Couverture de Turning Every New Client Opportunity Into an Agency's Compounding Asset | EP25

Turning Every New Client Opportunity Into an Agency's Compounding Asset | EP25

Turning Every New Client Opportunity Into an Agency's Compounding Asset | EP25

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 Most agencies treat client work as a series of one-off transactions. But the most successful firms treat every engagement as an investment that compounds over time. In this episode, hosts Peter Kang and Sei Wook Kim introduce the concept of engagement yield: the tangible and intangible value that extends far beyond the invoice. They break down the four components of engagement yield; proof, leverage, relationships, and referrals. And explains how agencies can systematically capture this value. Peter and Sei Wook share practical strategies for turning client work into lasting assets: from creating reusable case studies and SOPs to deepening client trust and building referral systems. Whether you're evaluating a new client opportunity or looking to maximize the value of existing engagements, this episode provides a framework for thinking long-term and turning every project into a compounding advantage. Key Moments 1. Why treating client work as a one-off transaction limits agency growth. 2. Introducing engagement yield: the value beyond revenue. 3. Proof: How case studies, testimonials, and thought leadership build credibility. 4. Leverage: Creating SOPs, templates, and frameworks to improve efficiency and margins. 5. Relationships: Building trust and expanding your network within client organizations. 6. Referrals: Turning happy clients into a sustainable source of warm leads. 7. Why not all engagements are created equal: evaluating opportunities through the yield lens. 8. The risk of negative engagement yield: how bad clients can cost you more than money. 9. Practical steps to position your agency for higher engagement yield. 10. What a high-yield agency looks like over time vs. the cost of low yield. Real Talk Takeaways 1. Revenue is just the starting point. The real value lies in what you build on top of it. 2. Proof isn't just a portfolio, it's credibility. Without it, clients are just taking your word. 3. Leverage turns experience into efficiency. If you're reinventing the wheel every time, you're leaving money on the table. 4. Relationships are seeds for future opportunities. A contact today could be your champion tomorrow. 5. Referrals don't happen by accident. You need a system for asking, nurturing, and staying top of mind. 6. Two clients with the same budget can have wildly different engagement yields. Choose wisely. 7. A bad client can create a negative yield… damaging relationships, reputation, and team morale. 8. Engagement yield requires intention. It won't happen unless you build processes to capture it. 9. Compounding doesn't happen overnight. It's the result of consistent, intentional decisions over time. 10. The healthiest agencies don't just deliver work. They build assets that make future work easier, more profitable, and more fulfilling. Timestamps 00:00 – Introduction: From One-Off Revenue to Compounding Assets 00:30 – Defining Engagement Yield: The Value Beyond the Invoice 01:00 – The Four Components of Engagement Yield 01:50 – 1. Proof: Case Studies, Testimonials & Thought Leadership 04:05 – 2. Leverage: SOPs, Templates & Operational Efficiency 06:20 – 3. Relationships: Building Trust & Expanding Your Network 08:00 – 4. Referrals: Turning Happy Clients into Warm Leads 09:40 – Why Not All Engagements Are Created Equal 11:40 – The Risk of Negative Engagement Yield 13:00 – How to Position Your Agency for Higher Yield 15:10 – What a High-Yield Agency Looks Like Over Time 18:30 – The Cost of Low Engagement Yield 20:00 – Closing Thoughts: Thinking Long-Term & Compounding Your Advantage Notable Quotes "Engagement yield is the difference between the immediate return you get from revenue and the long-term impact and upside from the work." — Sei Wook Kim "Proof isn't just about volume.It's about relevance. A few deep case studies are better than a dozen thin ones." — Peter Kang "Leverage is about turning what's in people's heads into something the whole team can use." — Sei Wook Kim "Relationships are like planting seeds. You never know which one will grow into your next big opportunity." — Peter Kang "Referrals are gold, but they don't happen naturally. You have to work for them." — Peter Kang "A higher budget project with low yield can hurt you more than a lower budget project with high yield." — Sei Wook Kim "Negative engagement yield is real. And it can cost you relationships, referrals, and reputation." — Peter Kang "Compounding is the result of looking at every engagement as an investment, not just a transaction." — Peter Kang Links & Resources Peter Kang on LinkedIn: https://www.linkedin.com/in/peterkang34/ Sei-Wook Kim on LinkedIn: https://www.linkedin.com/in/seiwookkim/ AgencyHabits Website: https://www.agencyhabits.com/ AgencyHabits on LinkedIn: https://www.linkedin.com/company/agencyhabits/ Barrel Holdings Website: https://www.barrel-holdings.com/ Barrel Holdings LinkedIn: https://www.linkedin.com/company/barrel-holdings/
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