Sangeeta and William Leach presentation at SAGE 2016

Agency EvolutionThe key to unlocking Agency Growth

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

Growth Stages and Inflection Points

0-12

12-25

25-65

65+

Growth Stage 1

• Personality driven

• “in” the business

• Run towards something

• Boom Bust

• Long hours but simple management

Growth Stage 1

Inflection Point 1

0-12

12-25

25-65

65+

Inflection Point 1

0-12

12-25

25-65

65+

Role of Leader

• Charismatic

Leadership

Critical

Success Factors

• Relationships

• Sweet spot

• Positioning

Key Hires

• Book keeper

• Office manager

Inflection Point 1

0-12

12-25

25-65

65+

Role of Leader

• Charismatic

Leadership

Critical

Success Factors

• Relationships

• Sweet spot

• Positioning

Key Hires

• Book keeper

• Office manager

Growth Stage 2

• Circle of Influence

• Delegate

• Future foundations - brand and culture

• Consistent new business

• Indirect relationships

Growth Stage 2

Inflection Point 2

0-12

12-25

25-65

65+

Inflection Point 2

0-12

12-25

25-65

65+

Role of Leader

• Delegate

• Agency profile

Critical

Success Factors

• New business

• Agency brand

• Agency culture

Key Hires

• New business

• HR

• Admin/Finance

Inflection Point 2

0-12

12-25

25-65

65+

Role of Leader

• Delegate

• Agency profile

Critical

Success Factors

• New business

• Agency brand

• Agency culture

Key Hires

• New business

• HR

• Admin/Finance

Growth Stage 3

• Management

• Agency as a client

• Second tier leaders

• Create a plan (accountability)

• New business

• Manage cashflow

Growth Stage 3

Inflection Point 3

0-12

12-25

25-65

65+

Inflection Point 3

0-12

12-25

25-65

65+

Role of Leader

• Management

Critical

Success Factors

• Planning

• Accountability

• New Business

Key Hires

• Future leaders

• FD

• AdminTeam

Inflection Point 3

0-12

12-25

25-65

65+

Role of Leader

• Management

Critical

Success Factors

• Planning

• Accountability

• New Business

Key Hires

• Future leaders

• FD

• AdminTeam

Growth Stage 4

• People people people

• Play to your strengths

• Density of high performers

• People trump process

• Manage the business

• Two plans

• Communications

Growth Stage 4

Inflection Point 4

0-12

12-25

25-65

65+

Inflection Point 4

0-12

12-25

25-65

65+

Role of Leader

• Agency Reputation

• Mentorship

Critical

Success Factors

• Density of

High Performers

• 2 business plans

Key Hires

• Engaged

Leadership Team

Inflection Point 4

0-12

12-25

25-65

65+

Role of Leader

• Agency Reputation

• Mentorship

Critical

Success Factors

• Density of

High Performers

• 2 business plans

Key Hires

• Engaged

Leadership Team

Some Fundamentals.

• For a business to grow, the entrepeneur must grow

• The business is an entity, seperate from you

• Say no and mean it

• Remember who is in charge of the accelerator

• Firefighting is seductive

• High performers always payback