Agency Bytes

Featuring: Jonathan Stark, Ditcherville

In Episode 093 of Agency Bytes, I sat down with Jonathan Stark — a former software developer turned pricing consultant — to dig into a topic that trips up so many agencies: hourly billing vs. value-based pricing.

Jonathan shared how he made the shift from trading time for money to focusing on the value his work delivers. What started as a few talks with agencies grew into a full-blown movement — writing books, delivering content, and building a thriving community of creative professionals ditching the hourly model.

We talked about why hourly billing holds agencies back, the importance of deeply understanding client needs, and how to craft pricing options that reflect the true value you provide. Jonathan’s insights on uncovering client motivations and taking a more strategic approach to pricing will help you build stronger client relationships and increase profitability.

If you’re tired of being stuck in the “billable hour” mindset, this episode is packed with actionable advice you won’t want to miss.

Key Bytes

• Hourly billing limits income potential.
• Understanding client outcomes is crucial for pricing.
• Scope should be defined after understanding client needs.
• Value-based pricing can lead to higher profits.
• Creating multiple pricing options can attract clients.
• Time tracking is unnecessary in a value-based model.
• Client motivations should drive the sales conversation.
• Different levels of engagement affect pricing strategies.
• Value pricing enhances client relationships.
• Being unique in your offering is essential for success.

Chapters

00:00 Introduction to Ditching Hourly Billing
06:01 Understanding Client Needs and Outcomes
11:45 Creating Pricing Options for Clients
17:47 Uncovering Client Motivations
23:54 The Home Run of Value Pricing

Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.

Connect with Jonathan and learn about ditching hourly on his website.

Featuring: Armin Vit, Brand New

In Episode 092 of Agency Bytes, I had the absolute pleasure of interviewing Armin Vit, co-founder of Under Consideration and editor of the wildly popular blog Brand New. As someone who’s followed Armin’s work for nearly two decades, this was a bucket-list conversation for me.

We dove into the early days of design blogging and how Brand New evolved from a passion project into a thriving subscription-based business. Armin shared why he and his partner Bryony chose to lean into events and community-building over running a traditional design agency — and how that shift has shaped their success.

We also got into some fun topics like logo trends, what makes a redesign impactful, and how design can spark conversation. But what really stood out were Armin’s insights for agency owners — from taking calculated risks to staying organized with something as simple (and powerful) as spreadsheets.

If you’re an agency owner or a design enthusiast, you won’t want to miss this episode. Armin’s perspective on balancing creativity, business, and community is inspiring and packed with practical takeaways.

Key Bytes

• The transition to a subscription model was driven by the pandemic.
• In-house design is gaining recognition and importance in the industry.
• The Brand New blog has evolved in writing style and audience engagement.
• Airbnb's logo change is a prime example of design conviction.
• Design trends often emerge simultaneously across the industry.
• Community engagement through events is a key passion for Armin.
• Calculated risks are essential for agency growth and survival.
• Spreadsheets help organize thoughts and data effectively.
• The design industry is shifting towards valuing in-house talent.

Chapters

00:00 Introduction to Armin Vit and Under Consideration
08:10 Passion for Events and Community Engagement
15:01 The Brand New Blog and Its Evolution
20:59 Identifying Design Trends in Real Time
30:01 Valuable Business Advice for Agency Owners

Born and raised in Mexico City, Armin Vit is a graphic designer and writer now living in Bloomington, IN. He is co-founder of UnderConsideration, a graphic design firm generating its own projects, initiatives, and content. He is the editor and primary writer of the popular blog Brand New. Along with his wife and business partner, Bryony Gomez-Palacio, he is the co-organizer and co-host of the Brand New Conference (established in 2010) as well as of First Round (established in 2018) and In-house In-focus In-person (launching in 2025). Cumulatively they have curated a selection of more than 450 individual speakers and hosted more than 12,000 attendees since 2010.

Contact Armin on any of his Instagram accounts: Personal, Brand New, In-House In-Focus, Brand New Conference, or on the Under Consideration website.

Featuring: Brad Farris, Anchor Advisors

In episode 091 of Agency Bytes, I had the pleasure of chatting with Brad Farris from Anchor Advisors about one of the biggest challenges agency owners face — scaling their businesses. Together, we dig through some of the must-have habits that a CEO needs to find their version of success.

We dove into the mindset shifts that are crucial for growth, the tricky transition from being a consultant to stepping into a true coaching role, and why trust is absolutely essential when it comes to delegation.

Brad shared some incredible insights on how agency owners can break through that million-dollar revenue barrier, find real satisfaction in leadership, and avoid the endless cycle of overwork that so many of us fall into.

We also talked about building a healthy work culture and how shifting your perspective can make all the difference in solving problems.

