“The first six, seven years were a lot of lessons. I made a lot of mistakes. I did not know how to lead people. I didn't know what kind of people should be hired." – Manish Dudharejia, Founder and President E2M Solutions

This week’s guest, Manish Duharejia, is a true agency aficionado with over a decade at the helm of his marketing company, E2M Solutions. Founded in 2012, E2M Solutions is an integrated white label digital agency that helps other agencies expand their capacity through white label services.

Today, Manish runs a 200-person operation with offices in California and India. From his beginnings in SEO to becoming a company founder, Manish joins the show to detail his journey in building a thriving global company.

What is refreshing about Manish is his candor around the lessons he’s learned, including challenges and even failures. For instance, he had to scale his team back from 120 to 40 to build out sustainable processes first, so he could ultimately get the company back on track.

While Manish initially built momentum by partnering with agency coaches and sponsoring events, what truly accelerated growth was switching from project-based fees to unlimited services with fixed costs.

What else did the trick?

Listen to the episode to uncover valuable learnings on niching down, running an offshore team, hiring order, as well as leadership hits and misses, and key milestones for E2M Solutions.

Here’s what we cover in this episode:

• How agencies can scale with white label services.
• Hard lessons and company growing pains.
• The benefits (and process) of niching down.
• Why Manish built his business leveraging both US and Indian talent.

Here are some actionable key takeaways for agency founders:

• The challenges you face at different stages of growth are unique; always stay one step ahead and plan for the next threshold.
• Problem-solving mindset calls for positivity and transparency.
• Niching down means saying no for a reason. Don’t fear it.
• It is better to be a specialist in a vertical market because you become an expert in helping clients solve problems.

The resources mentioned in this episode are:

- Connect with Manish on LinkedIn Here
- Check out E2M Solutions Here

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

Chapter Eleven of Anyone, Not Everyone discusses vertical sales and marketing strategies, emphasizing the importance of choosing specific actions and avoiding others.

The chapter breaks down the sales and marketing activities into inbound marketing, outbound sales and marketing, and relationship marketing, providing an approach to reach clients in the active buying process and underlining the necessity of being a top consideration for potential clients.

Reminder that this is a chapter in Corey Quinn’s book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales. If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.

"Niche is the number one growth accelerator." – Josh Nelson, Mentor & Coach at Seven Figure Agency

Growth can happen in an instant when you’re doing the right things. But when you find the right fit, niche, offering, and vertical, that’s the unfair advantage. Nobody knows this better than today’s guest, who not only coaches agencies on growth, but also grew his own verticalized agency from zero to seven figures in under two years.

This week, we welcome Josh Nelson to the Deep Specialization show with an impressive background. From running two successful businesses (the agency Plumbing & HVAC SEO and the coaching business Seven Figure Agency) to writing two best-selling books, we can’t wait to dive into the learnings Josh has got in store for us.

Today he balances his time between coaching agencies and being the face of Plumbing & HVAC SEO. Impressively, Seven Figure Agency has already helped 118 agencies surpass the million threshold in revenue, and they’re on a mission to help 500 surpass seven figures over the next five years.

Corey and Josh sit down to discuss the genesis of both of Josh’s businesses, and most importantly, to detail how specialized agencies can pass that coveted 7-figure mark through setting up systems for world-class delivery and recurring revenue.

Here’s what we cover in this episode:

- Josh’s founder journey and how he niched down to find growth.

- How to go from strategy to implementation when building your agency business.

- The benefits of verticalization, systematizing onboarding and delivery.

- Why recurring fees is the only way to go (if you ask Josh!)

Here are some actionable key takeaways for agency founders:

- The 3x cornerstones of agency success: Verticalization, unique offering, and pricing that allows for recurring revenue.

- Clients stay for world-class results, you have to have a process to do so repeatedly.

- Put systems in place so your business can run without you for ultimate freedom.

- Hire operations first so you can focus on innovation. Then account, then sales.

The resources mentioned in this episode are:

- Connect with Josh on LinkedIn Here
- Check out Seven-Figure Agency Here

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

Chapter Ten of Anyone, Not Everyone presents the development of a Vertical Messaging Guide as an essential framework for consistent, high-quality messaging in marketing efforts for a chosen vertical market.

This guide compiles key elements such as the agency’s Point of View, vertical positioning, client attributes, business challenges, intrinsic and extrinsic wins, transformation narrative, and proof points to create a central reference point for crafting impactful marketing strategies.

Reminder that this is a chapter in Corey Quinn’s book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales.

If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.

"We specialize in B2B and we specialize in the experiences of three things: A better brand that will create a better employee experience and ultimately, a stronger client experience." – Susan Quinn, President and CEO of Circle S Studio

It’s not every day you get to sit down with an agency leader with a career spanning four decades, and running! This week’s podcast guest, Susan Quinn, is not only deeply experienced, but also one of those leaders who spits quotable business wisdom on every turn.

