Agency Bytes

Ep 144 – Ali Mirza, Rose Garden Consulting – Intentional Selling: Build a Pipeline That Doesn’t Depend on the Founder

Featuring: Ali Mirza, Rose Garden Consulting

In episode 144, I’m joined by Ali Mirza, a sales expert who’s personally closed over $450 million in revenue and advised hundreds of high-growth companies, including multiple Inc. 500 winners and successful exits.

Ali and I dig into what’s really broken in agency sales today — from why “more leads” isn’t the answer, to how founders unintentionally sabotage deals, to the mindset shifts required to close larger, more confident engagements. This conversation is especially relevant for agency owners who are great at delivery but feel stuck, uncomfortable, or inconsistent when it comes to selling.

We talk candidly about sales systems vs. sales personalities, the danger of winging it, and how agencies can move from reactive selling to intentional, scalable growth without becoming someone they’re not.

Key Bytes

• Why “just getting more leads” rarely fixes agency sales problems
• The hidden mindset traps that keep agency owners underpricing
• How confidence (not pressure) actually drives better close rates
• The difference between selling expertise vs. selling outcomes
• Why inconsistent sales processes hurt valuation and scalability

Chapters

00:00 Why agency sales feels harder than it should
04:32 The biggest sales myths agency owners believe
09:15 Why confidence matters more than scripts
14:40 Selling outcomes vs. selling services
20:05 How founders accidentally sabotage deals
26:18 Pricing fear and the psychology behind it
32:10 Building a repeatable sales process
38:45 What great agency sales leadership really looks like
44:20 Final advice for agency owners who hate selling

Ali Mirza is a sales expert who has personally closed over $450 million in sales with multiple Inc. 500 companies and high-growth startups.

His work has been featured in Inc., Forbes, Huffington Post, Business Insider, and more. He has consulted for hundreds of companies, with 17 earning the Inc. 500 Fastest Growing Companies award and three successfully acquired. He is president of Atlanta-based consulting firm, Rose Garden.

Connect with Ali on his personal website, his consulting website, or on his Instagram.

Ep 143 – Sharon Toerek, Legal and Creative – The Legal Blind Spots Costing Agencies Millions

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

Featuring: Sharon Toerek, Legal and Creative

In episode 143, I dig into one of the most underestimated risks in agency ownership: the legal blind spots that quietly cost agencies millions over time.

From contracts and scope creep to client disputes, IP ownership, and liability exposure, we unpack where agencies unknowingly put themselves at risk — and why most don’t realize it until it’s too late.

This conversation is a must-listen for agency owners who want to protect what they’ve built, reduce unnecessary exposure, and stop treating legal as an afterthought instead of a growth safeguard.

Key Bytes
• Most agencies don’t realize their biggest legal risks until a problem hits
• Poor contracts quietly drain profit long before lawsuits happen
• Scope creep is as much a legal issue as it is a pricing issue
• IP ownership mistakes can create long-term client and valuation problems
• Proactive legal structure is a growth advantage, not a cost center

Chapters
00:00 Why legal blind spots are so common in agencies
04:15 The contracts agencies rely on (and why they fall short)
10:20 Scope creep as a legal and financial issue
18:05 IP ownership mistakes that come back years later
26:40 Client disputes: where agencies expose themselves
34:10 Risk vs. fear: what actually matters legally
42:00 Simple fixes agency owners can make now
50:10 How legal hygiene protects valuation and exit
56:30 Final thoughts & wrap-up

Sharon Toerek is Founder of Toerek Law (doing business in the agency world as Legal + Creative), where she focuses her national law practice on helping advertising, marketing, communications, and creative agencies protect their assets and turn their ideas into revenue.

Sharon provides proactive, strategic counsel to communications, marketing, advertising, digital, and creative agencies on legal and business issues they face continually in their work, including:
• agency-client relationships, including agency service contracts
• agency-freelancer and agency strategic alliance relationship management
• trademark and copyright protection, enforcement, and licensing
• influencer marketing negotiations and content marketing legal compliance• advertising regulatory compliance
• AI policy and risk management for agencies

Sharon is an approved participant on the 4A's Legal Consultants Panel and a member of the 4A’s Expert Network. She has also served as President of the American Ad Federation (AAF) Cleveland and has been elected to AAF Cleveland’s Hall of Fame.

In addition to her Firm’s work representing U.S. independent agencies, Sharon
• Created the Legal + Creative Agency Protection System, a comprehensive legal education and legal toolkit for marketing, ad and creative services agencies
• Created and hosted over 300 episodes of the agency-focused podcast The Innovative Agency, a podcast about innovation and trends in the marketing agency world
• Presents sessions on agency-critical legal topics to independent agency networks, to private agency audiences, and at industry conferences, including INBOUND, Content Marketing World, MAICON, the Build a Better Agency Summit, Own It Summit, Mirren New York, and PRSA Counselors Academy.

