Web-Agentur für Großkunden sucht den nächsten Wachstumsschritt

0:00Unternehmer/Gast We build websites. So, we build websites for enterprise client. So, like Enterprise, okay. >> So, we deal with digital media to start with the mostly marketing. >> How big is enterprise? Has to be billion. Like 1,000 employees. It's like has to be million page view per day or higher, that kind of Okay. It's a traffic. So, it's like has to be custom built. Everything is custom built. There's a lot of innovation. It's like some banking company's marketing like like Super cool. How did you get it I mean well, we don't have time for that, but like very interesting. Okay. So, you've got this I I totally want to hear the story, but we will not. So, what's What do you want to do? Why like what What do we need to do to grow your company?

0:41So, last year new new clients. I mean but within clients they will add projects and expand and want more people there. So, like those we've been doing but also we have two big whales. So, we have two big companies that are like 90% of our revenues. So, like we wanted to not do that cuz we had that experience I think year two or three. >> leaves and you're like Yeah, we we had that happen cuz like one of our client got merged by new vision or some some other companies and then they kind of decided not to use us. But we quickly got another whale which is good, but we've been kind of having trying to What did you do when you had to quickly get another whale?

1:18Well, we're very resourceful. So, yeah, we like we're literally like sell sell sell sell sell like both of the both of the >> And then you're like, okay, now I've made enough money again so now I don't need to do sell sell sell sell sell. Well, yeah, and also like we both of our own both owners are still very hands-on. So, we do a lot of client work. Okay. So, if the client >> owners you mean you and And the 50% owner. Okay. Okay, you said [laughter] both. Okay, like the owner of acquisition.com agrees with you.

1:44So, co-founders and then he and I we had a third partner, but we had to buy him out and All the stories. Um after that so we when there's a client work that always takes precedent. So, like some of the things that we split it out. So, he's doing sales and um I'm financial and I take care of marketing and HR and other operations are kind of shared. Okay, including account management. So, when there's a client work that gets busy like one of us gets busy. So, one department or whatever the operation kind of gets behind. Yeah. So, that always happens. It's been our struggle to that and we try to hire some people, but I didn't know too much about other departments. So, like this hiring didn't really work out. I did I kind of mentioned that too.

2:27Alex >> You need division of roles between you and the co-founder. And then you need to not step over each others' like territory. And no one owns new businesses which is why you don't have new business. That's actually my question cuz because he's client got really busy so he's on sales. So, I felt like sales I'm like I can help, but normally [clears throat] we really separate it out cuz we figured it out that accountability actually work better if you split up the divisions.

2:55So, it worked out good, but last year for some well And by divisions you mean you have one client and he has the other client? So Oh, no no no, I'm not that I mean it's like it's it's sales is him. So, like I wasn't really touching the sales part and And by sales you mean like internal sales like trying to upsell them and just get them to buy more [ __ ] from you. No, I do outbound sales actually. Outbound sales, but you're not getting any customers from that so far. Got it.

3:19>> Yeah, so outbound is not it's pretty dried up. So, inbound I don't Is that I don't know the the sales term to actually figure Inbound's like someone reaches out to you, outbound you reach out to them first. That's all it is. >> inbound has been fine, but outbound hasn't been. So, like we because we didn't want the two whales we wanted to do more outbound sales, but that hasn't been successful all last year. And we were hearing that cuz he's a part of like a mastermind for agencies that last year was pretty bad, but I think that's kind of like a [ __ ] you know excuse.

3:47There there should be some way to figure out we can get new clients. >> There is a way to get new clients. I promise you. I wanted to figure like well, so I don't think it's all his fault, but like how can I convincingly put a measure that we can kind of like make sure this is done? So, like and it's also we're both owners and like we have a we both are very responsible, but at the same time do we need to have some sort of measure that we always kind of make sure that hey, we still have to be first?

4:16Alex >> I mean this is how partnerships work. >> [laughter] >> And so that's also why division of roles is important. And so if you're like, I will take over 100% of delivery if you go get us customers. And then if you don't get us customers, then one of us isn't necessary. And so I'm just be like really real and this is me just reading between the lines from what you're saying. Honestly, I just think like when you needed to go get a new client and get a good new whale, you got a new whale fairly quickly it sounds like. Which means that if you need to go get business, you know exactly what to do to go get business.

4:51You just aren't doing that. Right. Right. And so the question is why? And it means that one of you is satisfied with the amount of income and the amount of work that they have right now which I say is fine if you both agree on that. But if one of you doesn't agree on that, then you have conflict. And so that conflict turns into direct conflict or it turns into one of you becoming resentful. And so I'd prefer if you just if you or the other person, whoever just says like we like the way that I'll explain something that might be helpful for everybody. It really helped me out a lot. So, you guys know the difference between insult and criticism?

5:26Helped me a ton. So, an insult is an attack on someone's character, right? You suck. You're an idiot. Whatever. A criticism is you said this you did this these are not the same. Right. It's a discrepancy between stated and reality. It's all it is. So, you said you would hit this goal. This is reality. There's a difference. So, this is criticism. And here's some things we can do to make that up and ideally next time you say this and that's what happened. Awesome, right?

5:55And so it's not a attack. It's a statement of fact. It's an observation of reality. And so being able to explain that be like you are responsible for sales. We have no sales. >> [snorts] >> This gap is the problem that we have right now. Now, if we did not want to grow this company and we both were aligned with that, then we would have no problem. But I do want to grow this company. You are not currently doing the activities that would grow this company.

6:21So, what do we do? Either you change what you do or I stop being here. Just being really real. So you presented with a sales problem, but I think you have a hard conversation with the co-founder to have. Being really honest. We had the conversation. So, we actually having we did a new partnership. You have a what, sorry? We we started a new partnership. You started a new partnership?

6:46>> No, no, no, the partnership with a like a hosting provider company. So, like they're actually bringing more leads Okay. to So, we're we're development agency. So, like So, like they're not like a competitors, but we kind of went back to cuz we were used to work together. Yeah. So, that actually bring in some outbounds. So, now we're getting that, but his Well, yeah, so I'll probably have a like another conversation. Yeah, I can you like go back to like have the conversation and then I promise you if you really really have it and the thing is don't pull the punches. If you're going to have the conversation, be like, this is what I want. You're not doing that and that's my fault too because I probably haven't been clear about it.

7:21But let me be clear now. Yeah. Like and if and if you don't want to do that, fine. Let's figure out a way that we can just work on separate things cuz I want to keep growing. Cool. I think you do that and the sales problem is solved. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's a my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.