What if the real path to agency growth isn’t working harder, but thinking more irrationally? And what if your biggest breakthroughs are hiding inside the constraints you’ve been trying to avoid?
In this episode of The Agency Blueprint, I’m joined by Ben Gaddis to explore why agency growth depends less on heroic effort and more on systematic, scalable thinking. Ben is the former CEO of T3, co-founder of SuperStep Capital, and co-author of Embracing Irrationality. He took his agency from a boutique creative shop to a $50M powerhouse before merging with a $350M firm and eventually transacting with Blackstone.
Listen in to learn how small one-degree shifts in pricing, productization, positioning, and delivery can alter an agency’s trajectory without the instability of a massive overhaul. You will also learn about team dynamics, creative culture, psychological safety, and the importance of creating space for unconventional thinkers inside your agency.
Key Questions:
- [05:22] Are you empowering your most innovative team members, or accidentally pushing them toward starting their own competing firm?
- [07:29] What are your thoughts on the risk factors and opportunities of letting something go live without fully thinking through every single potential nuance of it?
- [13:37] Can you define what a premier agency is and why most firms today lack the traits of a premier agency?
- [25:43] What outcome is your creativity aiming to deliver, and have you defined it well enough for a client to trust it?
- [32:03] If you treated an innovative project differently from day one, how would that reshape your team’s engagement and the quality of the work?
What You’ll Discover:
- [01:39] Ben explains why large organizations struggle to innovate and how this applies to agencies of all sizes.
- [03:42] The “one-degree decisions” concept — how small shifts can accumulate into massive business transformation over time.
- [06:05] Why rejecting innovative team members causes them to leave and potentially become stronger competitors, and how to prevent this.
- [08:05] How to clearly define what tiny piece of your delivery model is changing so teams don’t feel overwhelmed or threatened.
- [11:47] How leaders can frame meetings to encourage big ideas by stepping back and allowing others to think freely without constraints.
- [13:48] The traits of a premier agency: point of view, methodology, and the ability to attract top talent and elite clients.
- [14:57] Why agencies resist specialization and how fear of losing opportunities often leads to a watered-down, generic market presence.
- [17:19] How most agencies present the same pitch, and clients can instantly tell when a firm lacks true differentiation.
- [19:58] How small teams can win massive enterprise clients if they have unmatched expertise in a narrow domain.
- [22:56] The power of clarity and repeatability – why clients prefer agencies with proven systems rather than teams who “figure it out” as they go.
- [24:54] Debunking the myth of creativity as personal art and reframing it as a service tool.
- [28:17] Why bold innovation projects often lead to significantly higher long-term revenue, even when they initially look risky on paper.
- [32:30] How agencies can define outcomes in ways that command attention, even from the most disengaged person in the pitch room.
- [35:11] Ben on how a 5% innovation investment became a powerful marketing engine that attracted attention, created standout case studies, and accelerated inbound demand.
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