3 Pillars to Fill Your Pipeline and Grow Beyond the $3-Million Mark

<p>After working for big agencies for part of her career, Josy Amann decided that starting her own business and getting rid of the commute would align more with her plans to have a family, so she co-founded <a href="https://mediamattersww.com/" target="_blank" rel="noopener">Media Matters Worldwide</a>. Today, her agency is an experienced, independent media strategy, planning, buying, and analytics partner that has grown beyond the eight-figure mark. In her interview with Jason, she talked about the "scrappy" first years of starting an agency, how she realized they needed layers and strategy to beyond the 3-million mark, and the three pillars to build your pipeline.</p> <h2>3 Golden Nuggets</h2> <ol> <li><strong>Learning to implement layers.</strong> They were a very linear organization for a long time and that worked well for them, but growing their business beyond the 2 million mark required a leadership team, as Josy realized, she calls this “putting layers in place”. Josy and her partner needed to get out of the business to run the business, and their leadership team was pivotal for that. So, when they first started the business, for example, they used to have an analytics lead. Now they have someone that minds the data, an analytic storyteller, and someone that does all the business intelligence and dashboarding. It is more expensive this way, but it definitely improves the level of the service they are able to provide.</li> <li><strong>More clients or bigger clients?</strong> Once they were ready for growth, Josy knew it was important to have a growth strategy. You want to grow, but how are you going to <a href= "https://jasonswenk.com/bigger-agency-clients/" target="_blank" rel="noopener">attract bigger clients</a>? Bigger clients bring the bigger dollars. “You can use the same team that you have built for a client half its size and really scale the agency,” she says. Some agency owners focus on having more clients at that point. That’s valid, but you may end up adding a ton of people and having less profi