Agency Blueprint

How can you maximize the value of your business through mergers, acquisitions, and the “second bite” opportunity? Most agency owners today are seeking an opportunity to cash out some equity while continuing to play an active role in scaling their business.In this episode of The Agency Blueprint podcast, I’m joined by Todd Taskey to discuss how deals are structured, why private equity loves specialized agencies, and how “the second bite” often ends up being larger than the first payday. Todd is a seasoned M&A advisor and investment banker who has spent over two decades guiding agency founders through lucrative exits and growth-focused partnerships.Listen in to learn how smaller agencies can attract the right buyers with specialization, strong client retention, and scalable sales systems. You will also learn how AI is reshaping agency margins and valuations,  eliminating low-level tasks, and allowing agencies to scale profitably.Key Questions:[01:12] What exactly is the second bite, and how can agency owners benefit from it beyond their first sale?[03:45] What types of deals are most common for agencies today—strategic, private equity, or conglomerate roll-ups?[08:25] Which types of agencies are most attractive to private equity firms right now, and which ones are struggling?[15:16] How is AI changing agency valuations? Is it just hype, or does it create lasting value?[23:07] What areas should agency owners strengthen in the next 2–3 years to maximize valuation?What You’ll Discover: [01:30] Todd explains the concept of the second bite, where selling equity today can lead to a bigger payday in the future.[04:15] The difference between selling to large holding companies versus partnering with private equity-backed strategic buyers.[06:59] Why many agency founders end up enjoying their businesses more after a partial sale.[08:50] The verticals private equity firms are most eager to acquire, and why niche specialization wins.[11:38] How agencies are using vertical focus to create irresistible acquisition stories.[15:40] How AI is reshaping agency operations, cutting costs, and boosting margins without replacing strategic thinking.[19:46] How agency owners should weigh the choice between pursuing higher margins or lowering prices to gain market share.[23:34] The three pillars of maximizing agency value: strong sales, high retention, and healthy margins.[26:13] Todd warns against assuming you can hire a CEO and exit cleanly—buyers see that as a red flag.Connect with Todd:LinkedInPodcast: Second Bite

Do you leverage emotional, client-centered storytelling to transform your sales process? Stories resonate more than stats, and you, as an agency owner, can use them as a strategic sales tool rather than just a creative tactic.In this episode of The Agency Blueprint podcast, we discuss how to leverage stories that build trust, spark excitement, and make your agency unforgettable. We explain how by framing sales conversations around transformation stories, case studies, and third-party proof, you can help potential clients see themselves in the narrative.Listen in to learn the difference between pitching and storytelling, why context matters, and how to strategically curate stories in advance so they feel authentic and memorable.Key Questions:[01:52] Why is storytelling more impactful than just listing results or stats?[03:23] What’s the difference between pitching and telling a strategic story?[05:02] How do you use third-party stories to connect with a prospect’s pain points?[12:27] What types of proof (beyond testimonials) can you use to make clients feel confident in their decision?[14:26] What does it take to tailor a story so the prospect feels invited into your world?What You’ll Discover: [02:06] Why emotions are the real drivers of memory and decision-making, not dry statistics.[03:23] Why bragging about yourself in a pitch pushes prospects away, while telling a client’s story draws them in.[05:02] The importance of focusing on transformation and connecting client pain points to powerful success stories.[07:31] Third-party selling framework: start with the negative emotion, explain the challenge, describe your process, and end with the positive result.[09:25] Understand why numbers alone make you forgettable, but stories make you memorable and trustworthy.[10:36] An airplane analogy illustrating how clients first need belief that success is possible before they trust you to deliver it.[12:40] Why convincing rarely works and how to use social proof, testimonials, and case studies to let prospects persuade themselves.[15:01] How testimonial videos and real client stories can provide the final validation prospects need before committing.[19:48] How to curate stories strategically so they feel natural in the moment but are actually carefully designed for maximum impact.

Are you one of those agencies that spend impulsively, based on gut feeling, or delay investments out of fear and uncertainty?In this episode of the Agency Blueprint podcast, I explain how agency owners can use operational budgets as a growth tool instead of just a tracking sheet. I further explain how to structure budgets around multiple outcomes—flat (if nothing changes), trend-based (aligned with current growth trajectory), and goal or stretch budgets (aimed at ambitious targets). Don't miss this episode to learn how to weigh investments using a risk-to-value calculus, prioritize based on ROI, and know when to greenlight or cut an initiative.Key Questions:[00:33] Are you spending intentionally to grow your agency or just burning through cash without a clear ROI?[03:43] Are your budgets simply tracking expenses, or are they guiding your strategic decisions?[08:15] How do you prioritize which investments to make first when several opportunities compete for your resources?What You’ll Discover: [01:20] The concept of using multiple budget scenarios—flat, operational, goal, and stretch—to create a growth-ready plan.[02:02] The importance of aligning budgets with business trends rather than relying solely on past performance.[03:43] Understanding that budgets are not just for tracking, they are tools to guide decision-making and strategy.[04:50] The “risk-to-value calculus” to evaluate investments in people, tools, or new services.[06:40] The importance of setting clear timelines to measure whether an investment is working or if it should be cut.[08:15] How to prioritize competing investment opportunities by weighing ROI, time cost, and likelihood of success.[10:47] How to reverse-engineer growth goals into budgets by mapping revenue sources, retention rates, and hiring needs.

