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Expert
MenuSpencer Gallagher CEO Cactus - The Agency Growth Consultancy
14
Calls |
9
Reviews |
Areas of Expertise
- Reviews 9
- Answers 4
Great chat with Spencer and he gave me some good ideas to think about and introduced me to some contacts to help push me and my agency forward.
Source: Clarity Todd Mueller Jan 11, 2021Excellent call with Spencer, I knew he would bring huge value but he still managed to surpass my expectations.
Source: Clarity Kostas Petrou Nov 9, 2020Was great to be able to ask someone with such broad agency experience some direct questions and receive an informed opinion. Great stuff. :)
Source: Clarity Alex Holliman May 22, 2020Excellent advice as always. Spencer is one of the knowledgeable people in marketing I've ever met.
Source: Clarity james wilkinson May 18, 2020Spencer was very insightful and delivered a ton of value. Our call was full of actionable advice, and he followed up with multiple examples and process docs that will make a big impact in my agency. He should be charging double IMO
Source: Clarity Alex Oesterle Apr 6, 2018Without doubt, Spencer has just given me the advice I needed to accelerate our agencies growth.
Source: Clarity Ryan Vaughan Mar 22, 2018Extremely useful call, for a common agency challenge which Spencer has huge experience in and provided excellent advice (and follow up materials/frameworks) which we can action to make instant big improvements. Thanks Spencer!
Source: Clarity Kevin Gibbons Mar 7, 2018Spencer is not only a great guy - he really knows his stuff. His incredibly extensive experience in the agency world is unbelievable - a real pool of knowledge.
What's best is how he has gained this knowledge first-hand. He's 'been there and got the t-shirt', if you will.
If you need any industry advice or insight regarding the digital world of agencies - Spencer is the guy to speak to!
Source: Clarity Patrick Kelly Mar 6, 2018

This is the reality for organically grown Agencies. I experienced the same when I had my business, and I didn’t even have a business partner. 11 years later we were over $20m and 200 people in my team. Those early days were tough, the model is hard when your team size is small. If you book a call I will tell you how I did it (without a business partner too) .


There are three main models. Firstly, reciprocity, we recommend clients to your agency to partner with and the agency recommend clients back to buy your service. The value exchange needs to be equal, but when this works it usually forms the strongest of strategic partnerships. Secondly, there is a commission structure. The main challenge for this model is often an agency is developing tens or hundreds of thousands through their sales to clients yet the commissions from products are often only hundreds or thousands and whilst they provides a passive income, by themselves the commissions are not lucrative enough. Also it’s hard to remain front of mind with the Agency account or sales teams. The third model is created by creating a value added partner programme. Where on top of commissions, because the agency, has been trained and certified in your product they can also benefit from an introduction to new clients, from the partner product, where they can sell the their services on top of the commissions they make from integrating the partner. Most CMS, hosting or ecommerce vendors have these types of programs. Happy to pick up more details on these on a call.


There are three main new business strategies for agencies to create new business opportunities. As you are a service business you will sell on trust and capability. Rarely one or other. I would recommend a rounded approach to include all of the following networking, speaking, event/webinar, social selling strategic partnerships, fame through awards/pr and driving referrals from existing clients combined with an inbound content strategy. There is no one quick fix all approach to agency lead generation, don’t let anyone tell you there is! Good luck!


I’ve worked with over 500 digital, creative and marketing type agencies from 1-42,000 employees. I started out as you are today, a web developer. It’s taken me several hundred millions pounds worth of reviewed pipelines for new business over the last 10 years to finally understand the following insight. Firstly agency businesses find new business much easier when they build trust/chemistry and demonstrate their capability with a prospect. You need both things ideally to win a sale! There are 5 main ways agency win business. The first four I call it the 30/30/30/10 methodology and the second one is Fame. 30% of your new business should come from 1. Nest (Networking (inc social selling) /Speaking/Thoughleadership and Events) 2. 30% of your new business leads should come from strategic partnerships that drive referrals. 3. 30% of leads should come from existing Ciients recommending you new clients or leaving their job and taking you to the next company they go to. Finally the 10% area which whilst is important for the 8-12 touch point marketing activity needed on average to make a sale. It contains marketing activity such as seo, outbound cold calls, classified sites, ppc, social media, email news letters, other such outbound activity. Of course we all know of a big sale from ppc or a cold call, but over large amounts of data reviewed these are the actual stats on where leads come from.
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