Have you ever wondered what it takes to scale an agency from millions to tens of millions in revenue? Or how to successfully pivot from services to products? Today's guest has walked that path - not once but twice. He’s built two successful agencies with the mission to lift brands up, tell compelling stories and recognize new products. As he reflects on his journey, he recounts the differences between scaling an agency to $25 million and to $50 million, as well as the pivotal decision of starting to sell a SaaS product. Tune in for valuable insights and inspiring stories from his entrepreneurial experience. Phil Case is the President and Chief Client Officer of Max Connect Digital, a digital marketing agency that combines the most extensive real-time consumer data sets with personalized and dynamic ads. Phil shares his journey of growing his first agency from $300,000 to around $5 million and then scaling his current agency from $18 million to over $50 million. He discusses profit margins, business growth strategies, and the competitive mindset needed to succeed in the industry. In this episode, we’ll discuss: A smarter approach to sustainable growth. Attracting talent through an SVP structure. The path to becoming a $50 million agency. 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. Foundational Clients: The Smart Approach to Fueling Sustainable Growth Looking back, Phil knows he would scale his first agency differently. Back then, he worked grueling 60 to 80-hour workweeks, constantly putting out fires while striving to appease everyone. He also fell into the trap of trying to cater to every need, becoming a jack-of-all-trades for his clients. If he could go back he would tell himself to focus and maintain high standards. He now understands that striving to excel in a specific area and establish a strong reputation for himself and his agency and have a minimum threshold of what they will do for clients. The growth process would’ve been slower, but it would have prevented them from taking on clients who placed excessive demands on the agency. Admittedly, committing to a single niche at the outset can be challenging, especially when faced with numerous options and critical decisions. Furthermore, you can’t control your inbound and the type of opportunities that come to you when you’re just starting out. If given a do-over, Phil would be deliberate in building a stable foundation with a select group of clients, who would serve as the cornerstone for the agency's continued growth. Aligning Talent and Vision for Exponential Growth When it came to enhancing the agency’s growth and focus, Phil found it crucial to expand his team with individuals he trusted to excel beyond his own capabilities. Understanding the agency’s ideal client and vision is essential for attracting a team aligned with the common goal. This alignment empowers the team to make autonomous decisions for the agency, freeing Phil from constant oversight. Empowering a team, trusting them to make decisions, delegating responsibilities, and allowing them to grow within the organization are key components of scaling an agency effectively. Once he had a big enough team, Phil appreciated the ability to spread the responsibility and burden of running the agency across a group of people. With a diversity of voices now up to speed on the agency’s goals and vision, they make way better decisions than Phil would haveon his own. This is where exponential growth started for his agency. Attracting Top Talent Through an SVP Structure Even as Phil successfully built a top-notch sales team at his second agency, he found himself frequently steppin