Is your business suffering from the Underpants Gnome Syndrome or do you have a step-by-step strategy for business growth and scaling?

In this episode of The Agency Blueprint, I’m joined by TJ Slattery to discuss the common flaw of small business owners who have grand ideas without a clear roadmap to profitability. We further discuss the importance of understanding and clarifying one's goals and motivations as an entrepreneur. TJ is the owner and founder of Crow's Nest Consulting, a lifetime entrepreneur, and a strategic advisor. TJ harnesses his decades of experience to create clarity and stability for business owners immersed in the day-to-day and on the entrepreneurial island.

Listen in to learn the necessity of identifying the "why" behind business goals in order to maintain focus and make informed decisions about new opportunities. You will also learn the importance tracking KPIs regularly and breaking down actions into smaller tasks to better understand what leads to success.

Key Questions:

• [01:02] What is "Underpants Gnome Syndrome," and how does it relate to flawed business thinking?
• [03:41] How can entrepreneurs start identifying the missing pieces of their business to avoid missing out on step two of their growth?
• [06:24] What should entrepreneurs do when overwhelmed by too many options and unclear steps to take?
• [19:01] What practices would you suggest for someone who they are an entrepreneurial mind and everything is an opportunity?

What You’ll Discover:

• [01:18] The "Underpants Gnome Syndrome" - how business owners often focus on big ideas without a clear plan to make those ideas profitable.
• [04:11] How entrepreneurs can reflect and identify changes needed to scale their business and achieve revenue goals.
• [06:41] How to avoid "paralysis from analysis" by focusing on clear goals and creating a structured, actionable plan for growth.
• [11:18] How to define your business goals and the underlying motivations to stay focused and avoid distracting ventures.
• [13:42] How to stay focused and avoid distractions by using self-imposed constraints for discipline.
• [16:46] The importance of understanding key business details and tracking the actions that directly contribute to success.
• [19:36] The importance of using KPIs and regular business performance tracking to stay on track.
• [22:11] The importance of defining the "why," measuring progress, and staying consistent as essential steps for business success.

Get In Touch with TJ:

• Website
• Email
• LinkedIn

How do you track and present measurable outcomes your agency delivers to clients? Results are the backbone of client satisfaction, business growth, and long-term partnerships.

In this episode of The Agency Blueprint, we discuss how to track and present measurable outcomes to clients. We explain the importance of understanding what to measure, how to encourage clients to share their successes, and the significance of highlighting these results in sales conversations.

Don’t miss this episode to learn more about the critical importance of collecting and analyzing data in client-agency relationships!

Key Questions:

• [00:34] Are you currently measuring the results your agency is delivering?
• [11:33] When is the best time for agency owners to gather data on the agency’s results—during the project or after its completion?
• [14:53] How many are too many data points that you can potentially find and use?
• [17:03] How do you position your agency in terms of ROI when discussing pricing with clients?

What You’ll Discover:

• [01:24] The need to measure and show results -- comparing agency performance evaluation to investment assessment with a stockbroker.
• [03:00] Why results are crucial in branding and the importance of measuring impact, even when it’s hard to quantify.
• [05:03] Linking agency work with clear client goals to ensure focus and direction in achieving results.
• [06:15] The multiple factors contributing to success, and the importance of owning your piece of the impact.
• [07:41] How understanding and communicating results internally can improve retention and increase upsell opportunities.
• [08:11] The role of sales conversations in demonstrating your agency's ability to achieve results and create trust with clients.
• [09:08] How to measure agency verticals and services, and the importance of knowing where your services fit.
• [11:56] The importance of continuously collecting data throughout the engagement, even after the project has launched.
• [15:20] The critical role of monetary impact for clients makes it essential to measure this outcome for success.
• [17:40] How to position your agency as a valuable partner in driving business growth by emphasizing the long-term ROI.
• [21:41] Demonstrating results and building trust are crucial for client retention and positioning for growth in a competitive market.

Does your team feel disconnected from the agency’s success? Are incentive programs what’s going to keep your team engaged and invested in your agency’s long-term success?