Contact Sharon on LinkedIn or on their website.

Ep 142 – Amy Maxwell, Maxwell Design – Scaling With Soul: How to Grow Your Agency Without Losing the Craft

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

 

Featuring: Amy Maxwell, Maxwell Design

In episode 142, I sit down with Amy Maxwell, founder and creative director of Maxwell Design, to talk about the real tension small creative shops face: how do you grow without sacrificing the craft that made you successful in the first place?

We dig into what it looks like to evolve from “hands-on designer” to “agency leader,” how to protect quality as you add capacity, and how to make smart choices about clients, process, and scope so growth doesn’t turn into chaos. If you want to scale with intention (and still love the work), this one’s for you.

Key Bytes
• Scaling doesn’t have to mean sacrificing creative quality
• Your process is what protects the craft as you grow
• “Better clients” often solves what “more clients” can’t
• You can stay hands-on without being the bottleneck
• The right constraints create consistency, not limitation
• Hiring should reduce friction, not add management drag
• Clear scope and boundaries prevent quiet burnout

Chapters
00:00 Intro: scaling without losing the craft
02:10 Amy’s origin story and building Maxwell Design
06:20 The “stay small” choice and what it protects
11:05 When growth starts to strain quality (warning signs)
16:10 Processes that keep creative standards high
22:30 Team structure: support roles vs creative roles
28:40 Client fit, boundaries, and saying “no” earlier
34:15 Staying fulfilled while the business grows
40:20 Rapid-fire questions and wrap-up

Amy—Creative Director + Founder of Maxwell Design—has spent the last two decades helping businesses look their best. She’s an award-winning designer with a knack for reading minds and creating delightful visual experiences. Her solution-focused approach makes her someone you’ll want in any room. And her small (but mighty) team comes with some major design chops.

Contact Amy on LinkedIn or on their website.

Ep 141 – Meredith Fennessy Witts + Melissa Lohrer, Agency Darlings – Community Over Competition: How Agency Darlings Are Rewriting the Rules

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Featuring: Meredith Fennessy Witts + Melissa Lohrer, Agency Darlings

In episode 141, I sit down with Melissa and Meredith, the hosts of the Agency Darlings podcast and longtime agency operators, to unpack why so many agency owners feel burned out, stuck, or disillusioned by the traditional agency growth advice that’s been circulating for decades.

We talk candidly about the “bro playbook” — hustle culture, ego-driven leadership, top-down decision making, and growth at all costs — and why it often leads to unhealthy teams, poor margins, and miserable owners. Melissa and Meredith share what they’ve learned from years inside agencies about what actually drives sustainable growth: emotional intelligence, clear communication, strong operations, and leadership that prioritizes people alongside profit.

This episode is a refreshing, grounded look at agency leadership through a more human lens — one that challenges outdated norms and offers agency owners permission to build businesses that align with who they actually are.

Key Bytes

• Why the traditional agency “bro playbook” is failing modern agencies
• The hidden cost of hustle culture on owners and teams
• How emotional intelligence impacts agency growth and retention
• What healthier leadership looks like inside agencies
• Redefining success beyond revenue and headcount

Chapters

00:00 Why the traditional agency playbook feels broken
05:12 The origins of hustle culture in agencies
11:04 Masculine-driven leadership norms and their impact
17:32 Emotional intelligence as a growth lever
23:58 Building healthier agency cultures
30:41 Operator-led leadership vs. ego-led leadership
37:10 Sustainable growth without burnout
43:26 Redefining success as an agency owner
49:12 Advice for owners ready to do things differently

Each with over 15 years of experience in the agency space and deep-rooted connections within the industry, Melissa and Meredith bring actionable insights, expert advice, and candid conversations that challenge the conventional, masculine-driven approaches to agency growth.

Contact Meredith & Melissa:

www.agencydarlings.com

https://bit.ly/MWDarlings

https://waverlyave.com

https://instagram.com/waverlyave.co

https://www.lecheile.co/contact

https://www.instagram.com/lecheile.co/

Ep 140 – Michael Janda, More Creative Academy – The Creative’s Guide to Growing Up: From Portfolio to Profits to Peace of Mind

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Featuring: Michael Janda, More Creative Academy

In episode 140, I sit down with Michael Janda—agency founder, bestselling author, and one of the most respected voices helping creatives master the business side of creativity. Michael built and sold Riser, worked with giants like Disney and Google, and later led creative teams at Fox before dedicating his career to teaching creatives how to price, position, and run their businesses without burning out.

