At SMX East 2013, Wayne Sleight shared five areas to focus on in order to scale an agency. These five areas are hiring, budgeting, client, culture and leadership. Let us know what has helped your agency scale in the comments below. To tweet a quote or image from a specific slide, just click the Twitter logo at the top of the slide.

1. Scaling
an Agency
97thFloor.com
@97thFloor
SMX East
Wayne Sleight
@WayneSleight

2. Creative Digital
Marketing Agency
28 Team Members
Founded in 2004
Lehi, UT
Clientele:
Medium &
Enterprise
97thFloor.com

3. Our growth
Previous 18 months = 330% increase in revenue
6
team members
July 1, 2012 October 2, 2013
28
team members
15months

4. Overview
Hiring
Budgeting
Clients
Culture
Leadership
1
2
3
4
5

5. 1. Hiring
Public Relations, Marketing, Advertising,
Communications, Journalism, English, Digital Media,
Design, Programming, Business, Philosophy, etc.
= Diversity!
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6. 1. Hiring
Less Experience Bad
We only need three things
great
training
strong
culture
experienced
leaders
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7. 1. Hiring
Hire on potential.
Promote on proven skill.
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8. 2. Budgeting
Budget for mid-month clients
*Fictional Numbers

9. 3. Clients
Understand digital marketing & see the big picture
Don’t focus on tons of links
We can believe in their product/service
They believe in adding value to the internet
$7,500+ monthly budget
What is your target client?

10. 3. Clients
The rule
“For many events, roughly 80% of the effects
come from 20% of the causes.” - Pareto
effort
results
Therefore 20% of the effort produces 80%
of the results but the last 20% of the
results consumes 80% of the effort.
20
80
80
20

11. 3. Clients
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12. 4. Culture

13. 4. Culture
http://bit.ly/CultureNetflix
Values are what we value
High performance
Freedom and responsibility
Context, not control
Highly aligned, loosely coupled
Pay top of market
Promotions and development
Seven aspects of Netflix’s culture

14. 5. Leadership
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15. 5. Leadership
“Leadership is the art of accomplishing
more than the science of management
teaches you is possible.”
Sheryl Sandberg
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16. 5. Leadership
“It’s having a great vision
that becomes the basis of
great leadership.”
Sheryl Sandberg
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17. 5. Leadership
Vision that scales
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18. 5. Leadership

19. 5. Leadership
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20. Review
Hiring
Budgeting
Clients
Culture
Leadership
1
2
3
4
5

21. Scaling
an Agency
97thFloor.com
@97thFloor
SMX East
Wayne Sleight
@WayneSleight