Explore every episode of the podcast Crossing the Axis - The Commercial Side of Film Production

Everyone talks about being “top of mind.” Very few people can explain how it actually happens.

Chris Whitten has seen this challenge from every angle. He’s been a freelancer looking for work, an agency producer hiring creative partners, and now an executive producer working on brand partnerships. Along the way, he’s watched thousands of photographers, directors, producers, and creative professionals try to get his attention.

Some succeed. Most don’t.

In this Client-Side Conversation, Chris shares what actually works when you’re trying to build relationships, earn trust, and create opportunities with decision-makers.

We explore how to stay visible without becoming self-promotional, what separates effective outreach from forgettable outreach, how to have a productive first conversation, and what people can do after that conversation to remain relevant when opportunities arise.

Along the way, Chris shares examples from both sides of the table, including lessons learned as a freelancer, agency producer, coach, and brand-side executive.

If you’ve ever wondered how creative professionals actually get hired, this episode offers a practical look at what gets attention, what gets ignored, and what keeps you top of mind.

Production companies want to work directly with brands, but that shift comes with real responsibility. Going direct-to-brand means taking on more than execution. It means stepping into strategy, diagnostics, and early thinking that agencies have traditionally owned.

In this episode, James talks with Sophie Bell about how her UK-based “production agency,” Toast, is navigating that shift by using AI as a strategy engine. Toast intentionally positions itself between execution and strategy, and to support that model, they built StoryX, an internal AI-powered tool designed to help uncover real stories, identify white space, and develop campaign directions faster and with more confidence.

The conversation digs into why production companies can go direct-to-brand, what they must take responsibility for when they do, and how AI can support smarter diagnostics, early strategy, and better sales conversations. It also explores why pitching ideas is risky but necessary, how tools like StoryX help attract better-fit clients instead of chasing work, and what it looks like to use AI as a multiplier across marketing, sales, and delivery.

Production companies are increasingly finding growth by building direct relationships with brands and proving the value they can deliver. That’s the heart of Jon Sneider’s book Hacking Advertising, and it’s the focus of this episode. Jon draws on his experience running Wild Gravity and working with brands like Amazon, LEGO, Microsoft, and Coca-Cola to share the hacks he’s used to bypass the old agency model and build stronger, more profitable client partnerships. We’ll dig into where these practices came from, how they work in real life, and how production companies can put them to use to win better work and grow on their own terms.

What if the commercial production industry’s two biggest challenges could finally share the same mic?

In this simulpod crossover, James Keblas and Jordan Brady (from the hit podcast "Respect the Process") team up for a connected two-part conversation built around the framework of winning the work and doing the work.

On the “win the work” side, Jordan Brady asks James about his "Booked Solid" bizdev system and his approach to using a production company's best work to run targeted marketing campaigns to turn leads into repeat clients.

On the “do the work” side, James asks Jordan about his Commercial Directing Film School program and bootcamps built to help directors learn to make commercials for a living and survive the pressure once the job is won. 

Cold outreach is tough, but necessary. Whether you’re in commercial film production or working inside an agency, building relationships with new clients is key to staying in business. To break down what actually works, Ross MacRae, founder of Agency Source and a veteran in lead generation, joins the show for a back-and-forth exchange of cold outreach best practices.

Together, we trade insights on what’s working, what’s not, and what to flat-out avoid. From LinkedIn and email to other methods tailored for creative teams and production companies, this episode offers a sharp, tactical breakdown of real-world outreach strategies. It’s a practical, punchy conversation built from experience, mistakes, and a few strong opinions.

If you’re a production company trying to land agency work, this episode is your tactical playbook. Dani Dufresne, founder of The Aux Co, a fractional production operations team helping modern agencies execute bold ideas without the bloat of in-house production. With deep experience on both the agency and production sides, Dani shares what’s really happening behind the curtain. She explains how agencies are buying, what they’re actually looking for, and what production partners get wrong and right when pitching.

We talk about what it means to go fractional, how to build embedded trust with agencies, and why calling yourself an “agency” on your own website might be killing your chances. If you want to understand what it takes to sell to agencies in today’s market, what gets attention, what closes deals, and what red flags to avoid, this episode gives you the inside edge. Whether you’re rethinking your positioning, tired of being ghosted, or just curious what it takes to stand out, Dani’s honest and actionable advice will sharpen your sales approach.