In this episode of The Agency Blueprint, I discuss how to create effective team incentive structures that foster collaboration, boost morale, and drive high performance. I explain how to structure incentives to balance personal achievement with teamwork, rewarding high performers without undermining collaboration.

Don’t miss this episode to learn more about practical examples of incentive programs that go beyond financial rewards!

Key Questions:

• [01:27] Have you considered whether your team truly shares in the rewards of your agency’s growth, or are they simply working to keep their jobs?
• [05:37] Are your current incentive structures encouraging teamwork, or are they creating competition that undermines collaboration?
• [10:54] Are you giving your team a clear understanding of how their daily work directly impacts your company’s bigger goals?
• [13:54] Is your incentive structure promoting healthy collaboration, or is it unintentionally creating competition that harms your culture?

What You Will Discover:

• [01:27] Why closing the motivation gap is key to building a team that drives meaningful business growth alongside you.
• [03:02] The multi-tiered incentive structure that keeps high performers motivated while promoting teamwork and collaboration.
• [04:09] How department-level incentives encourage teamwork, accountability, and peer collaboration to meet shared goals.
• [04:41] How company-wide incentives foster unity across departments and clarify everyone's role in achieving the bigger picture.
• [05:37] The downsides of individual incentives and how to balance them with collaborative structures that promote teamwork.
• [06:34] Examples of incentive programs, from bonuses and profit-sharing to peer recognition awards and growth opportunities.
• [08:19] How to structure incentives by aligning company objectives with departmental and individual KPIs for clarity.
• [10:54] How clarity and setting expectations can break down silos and prevent underperformance within your agency.
• [12:56] The impact of poorly structured incentives and how simplicity and consistency keep teams focused on goals.
• [13:54] The risks of unhealthy competition and how to build incentive structures that foster collaboration rather than rivalry.
• [15:20] Avoid setting unrealistic goals that can demotivate your team and instead create attainable and motivating targets.
• [16:29] The importance of aligning incentives with growth goals, motivating A-players and the entire team.

Do you find hiring top creative design talent an overwhelming process, especially when relying on polished portfolios that don’t always reveal a candidate’s true abilities?

In this episode of The Agency Blueprint, I’m joined by Fletcher Wimbush to discuss actionable strategies for making smarter, more confident hiring decisions. Fletcher is the CEO and founder of Discovered Performance Hiring Software and has dedicated a decade to tackling hiring's hardest problems. As an ethical AI proponent, he's focused on pioneering AI-powered initiatives for talent selection.

Listen in to learn how to assess a candidate’s critical thinking and understand their creative processes during interviews. You will also learn about the hidden opportunity costs of making a bad hire and the power of always building and nurturing a talent bench.

Key Questions:

• [01:43] How can an agency owner dig deeper to truly understand a candidate’s thinking, process, and individual contributions?
• [05:56] How important is it for a candidate to present their design work?
• [13:40] What are the hidden things we don’t often think about in the cost of hiring the wrong person and not being thoughtful in the hiring process?
• [15:55] How do you balance the need to hire quickly when you're behind on projects with the risk of rushing and making a poor hiring decision?

What You’ll Discover:

• [02:00] A step-by-step process to help you assess a candidate's actual work on portfolio pieces and identify if their skills match the job requirements.
• [06:49] How to be patient and help introverted creatives become great communicators and eventually tell their stories.
• [10:23] How to turn trial projects into collaborative experiences where candidates get to meet your team and experience your work culture.
• [14:06] Why the true cost of a bad hire isn't just in money spent, but in lost opportunities, project delays, and unhappy clients.
• [16:52] Why building a talent bench and always recruiting is the key to being ready when opportunity strikes.
• [19:50] Why your hiring process deserves more attention than sales and how investing in your team directly impacts long-term success.
• [21:39] Fletcher’s Fact Driven Hiring course—an eight-hour, 40-module system to help you master hiring and level up your agency's recruitment process.

Get In Touch with Fletcher:

• Website
• LinkedIn

Client onboarding is more than just paperwork—it’s about setting the tone for a lasting partnership. How then do you streamline the process without losing the human touch that makes clients feel valued?

