YOUR LIKELY SITUATION

Your first million (in annual revenue) almost killed you – but you made it. Fighting an uphill battle with little to no credibility to stand on.

The second million was no walk in the park either – standing on the credibility of your one impressive client (and a few small others).

Over time, your growth comes in bursts. An ebb and flow that lacks consistency, while fueling your worst fear: that if one thing goes south, you will have to let people go. The people you love and worry about every day.

As you continue to grow, things begin to feel more stable for the first time. It’s nice.

A delusion you take comfort in.

Yet, the majority of your larger new business opportunities still come directly from the agency principals networking efforts. While at some point, you may also come to rely on the magic of a single (irreplaceable) salesperson.

It takes your staff every minute of every day (and then some) to service the clients you have, leaving little room for them to help with your new business efforts.

You have debated whether or not you should “niche down” and specialize further, to have a more targeted approach in your sales and marketing – but you worry about turning away any high-paying clients. So, you leave the door open, nice and wide, for whoever wants to come in.

Due to the width of this doorway, you have (likely) acquired a somewhat random collection of clients over time, across different industries, with differing needs. And this makes it hard to dive deeper into any one specific industry or area of focus.

So, paralyzed by indecision, you coast along, continuing to collect whatever comes through the door. All the while aware that your lack of specialization is making it harder to “catch” new clients – simply because – you don’t have a sharp enough hook.

Your brand is not positioned to resonate deeply enough with any one specific type of client. And you can’t say, with a straight face, that you have a well-oiled sales and marketing machine. You know something needs to change if you are to achieve that next level of growth, but what?

Perhaps you know what needs to change. Perhaps you’re in the (never-ending) process of attempting to make this change... yet you get hung up in the details, spinning in circles, drowning in indecision.

There are too many cooks in the kitchen. And too many paths to follow.

So, you coast along, doing what you do, likely to achieve the same level of results over time.

With your growth where it is today - you are hesitant to invest in outside help - even though, if you could solve this problem internally, you likely would have done it by now.

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If you're an agency principal - looking to achieve better growth - please feel free to reach out and request time with Anthony.