As holding companies expand their grip on marketing budgets, independent production companies risk getting pushed to the margins. But in today’s fragmented media landscape, there’s a growing advantage for smaller, more nimble partners. Independents are often better equipped to work across platforms, adapt quickly, and offer the kind of specialized attention big networks only promise. In this episode, Jillian Gibbs (author of The Marketer’s Guide to Creative Production and founder of APR) joins the conversation to break down the current power dynamics in marketing production. Together, we map the evolving landscape, unpack how brands are really making decisions, and offer a roadmap for independents to not just survive, but win. If you’re a production company or agency trying to stand out, this conversation will help you rethink your value and sharpen your edge.

Most people underestimate the importance of the first intake call and going beyond the client’s creative brief. In this episode, I sit down with Jason Bellue from Flying House Media to talk about what it really means to go beyond the brief—and why onboarding starts well before a contract is signed. We dig into how asking better questions eliminates guesswork, reveals real client goals, and helps you build treatments that actually hit the mark. When you lead the intake process with strategy and clarity, you’re not just gathering info—you’re previewing what it’s like to work with you. This episode is about disrupting the sales process, taking control of the conversation, qualifying opportunities, and knowing when to walk away. If you’ve ever left an intake call unclear about what the client really needed, this one’s for you.

The commercial production landscape is changing, and directors have more options than ever. While the traditional model of exclusive production company rosters still works for some, the rise of freelance directing is creating new opportunities. But how do you decide which path is right for you?

I sat down with Luke Lashley, founder of Departure, a production company that’s actively moved away from the roster-model, preferring to work with freelance directors. Luke shares insights on the advantages and challenges of both models, the growing trend toward independence, and what directors should consider when weighing their options.

We break down the practical side of freelancing—how to structure outreach, what production companies look for, and how to stay top of mind for jobs—while also discussing when being on a roster might be the right fit. Whether you’re weighing a switch to freelance, reassessing an exclusive deal, or just curious about where the industry is headed, this episode will help you make an informed decision about your career.

Change is hard—but it’s essential to longevity. In this episode of Crossing the Axis, I sit down with Craig Brooks, co-founder of Kontent Partners, a film and photography production services company, to discuss how embracing change has fueled nearly 20 years of success in production.

We explore the risks they’ve taken—launching new ventures and adopting a new system for growing business and improving operations even though the current system is working. If you’ve struggled with narrowing your market, adopting new tools, or maintaining culture while growing, this conversation is for you.

This episode is for production company owners who want to elevate their value when working directly with brand clients, stepping into roles traditionally held by ad agencies. As more brands bring strategy and creative in-house, production companies have an opportunity to partner more closely, helping these teams meet their goals through strategic insights and expertise. In this agency crash course, Alex Cohn, who leads production at Zambezi and digital content at their subsidiary FIN Studios, shares how production companies can move beyond execution to become true strategic partners. From verifying audience data and understanding the marketing funnel to considering media placement, Alex provides actionable tactics for adopting an “agency mindset” and delivering high-impact campaigns. If you’re looking to deepen your brand relationships and stand out as a partner, this episode is your roadmap to thinking—and acting—like an agency.

In this special episode, I sit down with Blair Enns—founder of Win Without Pitching, author of the industry-shifting book of the same name, and co-host of the hugely popular 2Bobs podcast. Blair’s newest book, The Four Conversations, breaks down the critical discussions every business should master for success: the Probative Conversation (positioning and marketing), the Qualifying Conversation (maintaining the expert position), the Value Conversation (pricing a client’s desired future state), and the Closing Conversation (helping the client select and commit).

We go deep into each of these four conversations—what they are, why they matter, and how mastering them can transform client relationships and profitability.

Along the way, Blair shares insights from his decades of experience helping creative businesses win smarter. Whether you’re running a production company, leading a sales team, or navigating growth, this episode is packed with practical wisdom and thought-provoking ideas you can put into practice today.

Get ready for an insider’s perspective on winning the client-side game in this conversation with Kevin Knutson, a seasoned industry leader in creative marketing, content strategy, production, and brand development. With a career shaped by roles at outdoor brands like REI, Filson, and Eddie Bauer, Kevin now serves as the Creative Director at Mod Pizza. In this episode, he offers insights on what truly resonates with clients when production companies pitch their services—from the essential elements of a reel to approaches that add genuine value.

