Episode Details

Does your agency have a defined niche? Do you serve a specific industry or work in a specific vertical offering? We always hear the riches are in the niches, but it's all about balance. Growth comes from serving the right clients with the right offering. Boost client retention when your agency's positioning is clear on who you serve and the solution you provide. After all, you can't be everything to everyone -- you'll just end up a generalist, 'me too' agency. However, choosing a vertical and horizontal niche might be too limiting at first. Niching down too much and too quickly can leave your business vulnerable to the whims of the market. Today's guests learned this after seeing exponential growth and then panicking once a change in the algorithm threatened their business niche.

Adam Smith and Laura Hanlon are owners and Co-Directors of Pink Leopard, a growth acceleration agency that helps e-commerce brands grow and scale through the power of paid social, search, and email. The majority of their clients are female-owned e-commerce brands with a primarily female clientele. This wasn't always the case, however. In its early days, the agency was exclusively focused on Facebook ads. However, a shift in the market forced them to reconsider if they perhaps niched down too, much too soon.

In this interview, we'll discuss:

• Discovering a niche is too limiting.
• Growing from 1 hire to a team of 20.
• Boosting client retention with the right offering.
• Time tracking to increase profitability.

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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.

Starting an Agency and Selecting a Business Partner

Initially, Laura worked in network marketing and used social media to launch and grow brands, as she had done with her own. It was a very different time and organization was the only thing you needed to grow. However, she quickly identified that paid social ads were the key to helping brands get to the next level.

During that time, she also found a passion for e-commerce and started her own e-commerce store. In hindsight, it was too much on top of her agency work, but it helped her understand her clients' struggles. As her business grew, she was still a one-woman show getting more and more business thanks to referrals. This is when she thought about Adam.

They had known each other for years, he also wanted to start a business, and his experience in business development and employee engagement complemented her own experiences. He was an ideal match for a business partner.

Growing from the First Hire to a Team of 20

With Laura selling and Adam handling operations, the agency grew quickly. After just six months they hired an account manager to alleviate the handover from sales to delivery.

This meant Laura could focus on running accounts while the account manager ha