We dig into the mental and operational “growing up” that every creative eventually faces: getting past portfolio thinking, charging confidently, understanding value, eliminating chaos, and building a more peaceful (and profitable) creative life. Michael’s straight-talk wisdom hits every agency owner exactly where they need it—no fluff, no ego, just clarity.

Key Bytes
• Why creatives struggle with pricing — and how to fix it
• The mindset shift from freelancer to business owner
• How Michael positioned his agency to win massive clients
• The surprising relationship between process, profit, and peace
• What creatives get wrong about value
• Why “portfolio thinking” holds owners back
• How to build a business that supports your life, not the other way around

Chapters
00:01 Welcome + Michael’s background and agency journey
04:12 From creative chaos to building processes that scale
09:45 Why pricing is emotional—and how to make it objective
14:30 Portfolio vs. business owner mindset
19:58 Finding ideal clients and positioning that works
25:21 How Michael sold his agency and what he learned
31:44 The psychology of creative profitability
38:10 Achieving peace of mind as an owner
44:22 Michael’s advice for creatives who feel “stuck”

Michael Janda is an award-winning creative director, agency founder, and bestselling author.

He built the creative agency Riser with clients like Disney, Google, Warner Bros., and ABC, then sold the business after 13 successful years. Before that, he served as a creative director at Fox. Michael

is the author of Burn Your Portfolio and The Psychology of Graphic Design Pricing. Today, he shares practical, no-fluff strategies to help creative professionals master business, pricing, and growth.

Connect with Michael through his Community, Instagram, YouTube, LinkedIn, Website, or explore his Courses.

Ep 139 – Melanie Chandruang, We Consult – Agency Ops that Actually Scale: Financials, Workflows, and AI That Works

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Featuring: Melanie Chandruang, We Consult

In episode 139, I sit down with Melanie Chandruang, founder of WeConsult and a strategic operations partner for creative agencies. Melanie has spent the last seven years helping agencies tighten up their financials, streamline workflows, and build stronger leadership teams—while also navigating two maternity leaves, a cross-country move, and re-entering the industry in one of its toughest seasons.

We dig into how she rebuilt WeConsult after stepping away to have kids, what’s changed in the agency landscape since 2023, and why she’s now staying higher-level as a fractional ops leader instead of getting buried in implementation. Melanie breaks down what healthy leadership actually looks like, why so many founders remain the bottleneck even after hiring “senior” people, and how clear ownership, scorecards, and trust change everything.

We also get tactical: what she looks for first in the financials, the operational metrics that matter most, and why agencies without documented processes are struggling the most with AI adoption. We wrap by talking about leading through uncertainty, avoiding burnout, and the simple practice Melanie uses to remind herself of the value she’s creating—plus her very 90s go-to karaoke song.

Key Bytes
• Clean financials and clear reporting are the true foundation of scalable ops
• Workflow ownership matters — if it’s nobody’s job, it’s nobody’s job
• Founders stay bottlenecks when leadership has no autonomy or scorecards
• Agencies with documented systems adopt AI faster (and with fewer messes)
• Strong leadership = trust, clarity, and shared problem-solving
• Self-care and boundaries are essential for sustainable agency ownership

Chapters
00:01 Intro and how Melanie rebuilt WeConsult after kids and a cross-country move
02:48 Stepping away from client work, losing momentum, and clawing back into a changed industry
05:36 Why Melanie now stays high-level and pushes implementation to internal teams and automation
07:42 Founders as bottlenecks and what a truly strong leadership team looks like
11:15 Ego, scale, and the operational shifts required for owners to get out of the way
15:36 Where Melanie starts operationally: financials, workflows, and clear ownership
18:07 The agency financial metrics that actually matter (profitability, cash, utilization, and more)
22:03 Why documented systems are the key to successful AI adoption (and how messy it gets without them)
26:00 Leading through uncertainty, rebuilding a business, and protecting your own wellbeing
28:38 AI note-takers, imposter syndrome, and Melanie’s “value” practice
31:36 Melanie’s 90s karaoke pick and where to learn more about WeConsult

Melanie Chandruang is the Founder of WeConsult and a Strategic Operations Partner for creative agencies. With over 15 years in the industry, she helps agency owners boost profits, streamline operations, and move big initiatives forward so they can focus on growth and what matters most.

Connect with Melanie on their website.

Ep 138 – Jordan Snider, Token Creative – The impact of integrating Ignition App

THIS EPISODE IS SPONSORED BY IGNITION. START YOUR FREE 14 DAY TRIAL ignitionapp.info/agencybytes-trial Use Code OUTSIGHT25 to save 50% off!

Featuring: Jordan Snider, Token Creative

In episode 138, I sit down with Jordan Snider, co-founder and CTO of Token Creative Services, to break down the real impact of integrating Ignition App into their agency operations. Jordan shares how Token went from scattered proposals, manual invoices, and nearly $40k in aging AR to a streamlined, single-system workflow that clients actually appreciated.