Kevin shares his thoughts on the ideal client-partner relationship, including when to bring creative ideas to the table, how to strike a balance between collaboration and hands-off execution, and best practices for navigating post-project follow-ups.

Tune in to hear Kevin’s do’s and don’ts for engaging with him and other creative directors, along with candid advice on what he values most from production partners. This episode is packed with actionable tips that can transform how you approach potential clients and elevate your biz dev strategy to new heights.

Join this information-packed crash-course discussion with Amy Balliett on getting your production company acquired. Amy is the founder of Killer Visual Strategies (formerly Killer Infographics), who built and successfully sold her company to Material, a global strategic consulting firm. In this episode, Amy shares detailed insights into what production company owners need to know about building for an exit strategy. Whether you’re planning to sell or merge, she breaks down essential steps like getting your finances in order and creating a growth plan that makes your business attractive to buyers.

Hear Rob Meyers from Versus, a NYC-based creative production studio that has built a stellar reputation for its culture-defining work and client-centric solutions since 2013. Rob shares actionable insights on effective account management, breaking down how Versus cultivates long-term relationships with major clients. He offers strategies for building trust, retaining clients, and successfully pitching ideas. The conversation dives into lessons from both successes and failures, with insightful tips that can elevate your client relationships and grow accounts. A must-listen for anyone looking to take their client management to the next level.

In this episode of Crossing the Axis, we’re joined by Alex Portera from Rally on Media, a powerhouse in the production world, to uncover the secrets of running productions at scale. With over 100 projects completed each year, Alex knows a thing or two about keeping the gears turning smoothly. He’ll share his approach to managing this high volume of work, from planning and logistics to execution and client satisfaction. If you’re a production company owner looking to scale your operations, you won’t want to miss the insights Alex has to offer.

Join us for a chat with Jeff Oswalt, owner of 14Four, a digital marketing agency known for creating unforgettable campaigns. Jeff shares how in-person client visits and face-to-face interactions have driven his agency’s success for nearly two decades. Discover practical advice on preparing for sales trips, building genuine relationships, and avoiding common pitfalls. Whether you’re an experienced agency owner or just starting out, this episode offers actionable tips to boost your client acquisition strategy.

Listen to hear Anthony Santa, Director of Sports & Entertainment at Diamond View, a production company based in Tampa, Florida, share their path to successful experiences in the world of sports marketing. Anthony discusses effective ways to market production services to sports clients and offers practical advice that production companies can immediately implement. Listeners will gain an understanding of how to position your company’s strengths, find meaningful value to clients, and identify emerging opportunities in the sports market.

Discover what it takes to expand internationally with Ryan Christopher McGuire of Cutters Studios, a commercial film production company based in Tokyo. From finding clients to scouting talent and managing resources, Ryan sheds light on the challenges and victories of setting up shop abroad, offering a treasure trove of insights for those looking to take their production efforts worldwide. Whether you’re just starting your company or an industry veteran, this discussion is packed with valuable lessons on navigating the client-driven film industry across borders.

Dive into the innovative—and risky—world of proactive sales with Aaron Straight, Founder of the film studio Soulcraft Allstars. Moving beyond traditional sales methods that rely on clients voicing their needs first, Aaron has built a remarkable track record by uncovering untapped opportunities before they are even visible to the client. Using the recent success of his "Western Flyer" project (narrated by Nick Offerman) as a case study, Aaron shares how he anticipates hidden needs, crafts visionary pitches, and manages the inherent risks of misinterpretation. This episode offers a deep dive into transcending conventional sales models, mastering the art of opportunity, and the invaluable lessons learned from both triumphs and setbacks.

Is it time for your production company to partner with a sales rep? The right sales representative can provide industry insights, valuable relationships, and a network of contacts to secure lucrative opportunities. But making this decision hinges on factors like your company's goals, size, and resources. Join us as we explore this critical topic with Doug Stephen, a leading Midwest rep and seasoned professional with over two decades in commercial film production. Together, we dive into the world of sales representatives and their pivotal role in shaping the success of production companies.

