As an agency owner, have you explored the possibilities of content creation? Has it proven effective in building an audience or generating leads? Today’s guest is an agency owner who has been writing books and collaborating with different publications for years. However, he finds that, for marketers, content doesn’t really bring a lot of leads. For him, it’s all about the credibility and trust you build through that content. He’ll discuss why content creation nowadays is all about credibility and learning to adapt to leverage new tools. He’ll also share why he chose an agency model that veered away from the more common use of RFPs and how it helped him tap into a well of talent waiting to find a meaningful job. Tune in to hear his thoughts regarding RFPs vs, referrals and the tools you should be leveraging in your content creation. Scott Gillum is the founder and CEO of Carbon Design, a B2B marketing services firm that uses the power of audience insight to increase conversations, engagement, and revenue for clients. Scott shares how his agency has evolved its model to focus on efficiency and effectiveness for midsize companies by utilizing all contractors. In this episode, we’ll discuss: The agency model that helps you tap into a well of talent. Moving away from RFPs. Why content is KEY. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Building an Agency Model Around Work-Life Integration Since his start in the industry, Scott has been always intrigued by engagement rates and frequently referred to Gallup’s data – a multinational analytics firm that conducts workplace consulting research – and found the results were frankly concerning. In the 25 years that Gallup has been measuring employee engagement rates, it has never been above 32%. Additionally, at least 15% of the surveyed employees felt actively disengaged. Scott also worked as a management consultant for a while and observed people usually leave their jobs to attend to family life responsibilities like taking care of their kids or sick parent. He could see how much they struggled to balance both and ended up disappointed. Around this time, he was in conversations with an agency that offered him to work on a different and very meaningful project. He pitched the idea to build a model that would allow an agency to tap into a well of talent looking for meaningful work but have to deal with the difficulties of being a main caretaker. “There are 5 million stay-at-home moms looking for meaningful work. It’s unused capacity we could tap into,” he explains. The decision to engage solely with contractors also significantly influenced the agency’s operational approach. Scott notes they operate entirely on referrals, focusing on inbound leads and project-based work rather than traditional retainers. This is how his agency has operated for the past six years. Referrals over RFPs: The Power of Building Relationships in Agency Business In the agency world, one of the traditional approaches to acquiring clients involves responding to Requests for Proposals (RFPs). These documents outline the client's requirements and ask agencies to submit proposals detailing how they would meet those needs. However, there is a growing trend among agencies to rely less and less on engaging in the RFP process. It’s a shift that highlights the power of building relationships and trust with clients, and the benefits that come with it. In their six years operating, acquisition of business has been the hardest part for his agency. Being 100% referral-oriented, they don’t typically respond to RFPs, don’t believe in retainers, and focus exclusively on doing good project-ori