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.

https://jonathanstark.com/

In episode 091 of Agency Bytes, I had the pleasure of chatting with Brad Harris 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:

https://anchoradvisors.com/self-leadership-assessment/

http://www.anchoradvisors.com/growth-phase

In this episode of Agency Bites, I'm thrilled to chat with John Tsourakis, the owner and president of Oyova, a dynamic national marketing and web development agency. Jon has an inspiring story about his journey into the agency world, and I can't wait for you to hear how Oyova has evolved over the years and the lessons Jon has learned along the way.

We dive into the challenges that agencies face in today’s ever-changing market and discuss the critical role of niche marketing and how personalized service can help retain clients. Jon shares his valuable insights on adapting to market conditions and his exciting plans for future growth, including potential acquisitions.

To wrap things up, we have some fun with rapid-fire questions that reveal personal insights and practical business advice. Join us for what promises to be an engaging and informative conversation!

Key Bytes

• Jon's journey into the agency space began after leaving a family business.

• The merger of Oyova in 2019 led to rapid growth initially.

• The agency faced challenges due to economic downturns and client pullbacks.

• Niche marketing is crucial for agency success in a competitive landscape.

• Client retention is achieved through personalized, white glove service.

• The agency offers a digital marketing suite and web development services.

• Future growth strategies include focusing on specialization and potential acquisitions.

• Maintaining a healthy billing rate is essential for agency profitability.

• The agency space is evolving, and adaptation is key to survival.

• It's important to push oneself beyond perceived limits to achieve success.

Chapters

00:00 Introduction to Agency Bites and Guest Background

02:30 The Evolution of Oyova and Market Challenges

06:53 Niche Marketing: The Key to Agency Success

11:14 Client Retention and White Glove Service

14:55 Service Offerings: Digital Marketing and Web Development

21:02 Future Outlook: Adaptation and Growth Strategies

27:38Rapid Fire Questions and Closing Thoughts

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:

www.salesschema.com

https://www.linkedin.com/in/danenglander/

https://www.linkedin.com/company/sales-schema/?viewAsMember=true

https://www.facebook.com/salesschema

In Episode 57, I had the privilege of sitting down with the dynamic duo behind Casa Davka – Emily Cohen and Hunter Vargas. This episode is jam-packed with valuable insights for agency owners looking to master their positioning, niching, and client relationships. We dive deep into strategic approaches for expanding expertise and fostering stronger client connections. From navigating business development to addressing harmful industry practices, we cover it all. We also explore the evolving landscape of remote work and its impact on team effectiveness, while emphasizing the importance of fair compensation and trust-building in remote agencies. Plus, we discuss the advantages of global talent, vertical niching strategies, achieving work-life balance, and fostering a culture of trust. As always, expect a no-nonsense conversation that cuts through the noise. Don't miss out on this episode!