We dig into the operational before/after: centralized proposals and agreements, automated billing, faster close rates, clearer scope definition, easier upsells and renewals, and the elimination of unbilled “mystery hours.” Jordan also talks about forecasting clarity — and why dashboards that tie proposals, renewals, and revenue projections together are a game changer for decision-making.

This episode is a grounded look at what happens when an agency stops tolerating a duct-taped sales and billing process and finally upgrades the operational spine of the business.

Key Bytes
• Token’s breaking point was nearly $40k in aging AR — a clear sign the proposal and billing process was broken.
• Clients were confused by multiple proposal versions, scattered contracts, and manual payments; consolidating everything through Ignition simplified the entire client experience.
• The biggest financial lift came from capturing previously unbilled variable hours and out-of-scope work.
• Automated reminders and stored payment methods dramatically reduced AR and manual follow-up.
• Forecasting became easier with visible open proposals, renewal pipelines, and year-over-year revenue projections.
• Simplifying the tech stack cut both software cost and constant integration maintenance.
• Ignition enabled Token to shift from hourly pricing to value-driven retainers because operations finally supported it.
• Jordan’s advice: delaying this overhaul guarantees regret — proactively fixing it avoids the forced crisis moment.

Chapters
00:00 Intro and why Token’s Ignition story matters
02:05 Token’s early days and “brute force” agency ops
03:10 The $40k AR wake-up call
05:10 What was broken in their proposal + onboarding workflow
06:55 Client reactions after switching to Ignition
07:50 Close rates, renewals, and handling scope creep
09:40 Capturing unbilled work and shrinking AR
11:55 Forecasting and metrics that changed decision-making
14:00 Simplifying the tech stack and ditching integrations
16:40 How clarity improved both scope and service delivery
23:40 Productizing services and shifting to retainers
25:05 Jordan’s advice for agencies resisting the overhaul
26:50 Rapid fire and wrap-up

Jordan Snider is the Co-Founder and CTOof Token Creative Services, a full-service digital marketing and creative agency based in Kitchener-Waterloo. With a background in full-stack software engineering, Jordan bridges the gap between technical development and creative marketing. He has contributed personal reflections to platforms supporting victims of family violence, discussing the unique stressors faced by newcomers and the importance of community support systems.

His work reflects a blend of technical precision and a commitment to social impact, aligning with Token Creative’s mission to support businesses making positive environmental or social changes.

Connect with Jordan on their website, or learn more about Ignition here.

Ep 137 – Jennifer Spire, Preston Spire – Built to Last: The 75-Year Agency Still Breaking Rules

Featuring: Jennifer Spire, Preston Spire

In episode 137, I sit down with Jennifer Spire, Partner and CEO of Preston Spire — a 75-year-old agency that’s somehow still pushing boundaries while many newer shops flame out. Jennifer shares how she modernized a legacy company without losing the cultural DNA that kept it alive for three-quarters of a century. We get into leadership transitions, building a values-driven agency, navigating generational shifts in talent, and how she’s shaping the next era of a Midwest powerhouse.

Key Bytes
• The hidden advantages legacy agencies have but often ignore
• Why values act as a competitive moat — but only if they’re enforced
• How Jennifer leads change without blowing up culture
• The reality of modernizing 75-year-old processes
• Where agencies underestimate the work of staying relevant

Chapters
00:00 Intro
01:20 What it means to run a 75-year-old agency today
05:05 How Jennifer modernized Preston Spier without breaking it
09:40 The cultural DNA that actually drives retention
13:55 Why “values” only matter when leaders enforce them
17:48 Leadership evolution: from partner to CEO
21:30 What younger talent expects from an established shop
25:18 Staying relevant in a fast-changing industry
29:55 How Preston Spire balances legacy and innovation
33:42 Advice Jennifer wishes she had earlier
38:10 Closing thoughts

Jennifer Spire is partner and CEO at Preston Spire, an Ad Age Best Place to Work and Midwest Small Agency of the Year. She is an accomplished agency leader with over 25 years of experience in both consumer and B2B marketing for just about every industry out there. At Preston Spire, Jennifer has played the leading role in reshaping the framework that defines the agency, focused on a strong vision, values and purpose. She has been a speaker at dozens of local and national conferences, has authored articles and thought pieces on various marketing subjects, and has been a board member of several nonprofit organizations. Jennifer was an east coast native before calling Minneapolis home. She was an NCGA gymnast and a gymnastics coach, who also had advertising in her blood, thanks to her grandfather being one of the founding fathers of Madison Avenue.

Contact Jennifer on LinkedIn or the Preston Spire website.