In a client-driven business, developing and maintaining relationships is essential for growth. Join my conversation with Steve Holm, CEO of Copper, to learn why a Client Relationship Management (CRM) system is critical for your sales strategy, and how it can revolutionize client relationships, streamline processes, and boost profitability. Steve is a career product designer on a mission to develop the ultimate CRM system tailored for agency owners. Hear insider tips for building strong sales pipelines, guiding clients through stages, and seamlessly integrating a CRM into your workflow. Warning, by listening to this episode, you may begin to enjoy doing sales work.

Explore the transformative power of diversity in the advertising industry with Tony Fulgham, owner of the commercial film studio All is Well, as he unveils a behind the scenes story of launching a year-long BIPOC internship program. Discover the motivations behind this initiative, the challenges and hurdles to overcome, and the unexpected rewards it offered. From inception to execution, learn how All is Well navigated finding and hiring talent, developed a meaningful curriculum, and built community partnerships to overcome the blindspots of privilege. This episode goes beyond success stories, offering a practical guide and reflections for those ready to embark on a similar journey. Join us for an inspiring discussion on making diversity and inclusion a reality in the creative world.

Prepare to be enlightened in this must-listen episode featuring the insightful Anne Milan Alo, a luminary in the world of marketing and business development. Anne, with her extensive experience, delves deep into the art of attracting clients. She opens up about the dos and don'ts for agencies seeking to catch her eye, offering an invaluable perspective from the client's side. Discover Anne's preferred communication strategies, from crafting compelling emails to engaging LinkedIn messages, and learn why paid advertising might not be the golden ticket to acquiring clients like her. With years of expertise in marketing across agencies and brands, Anne's advice is not just theory, but a proven blueprint for business development success. Tune in to gain actionable strategies and insights from a seasoned marketing maven.

Ever wondered about the perks and challenges of becoming a union signatory? Dive into our latest episode where Melissa Purcell, a Business Agent for IATSE 488, sheds light on the myriad advantages, from tapping into a reservoir of top-tier talent to landing projects that demand union involvement. But with great benefits come responsibilities. Discover the intricacies of union regulations, the commitment to fair pay, and the reasons why going signatory could be the best move for your business.

Paul Killebrew boasts experience as both a seller and buyer within the production industry. His tenure in sales cultivated his fondness for smaller boutique production firms over larger ones. Now, with nearly a decade on the buying side, Paul has honed distinct views on what captures his attention and fosters enduring partnerships. Tune in to glean insights and best practices for collaborating with clients who genuinely root for your success.

In the business of commercial film production, making brand case-studies are often seen as just a step above an infomercial. But that’s when they are done poorly. When executed well, they can transcend advertising and become content that not only provides information but also entertains and delights. That’s the value proposition SHEP Films offers their clients. Listen to hear Brice Budke talk about how the team at SHEP Films utilizes their sci-fi world building muscles to treat case studies as an art form unto themselves, and why that’s good for their client’s business and their own.

Get to know Nicholas Incorvaia and hear his take on what motivates him to hire production companies, and what doesn’t. Nicholas is a leader in producing corporate marketing content for almost two decades with brands like T-Mobile and Amazon, where he currently serves as Head of Creative Operations. Nicholas is a laser-focused client-type whose commitment to reaching marketing goals is only matched by his empathetic kindness and thirst for creativity. Learn about what keeps Nicholas inspired and get his take on how production companies can thrive working directly with brands.

Whether you realize it or not, your production company has a culture. It is shaped by the owners, the employees, partners and your clients. But, should it be more than just the sum of the parts? Should it be curated and developed to such a degree that it is a specialty or has a particular affinity - potentially turning away some folks but drawing in others? In this episode, we talk to Sam Kelly from the production company and creative studio “Invisible Collective” about their approach to culture, how they build it, and why?

This must-listen episode welcomes Nate Barr to help you navigate the very difficult path of using your own original narrative content to attract client work. Nate knows what he’s talking about too, with over 20 years of experience in all aspects of content making from producing narrative films, to operating his own creative agency, to leading the client side of many marketing initiatives for brands. The insights and tips Nate generously shares are critical for any production company owner balancing the desire to make work for clients and for themselves.

Meet Thig Gishuru, a creative director with over 10 years of experience in both the agency-side and client-side of advertising; primarily creating, producing, and marketing content in fashion. In this episode, Thig candidly shares his story, needs, and tips about what he wishes he heard more often when being solicited for projects.

