Welcome to another can’t-miss episode of Build a Better Agency! This week, host Drew McLellan invites negotiation expert Mike Lander to shed light on a critical, and often misunderstood, stage of growing your agency: the art of winning new business and, crucially, negotiating strong client contracts. If your agency is hustling for fresh opportunities in the midst of economic uncertainty, this discussion is perfectly timed to help you secure the deals that matter—on terms that support your profitability and long-term growth.

Mike Lander brings a unique dual perspective as both a former procurement director (the “buy side”) and current advisor to agencies navigating the “sell side.” Together with Drew, he explores why so many agencies trip up after being “awarded” new business, mistaking the proposal win for the finish line when, in reality, it’s the starting point for some of the most pivotal work ahead. Mike reveals how agencies can better qualify opportunities, avoid that painful “close second” outcome, and, above all, approach negotiation with a mindset of mutual value creation rather than desperate discounting.

The episode dives deep into actionable best practices you can deploy immediately—from building a robust qualification scorecard and prepping for negotiations, to mastering the art of trading instead of discounting. Mike and Drew also tackle the importance of agency differentiation, emphasizing why expertise and industry-specific knowledge trump generic promises of creativity or methodology. Plus, learn how to lead conversations with the kind of value, risk mitigation, and trust-building that makes your agency stand out in a crowded, competitive field.

Whether you’re tired of burning countless hours on unwinnable pitches or want to strengthen your contracts for better client and agency outcomes, you’ll find a wealth of insights in this episode. Get ready to rethink your approach to business development—and leave with concrete “homework” that will set your agency up for more wins, stronger partnerships, and greater profitability. Don’t miss it!

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.
What You Will Learn in This Episode:

• • Rethinking the pitch process—why winning isn’t the finish line, but just the beginning
  • The dangers of chasing bad-fit clients and how to develop a qualification scorecard
  • Differentiation strategies beyond methodology and “our people”—the real keys to standing out
  • Communicating value and risk to buyers—focusing on afters, measurable results, and case studies
  • Stop discounting and start trading—how agencies should approach contract negotiations
  • The art and science of being a trust builder versus a pushover in negotiations
  • Why creative excellence alone won’t win the deal—and separating creative from commercial conversations

Welcome to another insightful episode of Build a Better Agency! In this session, host Drew McLellan is joined by PR expert Ryan Gerding, CEO of Inc. Public Relations, to explore the evolving landscape of public relations and its crucial role in modern communication strategies.

Ryan brings over two decades of experience in the PR industry, offering a comprehensive look at how the traditional boundaries of PR have expanded far beyond media relations. Together, Drew and Ryan explore the shifting dynamics of the PR world and how agencies can leverage storytelling, media relationships, and new platforms to enhance their clients' visibility and credibility.

They dive into the art of building valuable relationships with media outlets and reporters, emphasizing the importance of being genuinely helpful rather than simply seeking coverage. Ryan also shares his take on the integration of AI in PR, its benefits in organizing thoughts, and its limitations when it comes to creativity—a conversation rich with practical advice for navigating today’s media landscape.

This episode is a must-listen for agency professionals eager to understand the nuanced strategies of modern PR. Discover how to turn potential challenges into opportunities by being a trusted resource and explore the ways PR can significantly boost your agency's success in these ever-changing times.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• • Navigating the modern PR landscape and its evolution from traditional media relations
  • Building effective relationships through relevance and helpfulness
  • The impact of AI on PR strategies and operations
  • Understanding the value and implications of pay-to-play PR opportunities
  • Preparing clients for successful media interviews with authentic conversations
  • Enhancing agency-client collaboration through education and expectation management
  • The importance of persistence in media outreach efforts

Welcome to another enlightening episode of Build a Better Agency! In this episode, host Drew McLellan delves into the nuances of effective communication, a skill vital for thriving in today's tumultuous business landscape. Joined by guest Cynthia Kane, an expert in mindful communication, they explore how to navigate conversations with clarity and calm, even amidst chaos.

Cynthia shares her journey from struggling with passive-aggressive communication to mastering the art of mindful dialogue. This episode unpacks techniques to foster inner calm, which in turn enhances leadership qualities, especially crucial given the current climate of change and uncertainty. Drew and Cynthia discuss the significance of understanding and managing one's emotional and physical responses to ensure conversations lead to constructive outcomes.

Listeners will gain insights on the power of pausing to regain composure during challenging interactions. Cynthia introduces practical practices like breathing exercises and self-talk adjustments that leaders can adopt to steer conversations towards resolution rather than conflict. They also highlight the importance of intentional communication, where clarity trumps winning an argument, thereby fostering trust and collaboration within teams.

Tune in to grasp how these communication strategies can transform not only your professional endeavors but your personal relationships as well. This episode is a must-listen for agency leaders ready to enhance their communication skills, cultivate resilient work environments, and lead with authenticity and efficacy. You'll leave with actionable steps to engage more mindfully with your team and clients, building a robust foundation for success.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

• • The importance of inner calm and clarity in leadership during turbulent times
  • Developing effective communication skills as a learned practice
  • Recognizing and managing physical sensations as cues for stress or discomfort
  • The significance of taking a pause to gain control and clarity in a conversation
  • Practical techniques for maintaining composure and de-escalating tense situations
  • Communicating effectively across generational and remote work challenges
  • The powerful role of intention and mindfulness in professional interactions