100 episodes

Working Without Pants is the podcast for agency owners and consultants who are wanting to win more clients and better clients for their business.

Each week, Jake Jorgovan brings you interviews with industry leaders and experts on how to win more clients for your agency or consulting practice.

Past guests have included Brennan Dunn, Brent Weaver, Kai Davis, Philip Morgan, Brian Casel, Blair Enns, and many more.

Learn more at https://jake-jorgovan.com/podcast

Working Without Pants - Creative Entrepreneurship Jake Jorgovan

    • Arts
    • 4.7 • 60 Ratings

Working Without Pants is the podcast for agency owners and consultants who are wanting to win more clients and better clients for their business.

Each week, Jake Jorgovan brings you interviews with industry leaders and experts on how to win more clients for your agency or consulting practice.

Past guests have included Brennan Dunn, Brent Weaver, Kai Davis, Philip Morgan, Brian Casel, Blair Enns, and many more.

Learn more at https://jake-jorgovan.com/podcast

    205: Introducing my New Company, CustomData.ai

    205: Introducing my New Company, CustomData.ai

    In this special episode of the Working Without Pants podcast, Isaac Marsh joins me to discuss our new business venture, CustomData.ai.
    At a high level, Custom Data scrapes the internet looking for prospects with your specific intent signals to buy. We gather this intent data and deliver you and your sales team hand qualified leads every single week. Not only is this data immediately actionable, but it gives you all the details you need to confidently approach your outbound efforts.
    We discuss the key things our research team looks for, including companies that are hiring for roles relevant to your business, decision-makers changing positions, funding or expansion news, and RFPs (request for proposals). Furthermore, you receive the exact contact information for the stakeholders you need to talk to in order to gain new business.
    We also talk about how Custom Data is able to help you build out a custom CRM of prospects that fit your buyer criteria. Instead of wasting time searching through mediocre databases, you’ll have a pipeline of pre-qualified leads your sales team can contact right away.
    If you’re interested in learning more about how Custom Data can help you get more deals, feel free to reach out to us at https://www.customdata.ai/.
     
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching
    Resources: https://www.vidyard.com/podcast/nopants/ https://www.customdata.ai/ isaac@customdata.ai

    • 23 min
    204: How Lead Cookie is Navigating the Evolution of Outbound with Isaac Marsh

    204: How Lead Cookie is Navigating the Evolution of Outbound with Isaac Marsh

    Many outbound agencies focus on delivering high quantities of leads but leave much to be desired in regards to the quality of those leads. 
    Though playing the numbers game can work to an extent, we believe there are better outbound strategies that reduce the risk of damaging your agency’s reputation and at the same time bring qualified leads to your clients.
    In the new episode of the Working Without Pants podcast, Isaac Marsh, Partner at Leader Cookie, joins me to explore how we have seen the outbound industry evolve and how agencies should be thinking about outbound.
    We discuss the issue of misaligned expectations between agencies and their clients regarding the results clients want to achieve. These agencies promise a certain amount of leads, but this number is really just a vanity metric. To serve clients best, you need to understand their true needs and develop a campaign that puts them in front of their ideal clients.
    We also describe why outbound has more benefits than just closing deals in a short amount of time. These benefits include getting precise on your ideal clients, expanding your network of influence, and creating a long-term pipeline of potential clients.
     
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching
     
    Resources: https://www.vidyard.com/podcast/nopants/ isaac@leadcookie.com https://contentallies.com/

    • 32 min
    203: Why We Are Happy about LinkedIn’s Limits with Isaac Marsh

    203: Why We Are Happy about LinkedIn’s Limits with Isaac Marsh

    If you’ve been a user of LinkedIn over the years, you’ve probably witnessed the shift from it being a very relationship-focused platform, to one where your inbox is filled with spammy messages and connection requests.
    For these reasons, LinkedIn has reduced the number of connection requests you can send from 2,500 per month to 100 per week. This is bad news for those that spray-and-pray connection requests, but it's extremely beneficial for those that already focus on quality outbound efforts.
    In this episode of the Working Without Pants podcast, I sit down with Isaac Marsh, Partner at Lead Cookie, to discuss these changes and explore why hand-qualifying leads and boosting the quality of your outbound efforts is necessary for success when prospecting on LinkedIn.
    We describe why these changes force you to respect your prospects’ time and how the reduction in “noise” is creating better engagement with outreach efforts.
    We also talk about how focusing on quality with outbound ultimately saves you time, generates leads that you can actually close, and disqualifies bad leads before you waste time hopping on a call with them.
    For the sustainability of the platform, we think this is the right move for LinkedIn and look forward to the benefits it will bring.
     