Meet Justin Hooper and Steve Williams, partners at Undnyable, an advertising agency with a reputation of turning heads with their funny, creative and sometimes outrageous client campaigns. In this episode we hear about their creative approach to client work, their criteria for choosing production partners, and how production companies should sell to agencies.

Max introduces James Keblas as the future host of Crossing the Axis. Get to know James and how he plans to lead the show moving forward. Max shares his thoughts and observations on the video production business after three years building the Pipeline tech-tool for video production companies and running his own video production company for over 15 years.

This week we interview Alan Nay of the Seattle powerhouse World Famous. World Famous  works as a full-service agency with Nike, Wendy's, T-Mobile, Microsoft - you name it. But! World Famous started out as a production company - just like you. Today, we talk to World Famous founder Alan Nay about the choice to go from production company to agency. What's worked, what's been tougher than expected, and how in the heck you deal with your current agency clients when you've decided to become an agency!

If you've ever thought you might like to take your production company to the next level, Alan has some great insight for you about this big move.

I sit down and talk to Chris Donaldson and Julien Scherliss of Moment.film (www.moment.film) about what it takes to regularly put out great, personal creative work outside of the daily grind of our production lives.

Moment.film, during their first 2 years in business has put out a ton of commercial work for Seattle agencies and beyond but at the same time they've also produced a 10 minute and 20 minute pair of short films and a 10 minute documentary.  AND they've paid for it all with profits from their commercial work.

We touch on - 

• Being sure to have profit in your company to pay for these creative endeavors
• Why keeping it "lean and mean" can help set you up to be able to pursue outside creative
• What you do and don't get out of these creative forays
• How the creative you do on the side often defines who you are as a company

Channel Your Passion into Client Success

Max talks to Caleb Young, creative director at world-class video production company, Hand Crank Films of the Pacific Northwest.  Learn how Caleb went from someone who thought doing corporate video was “selling out” to someone who learned to love the process of turning his passion for film into beautiful videos for his clients that are anything but typical “corporate”.  Caleb creates over a million dollars of revenue a year for the agency that owns Hand Crank AND stays true to his soul and vision - listen in to find out how.

Also included: 

• Talking deal making and how to win the game of “Budget-Chicken”

Disclaimer: Hand Crank Films was the company Max started nearly 20 years ago, and sold 3 years ago. 

You seriously need to take budgeting seriously.

Basically, budgeting is the activity that makes or breaks your operation. How you handle it makes all the difference whether you're just getting started, or you've been at it for a long time.

Take a moment to listen to Max & Jake's tips for making this process fast, efficient and productive.  You won't regret it.

In this podcast we breakdown how great budgeting will:

• Get you more work
• Get you BIGGER budgets
• Get you in the door with agencies
• Get you off the hamster wheel of making the same financial mistakes again and again that are holding you up

Today Jake and I got to sit down with Ryan Koral, the head of Studio Sherpas.

Studio Sherpas is advertised as "Everything You Need to Grow Your Video Business" and they are not kidding. Ryan has dedicated a sizeable chunk of his career to helping video production folk become more successful and happy in running their companies.

Ryan hosts a podcast which has over 420,000 downloads!  

In addition to just kicking back and telling us how he got started, and what Studio Sherpas is all about, Ryan shares a number of quick grab gems of useful information that make it easy to understand why the Sherpas are so popular.

For instance, here are just a few things you may not have thought of:

• How making a personal video to go along with a pitch can help seal the deal 
• How you can actually charge your clients to just put together their production plan (no shooting necessary, and yes, this works!)
• Assorted ways to add value to get those jobs you REALLY want with out shortchanging yourself or cutting your budget

Tune in, you owe to yourself!

John Sherman is the CEO of StoryFarm out of Baltimore, Maryland. John and his team have been (very) successful creating a host of different types of videos for clients like Dell, McDonalds, ExxonMobile - you name it. The unique thing about StoryFarm? In this age of decentralized, on-demand video work, they've decided to stick to the old ways of doing things and keep all of their employees salaried, and in-house.

In this episode, we talk with John about why this seemingly old-fashioned approach to business management actually yields some surprising advantages in market, and how it has helped them grow to over $2.5M in revenue.  We discuss how they are better able to serve their clients, how their potential clients love knowing their work is going to be all in-house, and how sometimes it's more about journey than the destination when it comes to video production work. 

