From $5k/mo to $100k+/mo
We helped David Riggs scale Pneuma Media into a million-dollar operation within 8 months (currently exceeding 3M ARR)
Hereโs our 6-step framework we used to scale the brand quickly: ๐งต
We helped David Riggs scale Pneuma Media into a million-dollar operation within 8 months (currently exceeding 3M ARR)
Hereโs our 6-step framework we used to scale the brand quickly: ๐งต
1- Built his Operating System
By my definition, the agency operating system is where you house all SOPs, trainings and internal documents
Everything in your project management software should reference and be built in accordance with the OS
By my definition, the agency operating system is where you house all SOPs, trainings and internal documents
Everything in your project management software should reference and be built in accordance with the OS
2- Got him out of operations
David hired a COO to run his operations
You don't have to start with a founding member to bring one on early (or late for that matter)
When you focus on less, you scale faster
David hired a COO to run his operations
You don't have to start with a founding member to bring one on early (or late for that matter)
When you focus on less, you scale faster
3- Sales
Your ability to close deals is directly correlated to your ability to grow
I taught David the NLP 5 step sales process to build insane rapport, make great offers, handle objections and close deals
He has consistently closed deals around 80% since learning this
Your ability to close deals is directly correlated to your ability to grow
I taught David the NLP 5 step sales process to build insane rapport, make great offers, handle objections and close deals
He has consistently closed deals around 80% since learning this
4- Team Execution
David and I set up the after action review
This is continuous improvement process to audit campaigns and projects and learn from them. When we continue to learn, we continually improve
This one process turned the Pneuma team into a self improving machine
David and I set up the after action review
This is continuous improvement process to audit campaigns and projects and learn from them. When we continue to learn, we continually improve
This one process turned the Pneuma team into a self improving machine
When you set a focus on continuous improvement in your agency, you turn your agency from a standard 'agency' into one that can turn into a fulfillment machine
Dont set out to build an agency
Set out to build the Amazon of your agency niche
Dont set out to build an agency
Set out to build the Amazon of your agency niche
5- Sourcing, Hiring, Onboarding & Training Talent
We set up processes to:
Source talent: Sourcing talent is just like a marketing funnel.
The larger the top of the funnel, the more qualified candidates that come through
We set up processes to:
Source talent: Sourcing talent is just like a marketing funnel.
The larger the top of the funnel, the more qualified candidates that come through
Filter talent: When you have a lot of applicants, you have to DQ spammers
Easiest way to do this is to create a technical tests applicants complete when they apply
This will DQ 80%-90% of applicants and then show us which remaining applicants have the skills needed for the role
Easiest way to do this is to create a technical tests applicants complete when they apply
This will DQ 80%-90% of applicants and then show us which remaining applicants have the skills needed for the role
Interview talent:
Pretty much everyone gets this wrong
The best interviews are the ones that ask questions to understand
1-Does this potential hire share our values (cultural fit)
2-Do they think the right way?
Pretty much everyone gets this wrong
The best interviews are the ones that ask questions to understand
1-Does this potential hire share our values (cultural fit)
2-Do they think the right way?
Important interview tip- never ask past tense STAR questions,
always ask future based star questions
always ask future based star questions
Good interview question example:
Its Friday at 4:00 PM. A client sends you a slack message letting you know that there is an issue on their website that needs to be fixed asap.
You were scheduled to leave at 4 due to a prior commitment
What do you do?
Its Friday at 4:00 PM. A client sends you a slack message letting you know that there is an issue on their website that needs to be fixed asap.
You were scheduled to leave at 4 due to a prior commitment
What do you do?
Future based STAR interview questions show us how a potential hire thinks on the fly
This is more valuable than a past tense STAR question
This is more valuable than a past tense STAR question
Onboarding talent:
Crushing onboarding will lead to talent staying 200%-256% longer than the average person at an agency
In order to do this, you must crush:
Technical onboarding- solid process to onboard and train
Emotional onboarding- process to get buy in from new hires
Crushing onboarding will lead to talent staying 200%-256% longer than the average person at an agency
In order to do this, you must crush:
Technical onboarding- solid process to onboard and train
Emotional onboarding- process to get buy in from new hires
Great technical onboarding inc ludes:
A calendar covering the first four weeks (minimum) of a new hires schedule
The more granular the better
If a new hire knows what to do every hour during their first week, they'll never feel lost AND they'll feel taken care
A calendar covering the first four weeks (minimum) of a new hires schedule
The more granular the better
If a new hire knows what to do every hour during their first week, they'll never feel lost AND they'll feel taken care
Great Emotional onboarding includes:
>A welcome message or intro from the founder (watch WeWork documentary on Hulu for a great example on this)
>Sharing the mission, vision & purpose of the agency- everyone wants to work on something that bigger then themselves
>A welcome message or intro from the founder (watch WeWork documentary on Hulu for a great example on this)
>Sharing the mission, vision & purpose of the agency- everyone wants to work on something that bigger then themselves
>Introductions to team and immediate bonding
Ensure new hires can have lunch with team members or you (virtually or physically)
>Connection to a brighter future
Show how your agency helps new hires accomplish their goals
this is the glue that holds everything
Ensure new hires can have lunch with team members or you (virtually or physically)
>Connection to a brighter future
Show how your agency helps new hires accomplish their goals
this is the glue that holds everything
5- Management & Retaining Talent
No agency has perfect days with team members. We set up simple management systems that keep key team members on track and executing
No agency has perfect days with team members. We set up simple management systems that keep key team members on track and executing
Simple management systems
A- the 1 on 1 meeting
covers goals of individual, wins from prior meeting, barriers, plan to remove barriers, plan to accomplish their goals
A- the 1 on 1 meeting
covers goals of individual, wins from prior meeting, barriers, plan to remove barriers, plan to accomplish their goals
B- Quarterly & Annual Reviews
Covers KPIs, goals & alignment with values
Leads to promotions and bonuses
Covers KPIs, goals & alignment with values
Leads to promotions and bonuses
C- 4 Step Coaching Model
When employees underperform, follow these four steps to get them back on track
I- Root cause what happened
II- Review their lessons learned
III- Outline what the target was
IV- Outline a plan (focused on inputs) that will get them to hit their goal
When employees underperform, follow these four steps to get them back on track
I- Root cause what happened
II- Review their lessons learned
III- Outline what the target was
IV- Outline a plan (focused on inputs) that will get them to hit their goal
6- Data & Meetings
Reviewing the appropriate data and holding the right meetings is the glue that keeps everything together
I've mentioned a few of the meetings David and I set up already, here are a few of the other ones
Reviewing the appropriate data and holding the right meetings is the glue that keeps everything together
I've mentioned a few of the meetings David and I set up already, here are a few of the other ones
OP: Operations Plan
I took this one from Amazon
The OP is a weekly meeting where you review your projected data versus actual data
This is highly relevant for many areas in your business
Project Management
Appointments set
Client Results
Closing rate
I took this one from Amazon
The OP is a weekly meeting where you review your projected data versus actual data
This is highly relevant for many areas in your business
Project Management
Appointments set
Client Results
Closing rate
When you set a target on where your business should be performing, and baseline against those numbers, your performance improves drastically
This OP styled AAR is one of the simplest ways to drive performance in your business
This OP styled AAR is one of the simplest ways to drive performance in your business
If you enjoyed this thread:
1. Follow me @jordan_ross_8F for more of these
2. RT this and Ill send you my training on this topic
1. Follow me @jordan_ross_8F for more of these
2. RT this and Ill send you my training on this topic
Loading suggestions...