And of course, we wrapped things up with some rapid-fire questions to get a few personal insights from Brad — always a fun way to end the conversation!

It’s a great episode packed with value, and I can’t wait for you to listen.

Key Bytes

• Success is driven less by what you do than who you decide to be.
• The biggest hurdle to growth is often internal.
• Transitioning from doing to orchestrating is crucial for agency growth.
• Micromanaging can lead to decreased performance in teams.
• Finding satisfaction in seeing others succeed is key.
• Overworking does not equate to better results.
• Taking breaks can simplify overwhelming problems.
• A healthy work culture is essential for team morale.
• Trusting your team is vital for effective delegation.
• It's important to recognize that not everything is as critical as it seems.

Chapters

00:00 Introduction to Agency Growth Challenges
03:02 Mindset Shift: From Consulting to Coaching
05:50 Overcoming the Million-Dollar Barrier
08:58 The Importance of Trust in Delegation
12:07 Finding Satisfaction Beyond the Craft
15:07 Breaking the Cycle of Overwork
18:01 The Power of Perspective in Problem Solving
20:58 Creating a Healthy Work Culture
23:51 Rapid Fire Questions and Closing Thoughts

Brad Harris from Anchor Advisors is known for helping agency and expert firm owners grow through the $1M—2M barrier to become thriving $3M —$5M agencies.

For over twenty years, Brad has worked alongside agency owners to help them sharpen their focus, raise their prices, and hire better people so that their firms can scale.

In his work with hundreds of agency owners, he’s learned that success is driven less by what you do than who you decide to be, and the biggest hurdle to your agency’s growth is between your ears.

Contact Brad on his website, or take his leadership assessment.

Featuring: Dan Englander, Sales Schema

In episode 089 of Agency Bites, I had the pleasure of sitting down with Dan Englander, CEO of Sales Schema. We dove into the world of strategic sales planning for marketing agencies and unpacked some of the biggest challenges agency owners face—things like relying too much on referrals, struggling with time, and not having a clear idea of their target market.

Dan breaks down why building trust and leveraging connections is so critical for effective outreach, and we talk about where automation fits (and doesn’t fit) into the sales process. He also explains why it’s so important to create a solid sales system before you start hiring salespeople, and how understanding sales cycles can help set better expectations.

We also touch on hiring the right salesperson and why the human element in sales can’t be overlooked. And of course, we wrap up with some fun rapid-fire questions that give us a glimpse into Dan’s personal and professional side.

If you’re an agency owner looking to make your sales process smoother, more human, and more effective—this one’s for you!

Key Bytes

• Many agencies rely too much on referrals for growth.
• Lack of time and clarity are major stumbling blocks for agency owners.
• Outbound sales should start as a clarity-building exercise.
• Agencies should define their target markets and specialize.
• Building trust is crucial in a competitive landscape.
• Leveraging connections can enhance outreach effectiveness.
• Automation in sales processes is essential but quality matters.
• Most agency clients have owner-led sales teams.
• It's important to build a sales system before hiring a salesperson.
• Understanding sales cycles is key to setting expectations.

Chapters

00:00 Introduction to Agency Growth Strategies
01:50 The Importance of Strategic Sales Planning
04:41 Overcoming Common Agency Growth Challenges
09:10 Building Trust in a Competitive Landscape
12:52 Leveraging Connections for Effective Outreach
15:24 The Role of Automation in Sales Processes
18:46 Creating a Sales System Before Hiring
21:55 Understanding Sales Cycles and Expectations
26:51 The Human Element in Sales

Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.

Contact Dan on his company website, LinkedIn, Facebook, or personal LinkedIn.

Featuring: Peter Kang, Barrel Holdings

In Episode 087 of Agency Bytes, I had an inspiring conversation with Peter Kang, co-founder and chairman of Barrel Holdings. Peter shared his journey of building Barrel, a standout eCommerce agency specializing in Shopify, and how his vision evolved into creating multiple specialized agencies under the Barrel Holdings umbrella.

We dove into the challenges and rewards of growing an agency, the strategic decisions that shaped his path, and what it’s like to step back from daily operations to focus on the bigger picture. Peter is passionate about investing in the right people and systems to build an ecosystem of agency services that truly thrives and writes about it weekly in his newsletter.

He also opened up about the importance of transparency in communication, their bold Omakase experiment in funnel building, and launching *Agency Habits*, a resource-packed platform for agency operators. Throughout our chat, Peter emphasized the power of relationships in business and the fulfillment that comes from pursuing work you’re truly passionate about.

This episode is packed with actionable insights and inspiration—don’t miss it!