Imagine bringing in revenue of $3.5M one year only to find that you’re actually $1M in debt? That’s where Guy Bauer found himself at the end of 2018. His production company (Umault) was more successful than ever, however, due to poor financial management, and lack of direction, Guy was only months from bankruptcy. 

Listen in as Guy shares candidly with us how he successfully relaunched his company, slimmed staff from 32 to 4, moved the focus from “the gear” to the creative, became highly profitable, and most of all, started enjoying his job again. 

Guy and his team have officially killed the corporate video - and it has paid off in spades.

In this episode we meet Cole Heilborn of the pacific northwest production company, Portside Productions.

We at Crossing the Axis call Cole "the hustler" because there's nothing Cole's afraid of to move his craft forward. Here are some things Cole is doing that are quite out of the box in order to get the kind of work he wants.

• Hosting his own podcast interviewing marketing people who are the type that would ultimately hire him. Genius.
• Creating (and getting funding for) a documentary based on his love of mountain biking. Note - this puts him in like Flynn with those mt. biking companies who also need commercial work done.

So, take a listen to this episode and learn how you, too, can hustle. And how the key to it is knowing "there are no rules" to growing your production company.

Emma Wilson of Wengen, Switzerland makes the most beautiful wedding films you've ever seen. Forget about the cheese that can sometimes sneak into this industry. Emma creates from-the-gut, perfectly crafted mini-features to celebrate her client's special day.  Her films are a testament to the idea that it's never the subject matter, or the corner of the industry, but always what you bring to the table as a craftperson that matters.

But that's not enough for this 20 year veteran of the BBC's TV newsrooms. Emma, in addition to creating said beautiful wedding films,  has started Evolve Videography Training specifically geared towards women commercial filmmakers.  And, in addition to that, Emma runs a highly successful corporate film company, Story Creatives.

Emma sits down with host Max Kaiser to talk about what it takes to create truly exceptional wedding films, why she thinks women have a tough time in our biz, what she's doing to change that, and finally, how she balances running three companies with a very consuming home life and downhill skiing schedule. 

Today, as a celebration of finishing 10 podcasts, we’re going to do a recap podcast where we go back and cover incredible tips we’ve learned from our guests.

Hiring Your First Sales Person for Video Production

• Don’t call them a salesperson
• A sales person must be an integral part of your team
• They love video
• A “pro” salesperson will rarely work as a video sales person

The Seasons of Sales

• Know your client’s calendar
• Hit them with ideas when they need them
• Clients and agencies LOVE ideas
• Know their fiscal calendar

Managing Client Relationships for the Win - With Elements Studio of North Carolina

• Put everything in the SOW
• Make sure to DO an SOW
• Good fences make good neighbors
• This really helps with the client is doing some of the stuff for the project
• Don’t hesitate to OVER-communicate
• AND…Make the first 30 minutes on set completely awesome for the client

Making Sales Easy by Going After Low-Hanging Fruit with Jen O’Brien

• Get a referral from every job
• Land and expand
• Pitch different departments
• Take advantage of making explainers, talking heads, etc. for other clients within the org

Creating Systems to Grow Your Video Production Company

• Basic Gear Management System as your starter system
• We all have this problem of not having all our gear on set sometimes 
• Start small on systems and grow out from there
• Don’t recreate the wheel on every project

Creating a TRULY Creative-First Video Production Company - With Tony Fulgham

• Take your creative seriously
• Practice your creativity with - “experiments”
• Pitch your creative properly (make sure they understand the process)
• Get paid for your creative - even if it’s only a little in the beginning

Doing Well by Doing Good with Soulcraft - With Aaron Straight

• Following the thread of your career, what gives you satisfaction and pleasure in life
• Your career doesn’t have to be all planned out - you can go from one thing to the next and follow your bliss
• You can open many doors in pursuing what you love
• You can really start to define your niche in this way, too

The View From the Top with Shane Dillon

• The best companies COMMUNICATE
• People who really listen succeed
• Companies that really listen reduce scope creep
• Prod. Co.’s that really listen have the best relationships with their clients

Scaling Video Production with Multiple Offices and SEO - With Blake Barnett

• Be willing to think outside the box to grow
• You’ve got to think outside the box in our business to be able to get attention and be successful
• One way is through good Search Engine Operation (SEO) 
• Another way is launching side ventures (likes Shoots.Video) to boost your brand

Max and Jake break down the importance of making a profit, what you can do with the profit, and how to insure that you make the profit you need.