In this episode of The Agency Blueprint, I discuss how automation can help streamline the client onboarding process while maintaining a personal touch. I explain the benefits of a positive onboarding experience and how bad onboarding can lead to micromanagement and dissatisfaction.

Don’t miss this episode to learn how consistency in the onboarding process helps identify potential problems and improves the overall client experience!

Key Questions:

• [00:34] Have you considered how automating parts of your client onboarding can save you time while keeping the process personalized?
• [07:18] Do you have a standardized onboarding process in place, or is it something you need to develop?
• [10:23] How could automating repetitive tasks in your client onboarding process help free up your time for more valuable activities?
• [13:49] Are you ensuring that your client onboarding experience is fast enough to reduce buyer’s remorse?
• [18:18] How could you personalize your automated emails to enhance the client experience without compromising efficiency?

What You’ll Discover:

• [01:18] The concept of buyer’s remorse and how a smooth onboarding process can calm client fears.
• [03:51] How a bad onboarding experience can lead to micromanagement and dissatisfaction, which can negatively impact the project.
• [04:52] The benefits of a positive onboarding experience, including reduced anxiety and stronger client trust.
• [07:18] The importance of standardizing the onboarding process before considering automation.
• [10:23] The benefits of automation, including saving time, increasing consistency, and allowing for more strategic focus.
• [12:02] How automation can allow you to manage more clients and boost profitability by streamlining your onboarding process.
• [13:00] How automated emails can set clear expectations for clients, including team introductions and next steps.
• [13:49] The importance of onboarding speed in reducing buyer’s remorse and setting the stage for success.
• [14:33] How even without full automation, templated emails can still provide consistency while adding slight personal customizations.
• [15:17] How sending out effective client questionnaires ensures you’re gathering the right information without overwhelming clients.
• [17:36] Why having standardized onboarding checklists in your project management software ensures a consistent client experience.
• [18:18] How you can inject personal touches into automated systems, like adding client names or specific goals.
• [20:18] The importance of balancing between automation and human connection in client onboarding to avoid an overly robotic experience.
• [21:25] How a balanced, well-automated onboarding experience can foster long-term client success while maintaining a personal connection.

Do you often feel overwhelmed by constant client demands, unpredictable schedules, and the pressure to always be available? Establishing clear boundaries can help you regain control of your time and improve your client relationships.

In this episode of The Agency Blueprint, we discuss how to regain freedom by setting professional boundaries in a respectful, structured way with clients. We explain the importance of clearly defining expectations around scope of work, communication tools, and response times to avoid burnout and maintain a healthy work-life balance.

Don’t miss this episode to learn from a cautionary tale that highlights how personal involvement with clients can lead to burnout and strained relationships!

Key Questions:

• [00:40] Are you setting clear boundaries with your clients and how did that improve client relationships?
• [04:57] What specific items should you include and exclude in your scope of work to avoid clients demanding additional, unplanned tasks?
• [13:52] Have you ever found yourself in a situation where a client became entitled to your time, and how did you handle it?
• [20:52] How do you currently set and enforce boundaries with your clients, and what steps can you take today to improve those processes?

What You’ll Discover:

• [01:38] The negative impact of not setting clear boundaries and how clients will take advantage of your availability if boundaries aren't set.
• [03:38] How to define your scope of work and set clear deliverables in your proposal process to avoid overwork.
• [04:57] How to handle additional work requests and communicate additional costs effectively.
• [05:56] The importance of having a structured communication process and avoid the trap of always being available.
• [08:10] The importance of internal communication within your team to ensure consistency with clients and avoid confusion.
• [09:07] How to handle internal expectations of client response times and ensure clarity across all team members.
• [10:35] A success story of an agency that improved their client relationships by setting clear boundaries.
• [12:50] The lasting benefits of setting boundaries, including improved client retention, respect, and profitability.
• [13:52] An inside look at how a client demanded unreasonable time and how it led to the breakdown of the relationship.
• [16:53] How personal involvement with clients can cloud judgment, leading to negative consequences for both parties involved.
• [20:52] The importance of setting clear boundaries early in the relationship and consistently enforcing them.

Why stick to a static budget when you could proactively predict your financial future with rolling projections? Continuously updating financial projections allows businesses to reflect actual performance and adjust to changing conditions.

