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BIG WINS AND BATTLE SCARS HOW TO PROFITABLY BUILD A FAST- GROWING AGENCY Tiffany Sauder President, Element Three @TIFFANYSAUDER
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BIG WINS AND BATTLE SCARS [INBOUND 2014]

Jun 13, 2015

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Marketing

HubSpot

Running an agency is hard work. Figuring out how to profitably run a fast growing agency is even harder. Element Three was Hubspot's Agency of the Year in their first year as a VAR and became a Platinum partner shortly after. In this session, Tiffany will share some of the big wins and battle scars from her journey of growing from 8 employees to nearly 40. P: We will talk about how to find the right talent, prioritize certain hires over others and build a team thats allows great work for clients. We will review some of the tools used for managing capacity and strategically staffing for growth. P: In addition we will outline processes for setting vision, maintaining alignment through the continual evolution that occurs with grown and communication throughout the organization. P: Most importantly, we will talk about the only thing that really matters - how to build culture and and a vision others can see and believe. P: Tiffany will be sure to leave plenty of time for Q&A so your most pressing questions can be asked - and hopefully answered - as you chart the course for your agency's growth.
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Page 1: BIG WINS AND BATTLE SCARS [INBOUND 2014]

BIG WINS AND BATTLE SCARS HOW TO PROFITABLY BUILD A FAST- GROWING AGENCY

Tiffany Sauder President, Element Three @TIFFANYSAUDER

Page 2: BIG WINS AND BATTLE SCARS [INBOUND 2014]

2006 2007 2008 2009 2010 2011 2012 2013 2014 P

Element Three Revenue | October 2011 HubSpot VAR

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Page 4: BIG WINS AND BATTLE SCARS [INBOUND 2014]

THESE THINGS WORKED

Page 5: BIG WINS AND BATTLE SCARS [INBOUND 2014]

ONLY SPEND TIME WITH

PEOPLE WHO CAN HELP OR

SPEND MONEY WITH

YOU.

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BE VULNERAB

LE AND ASK

QUESTIONS.

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LEARN HOW TO

SELL. THIS IS NOT

OPTIONAL.

Page 8: BIG WINS AND BATTLE SCARS [INBOUND 2014]

GET EXTERNAL PERSPECT

IVE. BUT BE SMART ABOUT IT.

Page 9: BIG WINS AND BATTLE SCARS [INBOUND 2014]

THESE THINGS DIDN’T WORK

Page 10: BIG WINS AND BATTLE SCARS [INBOUND 2014]

BE INTENTIONAL ABOUT CULTURE.

DON’T LEAVE IT

TO CHANCE.

Page 11: BIG WINS AND BATTLE SCARS [INBOUND 2014]

DON’T HANG ON

TOO LONG, NOT

EVERYONE WILL

FINISH WITH YOU

Page 12: BIG WINS AND BATTLE SCARS [INBOUND 2014]

DON’T BE DRIVEN BY FEAR

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DON’T TAKE YOUR

FAMILY FOR

GRANTED

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PEOPLE (WHEN, WHO & HOW MUCH)

Page 15: BIG WINS AND BATTLE SCARS [INBOUND 2014]

WHEN TO HIRE

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WHO TO HIRE •  Hiring moto: NO SUPRPRISES •  80% of hires come from referrals •  Talk money early •  Interview for cultural fit •  Don’t ignore your gut •  The best people are already employed •  90 day review – fail fast •  LinkedIn

Page 17: BIG WINS AND BATTLE SCARS [INBOUND 2014]

HOW MUCH TO PAY

# OF EMPLOYEES SALARY RANGE 12 $30,000-$50,000

20 $50,000-$99,000

8 >$100,000

Company pays 50% of the employee’s health, vision and dental insurance, match up to 3% 401K and have an all company bonus pool where they can earn up to 6% of their salary. Cell phone reimbursement. Generous PTO policy.

Page 18: BIG WINS AND BATTLE SCARS [INBOUND 2014]

HOW MUCH EXPERIENCE

# OF EMPLOYEES EXPERIENCE IN YRS 15 1-4 years

13 5-10 years

12 > 10 years

Page 19: BIG WINS AND BATTLE SCARS [INBOUND 2014]

STRENGTH’S FINDER 2.0

Page 20: BIG WINS AND BATTLE SCARS [INBOUND 2014]

TOOLS WE USE TO RUN THE BUSINESS

(NONE OF THESE ARE ORIGINAL)

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COMMUNICATION CADENCE A.  DAILY STAND-UPS

B.  WEEKLY DEPARTMENT MEETINGS & LEADERSHIP

C. MONTHLY BUSINESS REVIEW MEETINGS

D. QUARTERLY OFF-SITE

Page 25: BIG WINS AND BATTLE SCARS [INBOUND 2014]

A: Awesome Comes Standard B: Business First E: Emotional Intelligence S: Stay Curious T: Transparent C: Creative Swagger O: Own Selflessly

Page 26: BIG WINS AND BATTLE SCARS [INBOUND 2014]

LIVE THE VALUES

Page 27: BIG WINS AND BATTLE SCARS [INBOUND 2014]

QUESTIONS?