Is your smaller agency well-positioned to take bold creative risks, pitch innovative ideas, and form collaborative partnerships? The traditional full-service agency model is crumbling under the weight of overhead, fragmented expertise, and a lack of collaboration.In this episode of The Agency Blueprint podcast, I’m joined by Danielle Dufresne to discuss the changing landscape of creative agencies and how agencies can break free from outdated overhead-heavy structures. Dani is an Emmy Award–winning executive producer and The Aux Co founder. She has over 20 years of experience producing high-stakes campaigns for global brands like Nike and Hulu. She launched the Aux Co in 2017 to champion a new agency model, helping small and midsize shops grow smaller, collaborate better, and deliver bold, creative work without the overhead and burnout of the old huge conglomerate agency system. Listen in to learn why the future of agencies lies in specialization, honesty, and early collaboration with production and strategy teams. You will also learn how agencies can thrive together, access bigger opportunities, and create lasting client relationships by embracing community over competition.Key Questions:(05:23) Why do smaller agencies feel pressured to fake expertise, and what’s the smarter alternative?(08:06) Do you see other agencies as competitors or potential collaborators in your network?(14:00) If you can only deliver part of a client’s RFP, do you white-label partnerships or present them openly?[17:14] How can agencies leverage community and collaboration as a competitive advantage?What You’ll Discover:(01:37) How low overhead enables small agencies to launch big ideas at a fraction of the cost of legacy holding companies.(03:47) The shift from the Mad Men era of limited media to today’s fragmented landscape of thousands of channels.(06:01) How small agencies can win bigger projects without faking expertise by being transparent and collaborative.(08:55) Why most agencies overestimate competition, when in fact collaboration can unlock greater opportunities.(09:54) Why agencies should stop competing for the same pie and instead lean into their unique strengths.(12:03) Why agencies should specialize instead of pretending to be experts in everything.(14:42) Dani on when to white-label partnerships versus openly presenting them as part of a network.(17:36) How bringing production into creative development earlier leads to stronger campaigns across every medium.[21:42] The power of community and collaboration as a competitive advantage in agency growth.[24:40] The importance of setting aside ego and instead focusing on making sure both clients and creatives are satisfied.[27:30] Why curiosity-driven questioning is essential for innovation, while “just get it to yes” feedback adds little value.Connect with Danielle:WebsiteLinkedIn

Do you treat profit as “what’s left over” after expenses instead of prioritizing it from the start? Having a profit-first mindset is the cornerstone of building a sustainable, scalable, and stress-free agency. In this episode of the Agency Blueprint podcast, we dive deep into the profit-first mindset—a revolutionary approach for agency owners who want to generate consistent profitability. We discuss how to reverse engineer a profitable business model by focusing on intentional pricing, cost constraints, and smart resource allocation.Listen in to learn more about how to stop running your agency like an exhausting job instead of a thriving business.Key Questions:[01:22] How is “profit-first mindset” different from the way most agency owners view money?[05:17] What are the key elements of having a profitable agency model? [09:53] If you had to replace yourself in all the roles you currently cover, would your pricing model still hold up?[13:53] If a big client makes up 70% of your revenue, how do you protect your agency if they suddenly leave?[16:01] How long should you run at a deficit before making the hard decision to restructure or let team members go?What You’ll Discover: [01:45] Profit-first mindset – why setting aside profit immediately—not as an afterthought—is a game changer.[02:37] How most agencies operate without real financial constraints, leading to overspending and poor decision-making.[05:22] Why blended rates don’t accurately capture the true cost of delivery and why agencies miss key overhead factors.[07:52] A simple benchmark: if your agency isn’t hitting 25% profitability, your model is broken. [10:01] The hidden cost of agency owners filling different roles but only paying themselves for one.[13:17] The risks of scaling before fixing profitability, from debt to losing entire businesses when a big client leaves.[14:18] Two primary financial benchmarks every agency owner must track—gross profit and operational costs.[16:53] How to personally balance loyalty to your team with the financial realities of running a profitable business.