Charisma or expertise

Clients hire a generalist digital agency because of the founder's character and charisma.

Clients hire a vertical specialist because of the unique problems they solve.

Questions to ponder:

👉 Why do your clients hire your firm?

👉 Would clients still buy your services if you "stepped out" for an extended vacation?

👉 Why or why not?

Have a great weekend!

CQ

Frequently Asked Questions

Why do clients often hire generalist agencies specifically?

Because of the founder's character and charisma. Without a specific vertical focus, the personal connection to the founder often becomes the differentiating factor driving the decision.

Why do clients hire vertical specialist agencies instead?

Because of the unique problems being solved for their specific industry. The draw shifts from personal charisma to genuine expertise in solving a particular kind of challenge.

Why does it matter whether clients are hiring for the founder or for the problem-solving?

Because it reveals how dependent the business actually is on the founder personally. An agency hired mainly for founder charisma has a harder time scaling beyond that one person.

What's a good test for figuring out which dynamic applies to a specific agency?

Imagining stepping away for an extended vacation and asking honestly whether clients would still buy the services. If the answer depends heavily on the founder's presence, charisma is likely still driving the relationship.

What does it mean if clients would still buy without the founder's involvement?

It suggests the agency is being chosen for the specific problems it solves, a stronger, more scalable position than one built primarily around the founder's personal charisma.