Key Takeaways

• Peter Kang co-founded Barrel in 2006 with a focus on digital transformation.
• The agency evolved to specialize in e-commerce, particularly Shopify.
• Barrel Holdings was created to manage multiple agencies under one umbrella.
• Transparency in communication has been a core value for Peter and his team.
• The Omakase experiment allowed clients to receive branding for free, building a portfolio.
• Separate agencies allow for tailored staffing and focused strategies.
• Agency Habits aims to share resources and insights among agency operators.
• Building relationships is crucial for long-term success in business.
• The importance of passion-driven work over purely strategic planning.
• Peter emphasizes the need for a succession plan in agency leadership.

Chapters

00:00 Introduction to Agency Bites and Peter Kang
05:10 Focusing on E-commerce and Shopify
10:16 The Strategy Behind Separate Agencies
14:35 The Importance of Transparency in Communication
16:20 The Omakase Experiment: A Bold Approach
23:01 Building a Diverse Agency Portfolio
24:56 Launching Agency Habits: A New Venture
28:41 Rapid Fire Questions and Personal Insights

Peter Kang is co-founder and Chairman of Barrel Holdings, a portfolio of digital agency businesses that includes Barrel, a leading Shopify agency, and BX Studio, a leading Webflow agency. Peter enjoys working closely with agency leaders both in and outside of Barrel Holdings, being a sounding board and sharing lessons learned from years of operating agency businesses.

Contact Peter at Barrel Holdings, his personal website, or on Agency Habits.

Featuring: Christian Banach

In Episode 086 of *Agency Bytes*, I sit down with Christian Banach, a business development expert with a fascinating backstory—from concert promotions to helping agencies land big-ticket clients. Christian’s journey is packed with lessons for anyone looking to level up their business development game.

We dive into the power of relationship marketing, the magic of positioning and specialization, and how agencies can stand out in a crowded marketplace. Christian shares actionable strategies for building and nurturing an email list and why thought leadership (like newsletters!) is key to staying top of mind with prospects.

We also chat about creating consistent, meaningful content and using LinkedIn to boost visibility and credibility. If you’re wondering how to turn casual readers into real connections, this episode is a goldmine.

It’s a must-listen for agency owners ready to take their business development to the next level!

Key Takeaways

• Asking like an auctioneer involves maximizing potential asks.
• Rejection should be seen as a sign of success, not failure.
• Design your asks based on what you truly want, not what you think you can get.
• Understanding the perceived value is crucial in negotiations.
• The offer inside the ask should benefit both parties involved.
• Mindset plays a significant role in how we approach asking for what we want.
• It's important to communicate your dreams to those around you.
• Asking for more can lead to greater outcomes than anticipated.
• The process of auctioneering provides valuable insights into effective communication.
• Honesty and generosity should guide your asks, not manipulation.

Chapters

00:00 Introduction to Asking Like an Auctioneer
05:16 The Connection Between Asking and Auctioneering
10:28 Mindset: Embracing Rejection
15:30 Designing Your Ask
20:57 The Offer Inside the Ask
27:03 Final Thoughts and Rapid Fire Questions

Christian Banach is a seasoned business development expert who began his entrepreneurial journey in high school by running a successful concert promotions business. He's worked with big names like Lady Gaga and Pitbull and led marketing activations for brands like Disney and Toyota. After navigating the challenges of the 2008 recession, Christian pivoted to business development, helping agencies generate millions in revenue with clients like Kohl's and Constellation Brands. Now, he's on a mission to help agencies and consultancies land 6 and 7-figure opportunities predictably. Welcome to the show, Christian!

Contact Christian on his website or on LinkedIn.

Featuring: Dia Bondi

In Episode 085 of Agency Bytes, I had the privilege of sitting down with Dia Bondi, a communications expert and author of Ask Like an Auctioneer. Dia shares her fascinating journey from the world of auctioneering to becoming a sought-after communication coach.

We dive deep into the art of asking effectively in high-stakes situations, exploring how to embrace rejection, craft impactful asks, and understand the value behind what you're offering. Dia introduces her powerful framework for building and delivering asks with confidence and clarity.

This episode is packed with insights on training your mindset to recognize what you truly want, articulate it boldly, and go after it fearlessly. Dia inspires us to make our dreams known and actively chase our goals with intention and determination.

If you’ve ever struggled with asking for what you deserve, this conversation is one you don’t want to miss!

Key Takeaways

• Asking like an auctioneer involves maximizing potential asks.
• Rejection should be seen as a sign of success, not failure.
• Design your asks based on what you truly want, not what you think you can get.
• Understanding the perceived value is crucial in negotiations.
• The offer inside the ask should benefit both parties involved.
• Mindset plays a significant role in how we approach asking for what we want.
• It's important to communicate your dreams to those around you.
• Asking for more can lead to greater outcomes than anticipated.
• The process of auctioneering provides valuable insights into effective communication.
• Honesty and generosity should guide your asks, not manipulation.