In this episode of The Agency Blueprint, I’m joined by Dan DeGolier to discuss valuable insights on financial forecasting, budgeting, and cash flow management for small and medium-sized businesses. Dan is the founder of Ascent CFO Solutions, has extensive experience as a CPA, and is now a fractional CFO. He is passionate about helping entrepreneurs understand their finances and cash flows so they can obtain the capital needed for growth.

Don’t miss this episode to learn the importance of focusing not just on profitability but also on the timing of cash inflows and outflows.

Key Questions:

• [01:03] What is the defining difference between a budget and a rolling forecast?
• [03:38] In what ways could frequent updates to your financial projections benefit your business’s decision-making process?
• [07:40] How can a business owner leverage rolling forecasts and projections to make more informed decisions during periods of rapid growth?
• [13:42] What are the common mistakes that CEOs and CFOs run into while they’re leveraging available financial information?

What You’ll Discover:

• [01:16] The difference between a budget and a rolling forecast and the importance of a rolling forecast for early-stage companies.
• [02:55] The connection between projections, cash flow, and the risk of running into financial issues even when a business is profitable.
• [03:50] How frequent updates to financial forecasts can help adjust for unexpected costs, like hiring, and avoid cash flow issues.
• [04:54] Key questions agency owners should ask when reviewing their financial forecast.
• [05:46] Why Excel is still a preferred tool for financial projections for smaller businesses.
• [07:54] The challenge of managing cash flow and profitability during rapid business growth periods, and how projections help make strategic decisions.
• [09:22] The importance of managing cash flow separate from profitability, and how rolling forecasts provide a clearer picture of both.
• [11:35] Cash basis vs. accrual accounting, and why accrual-based financial statements offer a more accurate view of a business’s financial performance.
• [13:54] The importance of having a backup plan to ensure financial stability during unexpected challenges.
• [17:14] The importance of financial management and forecasting as core foundational elements of business success.

Get In Touch with Dan:

• Website
• LinkedIn

Are you an agency owner struggling to decide where to focus your marketing efforts for reliable lead generation and scalable growth?

In this episode of The Agency Blueprint, I discuss the power of being strategic and intentional in your marketing approach, focusing on where your ideal clients already spend their time. I share my personal journey from doing everything to focusing on one strategy and optimizing every funnel stage—resulting in consistent and meaningful lead generation.

Don’t miss this episode to learn more on the importance of knowing how much time and money you can afford to invest in a strategy before seeing meaningful results!

Key Questions:

• [00:34] Are you focusing your marketing efforts where your ideal clients are already spending their time, or are you spreading yourself too thin trying to be everywhere?
• [07:50] Do you understand your ideal client’s goals, fears, and challenges?
• [10:32] Do you clearly understand what a marketing channel selection looks like specifically for you?
• [17:09] Have you set clear limits on how much time and money you’re willing to invest in a new marketing strategy before you evaluate its success?

What You’ll Discover:

• [00:34] How to strategically choose where to market your agency to generate the right number of leads without spreading yourself too thin.
• [01:45] Why most marketing strategies fail: lack of focus, unrealistic expectations, and inconsistency in execution.
• [02:37] How I shifted from the “do everything” approach to a strategy that made meaningful impact by placing attention in the right place.
• [05:30] How incremental 1-2% improvements at every funnel stage can significantly increase your lead generation results over time.
• [06:18] How selecting the right marketing channels amplifies your message, while the wrong channels waste both time and money.
• [07:50] Why creating psychographic profiles of your ideal clients helps you get inside their heads, understand their pain points, and connect on a deeper level.
• [09:18] Techniques for writing emotionally resonant copy that builds authority and rapport rather than jumping straight to a sales pitch.
• [10:32] Understanding marketing channels, plus the importance of knowing what you can afford to spend on acquiring a client.
• [14:52] Understanding short-term, mid-term, and long-term lead generation methods and how to evaluate which one suits your business goals.
• [17:09] How to set upfront time and investment limits and establish minimum KPIs to decide whether to continue or cut off a campaign.
• [18:47] The importance of testing and tracking your marketing data to gather a statistically significant data set before making major decisions.