Get insights on handling “Big Logo” enterprise clients, knowing when to sell your agency, and how to add clients without breaking the business (with guest David “Ledge” Ledgerwood)—in the November 2024 episode of Agency Office Hours with Karl Sakas. To “jump” to a specific Q&A segment, click the timecode links below.
First, I interviewed guest David “Ledge” Ledgerwood, about how agencies can prepare for “Big Logo” clients: prominent clients that will help you get more clients.
- Guest Expert: Meet this month’s guest: B2B sales expert Ledge Ledgerwood. [starting at 1:42]
- Big Logo Clients: “What’s a ‘Big Logo’ client, and why would agencies want them?” [starting at 4:08]
- Enterprise Clients: “What’s different about enterprise vs. SMB clients?” [starting at 6:13]
- Agency Impact: “How do big clients impact agency finances and team resourcing?” [starting at 9:02]
- Delivery: “How can we fulfill the work that enterprise clients require?” [starting at 13:38]
- Social Proof: “How can we secure references from big clients?” [starting at 19:10]
- Agency Preparation: “How else can we prepare for Big Logo clients?” [starting at 25:52]
- Learn more about Ledge’s “Big Logo Deals” course—and save 50% with discount code SAKAS1000 at checkout (note: that’s NOT an affiliate code). [starting at 27:46]
Then, I shared advice on agency benchmarking, how to know when to sell your agency, and how to add clients without breaking the business.
- Instant Benchmarking: We’ve partnered again with Databox, on The State of Client-Agency Collaboration survey. Take the 15-minute survey today, and get instant access to aggregated benchmark performance—plus full results in early 2025. [starting at 29:47]
- Exit Planning: “How to know when you are truly ready to let go and sell?” [starting at 33:00]
- Owner Burnout: “How can we avoid burnout, and take time away from the business?” [starting at 36:00]
- Self-Identity: “How can owners find purpose beyond being CEO of the agency?” [starting at 38:07]
- What They Learned: “What are top takeaways from those who have sold their agency?” [starting at 43:03]
- Pod Structure: “How can we use a Pod structure to scale our revenue?” [starting at 49:53]
Top resources from the live event:
- Shift from reactive mode to “Always Be Recruiting”
- Choose the right marketing Agency Model: Should you be Front-End, Back-End, or Full-Stack?
- How to delegate sales as an agency owner: ‘Chunk’ out the sales role, to reduce your risk
- Worried about going on leave? Do a Stress Test (or two) first!
- A “pod” structure can help grow.