Chapters

00:00 Introduction to Asking Like an Auctioneer
05:16 The Connection Between Asking and Auctioneering
10:28 Mindset: Embracing Rejection
15:30 Designing Your Ask
20:57 The Offer Inside the Ask
27:03 Final Thoughts and Rapid Fire Questions

Dia Bondi is a Communications Catalyst, Speaker, and Author of Ask Like an Auctioneer: How to Ask for More and Get It. She coaches VC-backed founders, executives, and ambitious professionals to speak powerfully when the stakes are high. She helped Rio de Janeiro win the right to host the 2016 Summer Olympics and has helped countless leaders secure hundreds of millions in decisions and resources. A hobbyist fundraising auctioneer, Dia’s TEDx Talk was selected as a TED Editors’ Pick, showcasing how to make the kinds of asks that can change everything.

 

Learn more about Dia and her services on her website.

Featuring: Jacquelyn Laufer & David Yassky, Driver Digital

In this episode of Agency Bites, I had the pleasure of sitting down with David Yasky and Jacqueline Laufer, the dynamic duo behind Driver Digital. Let me tell you, their story of building a thriving agency in the fashion and e-commerce space is nothing short of inspiring!

We dove deep into the secret sauce of their partnership, and it's all about knowing your strengths and playing to them. David and Jacqueline shared some golden nuggets on how they've defined their roles and fostered a culture that keeps their team excited to come to work every day. They've cracked the code on maintaining joy in the workplace!

We also got into the nitty-gritty of building those long-lasting client relationships that are the lifeblood of any agency. And if you're looking to level up your leadership game, you won't want to miss their thoughts on effective leadership and the power of mentorship.

If you're ready for a dose of inspiration, practical wisdom, and maybe a laugh or two, tune in to this episode. Trust me, you won't regret it!

Key Takeaways

• Both David and Jacqueline ran their own agencies before partnering.
• Driver Digital specializes in fashion, beauty, and e-commerce.
• Defining roles in a partnership is crucial for efficiency.
• Fostering a positive culture is essential for team morale.
• Maintaining joy in the workplace enhances productivity.
• Building lasting relationships with clients leads to success.
• Effective leadership involves immediate feedback and open communication.
• Mentorship plays a vital role in personal and professional growth.
• Success is attributed to strong relationships and quality work.
• Saying no to projects that aren't a good fit is empowering.

Chapters

00:00 Introduction to Driver Digital
01:01 The Journey to Partnership
02:58 Niche Focus in Fashion and E-commerce
06:16 Defining Roles in the Agency
10:26 Fostering a Positive Agency Culture
15:41 Maintaining Joy in the Workplace
19:31 Building Lasting Client Relationships
22:01 Leadership Styles and Team Management
25:04 The Importance of Mentorship
29:03 Success Through Relationships
33:02 Rapid Fire Questions and Key Takeaways

David Yassky is a creative leader and brand developer with over eighteen years of dynamic experience combining the worlds of editorial, fashion, retail and ecommerce. His editorial roots, entrepreneurial acumen, and strong industry relationships make him a unique asset that artfully straddles the creative and business worlds. David began his career as a Fashion Editor at Women’s Wear Daily and W Magazine before going on to consult for a variety of iconic brands including Tory Burch, Anthropologie, and Gap. David was the co-founder and President of The Aisle New York, a progressive digital startup in the bridal ecommerce space, and later he served as Fashion and Editorial Director of the large American ecommerce site, IDEELI. He is the founder and creative director of Driver Creative & Driver Digital – helping transform iconic brands including Anne Klein, Bergdorf Goodman, and Joseph Abboud.

Jacquelyn Laufer, is an E-Commerce, Digital Marketing, Solutions, and Project Management consultant with over 14 years of experience specializing in the luxury fashion, beauty, and travel industries. Having launched Henri Bendel’s first ecommerce website, Bond No. 9’s second, and built online experiences with Estee Lauder Companies, Coty, Edit New York and Blissworld, Jacquelyn is known for helping companies scale their business. Most notably, Jacquelyn founded e-commerce consulting and project management firm Rebuild Girl, which led the re-platforms for brands such as L’Objet, Anne Klein, Joseph Abboud, Creed Boutique, Hanky Panky, and more. Jacquelyn enjoys building consensus, effectively motivating and helping teams hit their mark, defining digital solutions and integrations to help brands grow, and most importantly hanging out with her husband and rescue dog.

 

Contact Jacquelyn and David on their website, Instagram, or LinkedIn.