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching
      Resources: https://www.vidyard.com/podcast/nopants/ https://www.leadcookie.com/ https://contentallies.com/

    • 22 min
    202: Packaging and Pricing for Productized Services

    202: Packaging and Pricing for Productized Services

    When productizing services, it can be a challenge to figure out how to package and price those services. Additionally, having the discipline to stick to a productized framework is often more difficult than people realize.
    In this episode of the Working Without Pants podcast, I share a methodology that has helped me productize services successfully, and the benefits it can bring to your business.
    In essence, I recommend building three core packages to align with different tiers of service, as well as offering à la carte options you can use to customize packages as needed. 
    This will streamline your sales process, reducing the time spent negotiating with clients. It also helps keep your operations team organized and able to scale more efficiently and quickly.
    It’s also important to have your packaging and pricing information organized on a simple rate card that you can easily share with clients. There may be cases where you alter pricing for specific clients, but the line items stay the same.
    If you can be diligent about following a productized framework like the one above, you’ll minimize your team’s workload and have less confusion about your services.
     
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching
     
    Resources: https://www.vidyard.com/podcast/nopants/ https://contentallies.com/

    • 18 min
    201: A Framework for Improving Work-Life Balance

    201: A Framework for Improving Work-Life Balance

    Work-life balance is crucial for the sustainability of any entrepreneur. 
    Most of us have some method, activity, or way to find this balance, but sometimes this balance can only be found through the prioritization of your tasks at hand.
    In this episode of the Working Without Pants Podcast, I share an effective framework of prioritization I have been using to find more work-life balance.
    The framework is quite simple. You start by organizing your work tasks and projects into three categories: 1) needs, 2) shoulds, 3) wants.
    Needs are those tasks that absolutely need to get done in order for your business to continue functioning without anything negative happening.
    Shoulds are those tasks that don’t need to get done immediately but should get done in the near future to help grow your business.
    Finally, wants are those things that could potentially help your business, but there’s really no downside to not doing them.
    If you’re in need of a recharge, simply focus on your needs for a week and then see where you’re at. You would be surprised how freeing it can be to prioritize your work in this way. 
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching.

    Resources:  https://www.vidyard.com/podcast/nopants/ https://contentallies.com/

    • 15 min
    200: Systems Development and Credit-Based Pricing with Corey Northcutt

    200: Systems Development and Credit-Based Pricing with Corey Northcutt

    Building and implementing robust processes and systems for your business is a must when trying to create more efficiency and scalability within your business.
    In this episode of the Working Without Pants podcast, I sit down with Corey Northcutt, Founder and CEO at Northcutt, to discuss the processes he has built for his SEO enterprise agency, and why using a credit-based pricing model was the right fit for his business.
    Corey notes that when offering technical services with many steps such as with SEO auditing, a credit-based pricing model allows you to stay more agile and helps with upfront planning of deliverables.
    Another benefit of using a credit-based pricing model, according to Corey, is that it eliminates the need for time tracking. When everyone knows what needs to be done and can deliver on schedule, day-to-day tracking isn’t all that important.
    He says it can initially be a challenge for clients to understand a credit-based system, but as long as you’re delivering high quality work and have your value specs properly documented, it doesn’t cause much fuss.
    Corey closes the show by sharing his insight around system development lifecycles and some of the tools his team uses to streamline their workflow.
    Want to work with me as an advisor? Visit jake-jorgovan.com/coaching
    Resources: https://www.linkedin.com/in/coreynorthcutt/ https://northcutt.com/ https://twitter.com/corey_northcutt

    • 43 min

Customer Reviews

4.7 out of 5
60 Ratings

60 Ratings

vitalej17 ,

A new fav podcast!!

Amazing for learning actionable steps about how to aquire new, well-suited clients for your biz. Jake does a great job of integrating mindset challenges with business strategies challenges and how to successfully combat both!

Jason D. Bay ,

Great podcast

Been following Jake’s work for 3-4 years now. Always impressed with his ability to have a lot of fun during podcasts, but also make it very tactical and actionable. This is a great podcast for any business owner or consultant looking for an edge on how build a more successful practice. Tons of great marketing and sales tips here.

J. Barshop ,

Awesome show, highly recommend!

Jake and his guests provide some incredibly compelling and actionable content on how to effectively grow your consulting business / agency, without draining your bank account (and well-being)

Highly recommend listening and subscribing to Working Without Pants if you want the knowledge and mindsets to navigate the many complexities that come with this line of work (and reach your overall business goals as a result)!

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