So, let’s get into it.

Susan is the President and CEO of Circle S Studio, an experience agency specializing in B2B and professional services.

A lot has happened since the agency’s inception all the way back in 1999. The company has since grown into a national operation that still today maintains an intentionally boutique status with 16 full-time employees and a roster of trusted contractors.

With 75 clients in any given year, Susan’s agency has delivered hundreds of projects in the realm of B2B marketing. Needless to say, those numbers also contain a wealth of agency management experience from sales to operations and marketing.

Corey and Susan sit down to cover everything from agency marketing tactics, conference approach, attracting the right clients through content, how to lead with purpose, and most importantly, “Do not edit your dreams. Think big, go big and big things will happen.”

Here’s what we cover in this episode:

- Susan’s impressive career spanning four decades.

- Creating frameworks around brand and customer experience.

- Finding the growth path, and how Agency Management Institute helped.

- The invaluable lessons and tips Susan has learned along the journey.

Here are some actionable key takeaways for agency founders:

- Examine what part of your efforts is actually bringing in revenue, and double down on that.

- Find an ecosystem of partners who think differently, helping you find ways to operate better.

- You can diversify your client base while still remaining specialized to mitigate market risks.

- When it comes to marketing the agency, speaking and original research have been the cornerstones of Susan’s success.

The resources mentioned in this episode are:

- Connect with Susan on LinkedIn Here
- Check out Circle S Studio Here

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

Chapter Nine of Anyone, Not Everyone discusses how crafting a unique Point of View (POV) for your agency provides a competitive edge and serves as a key differentiator in a crowded marketplace.

The chapter guides you through identifying a significant, meaningful problem in your vertical market, framing it against a metaphorical villain, envisioning a transformed future without the problem, and presenting your agency as a bridge to that future, thus creating a compelling and emotionally resonant POV that elevates your agency beyond mere service provision.

Reminder that this is a chapter in Corey Quinn’s book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales. If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.

"We've operated in over 30 states in Europe, Mexico and Canada. The Cannabis Creative Group has absolutely taken off like wildfire." – Dan Serard, VP of Sales and Marketing for Cannabis Creative Group

Let’s take a deep dive into a vertical that certainly is anything but dull. This week's guest, Dan Serard is a trailblazer in cannabis marketing and has stories to tell in setting up agency services for cannabis companies.

As the VP of Sales and Marketing for Cannabis Creative Group, Dan was invited to set up the vertical by Champ, a full service agency founded back in 2008. While the parent agency offers everything from branding, website design, social media, search engine optimization, paid advertising, and social media, CCG saw an opportunity to specialize in the weed industry.

Why cannabis?

In addition to the co-founders sharing a passion for the industry, cannabis was about to be legalized in the state of Massachusetts. So they called up Dan, and the rest is history.

Between legislations and stringent restrictions to even perception, cannabis isn’t a simple vertical for agencies to master. This week, Dan and Corey discuss everything from carving out a vertical for a highly regulated product, dreaming up a standalone event brand for industry networking, and the building blocks that made CGC the success that it is today.

Here’s what we cover in this episode:

• Starting the cannabis vertical at an agency.
• The quirks of the industry and navigating restrictions.
• How CCG grows through thought leaderships, partnerships, trade shows, and more.
• Building community for long-term success.

Here are some actionable key takeaways for agency founders:

• GTM skills, even from a different industry, is a great skill set for sales leaders.
• Try to find spaces where you can show up first to gain an unfair advantage.
• Be active at industry associations; it’s a space not all agencies play in.
• Be the connector between clients and prospects at industry events to build community.

The resources mentioned in this episode are:

• Connect with Dan on LinkedIn Here
• Check out Cannabis Creative Here

👍If you liked this episode, please rate and review us on Apple Podcasts, and be sure to hit the subscribe button! 🔔

😡Frustrated with a lack of results from outbound? I'd like to give you my free 6-day email course that will transform your outbound program from broken to consistently driving new sales opportunities. Sign up here: GetOutboundROI.com.

Chapter Eight of Anyone, Not Everyone outlines a four-step process for developing a distinctive vertical positioning, ensuring your agency stands out in the marketplace. It involves identifying key attributes that your vertical clients desire, plotting these attributes to find your unique "white space," and crafting a vertical positioning statement that encapsulates your agency’s distinct place in the client’s perception.

This strategic positioning is not a static tagline but a dynamic, buyer-focused guide for your agency’s messaging and differentiation in the market.

Reminder that this is a chapter in Corey Quinn’s book, Anyone, Not Everyone. Over the next few weeks, we'll be releasing a few chapters at a time so that you can escape founder-led sales.

If you want to read or listen to the entire book today, then visit www.AnyoneNotEveryone.com and pick up a copy.