• What profit is?
• Why profit is crucial to growth?
• The "No Profit" Trap People Fall Into
• How Much Profit Do You Need?
• How To Calculate Your Profit Into Your Job Budgets? 
• "Bottom up" example from Jake
• How to apply profit metrics to each and every job
• Profit and sales people incentives
• Keeping tabs on profit throughout the year

Max and Jake speak with Blake Barnett of Blare Media about how they have successfully scaled their operation through very unusual and clever tactics like having multiple satellite offices (they have 10!!) and mastering the art of SEO.

Blake goes on to talk about Blare's strategy to hit $5M in revenues with his new venture Shoots.Video, an online listing service for production companies and production staff.

It is a true cornucopia of interesting and unusual tips for growth. If you're feeling stuck in your current revenue and client base, and looking for new, exciting ways to grow - you'll want to listen to this one!

Hear what industry veteran Shane Dillon sees as the difference maker between the good and the great production companies.

Shane and his company LightPress (www.lightpress.tv) do post for so many of the big agencies and production companies in the Pacific Northwest and beyond. We thought it would be interesting to talk to Shane about what he sees as the difference maker between the good and the great production companies that come through his shop.

Listen in as Shane talks about how it comes down to 4 basic ingredients:

• Communication
• Hierarchy
• Organization
• Openness to ideas and TRUE collaboration

On top of this, Shane shares some fabulous pointers about getting paid for your creative and managing scope creep. You won't want to miss it!

Max talks with Aaron Straight of Soulcraft Allstars, a production company that has proven you can be the change you believe in.

Aaron and his team have done work with Amazon, Addidas, Gates Foundation, Seattle Foundation, Seattle Pacific University and more. With Soulcraft Allstars, Aaron has turned a a passion for making the world a better place into a great, globe-trotting gig for he and his team.

Listen as Aaron and Max discuss: 

• How Aaron turned his passion for social justice into paying creative work
• Aaron's goal of producing "values based storytelling"
• Aaron talking specifically about his ongoing work in Haiti, and he flipped the script on his client work to truly give something back to the community there
• Why Aaron looks to be forgiving to himself in his work
• How has the Soulcraft Allstars team come together
• How people interested in bringing a social justice angle to their video work can thrive

Max interviews creative director, writer, director, production company-owner Tony Fulgham of All is Well (www.alliswellstudios.com) about how to create a truly creative-first production company.

Tony shares a huge amount of great advice here for anyone looking to make their production company creative-first, like: 

• The importance of writing
• The importance of getting paid for creative
• Tony talks about getting work and the state of industry
• Setting the tone with clients about how you work
• Only way to stay creative is to do things that “are not for sale”
• How to work with the client and share the process of “how you’re getting there”
• How to go from the Pitch Creative to the Actual “Shot” Creative
• Talking about “Experiments”  (stuff you and your team creates on the side to explore creativity)
• What you have to go through to get what you want to see made

It's a fabulous episode where you get to learn from a soft-spoken master who you normally would never have access to. Take a moment, and listen...

Max & Jake discuss how you can (and should) create systems to help grow your video production company.  We also include some examples of systems that you can copy for your own company. 

• What is a system?
•  Why do we need systems?
•  What’s an example of a basic system that has made a big difference?
•  Where did you learn about systems?
•  Importance of starting small and getting buy-in from your team on your systems
• Why you need to have someone to manage the systems
• How systems can work for single person companies, too

Max talks to uber Producer Jennifer O'Brien about going after "low hanging fruit" to increase sales and even out your sales cycles.

Jennifer has over 10 years experience as Project Manager, Producer and Sales Manager for creative production companies. Clients included Microsoft, Amazon, AWS, Expedia, Starbucks and more.

Jennifer helped her last company grow from $1M to $2M in sales.

Content from the podcast includes:

• How to show your work to your clients, what to show, and when to show it. 
• Taking advantage of your "niche"
• What Customer Relationship Manager (CRM) software should you use?
• When is the right time to hire help with sales and business development?
• How to make the most of referrals?    
  • internal referrals “land and expand”

   
   

• How to ask for referrals?
• How to make the most of your current clients?     
  • Get more work from your existing clients by pitching to different departments
  • Get into technology, how-to, and talking heads videos as basics for your regular client's video hygiene