How To Build An Agency You Can Sell

"Your work sucks, and your work's not going to drive traffic to my businesses. And if you guys can't drive traffic, I don't need you."

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When Michael Kalman, age 23, heard these words coming from the mouth of one of the top clients of his marketing agency, he knew he was in trouble. Not only was he about to lose a major client, word-of-mouth could lead him to losing that entire market segment, as well as his job. That day, Michael quickly learned something that helped him build one of the top Digital Advertising agencies in the world - failing even one client could destroy your business forever. 

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Michael Kalman is the founder of MediaCrossing, a programmatic advertising agency that focuses on middle-market clients. He has over thirty years of experience in the advertising industry, along with experience in varied marketing ventures. He is now an investor and advisor for companies like PersonalRX and iCleanse.

In this podcast episode, Michael shares his insights on strategies marketing agencies should adopt to succeed. We have outlined our top 3 key takeaways that marketing agencies can't ignore to succeed:

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1. Focus on Middle-Market Clients

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Kalman emphasizes providing programmatic resources to middle-market clients to bring a shift in how businesses approach the marketplace. Instead of providing programmatic resources for advertisers who already have a platform, agencies need to focus on serving middle-market clients who are underserved in audience buying. This approach can help marketing agencies differentiate themselves from the competition and make their services more accessible to businesses with a smaller marketing budget. By dedicating efforts towards this market, agencies can build long-term relationships and achieve sustainable growth.

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2. Emphasize Good Governance

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Media Crossing was sold for a high value due to their structure and emphasis on good governance. Kalman believes in following best practices in all areas of the business, including good governance, optimized employee practices, and audited financials. Proper governance can make your agency look more professional and trustworthy. Adhering to industry standards also makes your agency more attractive to clients, as they are confident that you have their best interests at heart. By emphasizing governance in all areas of the agency, marketing agencies can create a solid foundation for growth.

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3. Hire Individuals with Passion

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Kalman believes that passion is essential in finding the right fit for jobs and creating a healthy company culture. Agencies should hire individuals who are passionate about their work, as they are often the ones who excel and help drive the success of the entire team. This mindset can particularly be helpful in the creative department, where enthusiasm and passion for creating can help to create better content and campaign strategies. When individuals are passionate about their work, they tend to work harder, leading to job satisfaction and positive work culture.

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By focusing on middle-market clients, complying with good governance, and hiring individuals with passion for their craft, agencies can build long-term relationships, achieve steady growth, and create a strong reputation in the industry. It's important for agencies to adhere to and implement best practices to maintain their professional reputation and gain customer trust. Every marketing agency can benefit from Michael Kalman’s insights, so we recommend viewing the entire podcast episode for a more in-depth understanding.