• A startup looking for talent.
• A customer that decides to integrate
these skills.

24. Thanks!
PipeJump
Marketing and Sales Tracking
Use this coupon for $10 off:
BIZCONF10
TRY IT!
FS
FUTURE SIMPLE
Uzi Shmilovici CEO Follow me on twitter @uzisho
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