Deep-Eight-Figure Pharma Agency Growth Story

“Work on yourself; what got you here is not going to get you there.”

(🎙️ listen now)

Today’s guest is the Founder and Chairman of Relevate Health, a deep-eight-figure, nearly two-decade-old agency that serves pharmaceutical and medical device brands. 

So, how did he build a thriving, data-driven agency in the pharmaceutical niche? 

The usuals: deep vertical expertise, early referrals, and savvy positioning, sure, but what really sets Jeff (and this episode) apart is his focus on self-betterment as a leader, company culture, and using purpose as a bedrock for his company.

Jeff shares how he went from founding the company in 2007, the ups and downs along the way, and how they got to where they are now, a successful agency with over 200 employees. 

Corey and Jeff dive into topics like self-development as a leader, fostering open communication among employees, and productizing verticalized services.

Tune in for a look into:

• Starting an agency in the pharmaceutical space.

• How a patent became a marketing campaign.

• Lead generation through networking and the early days of the agency.

• How to tell if there is a culture problem in your organization.

• Productized services and how to use them to differentiate.

Here are some actionable key takeaways for agency founders:

• Culture and core values generate growth through good work.

• Leaders need to practice transparency even in tough times.

• Find processes in your organization that facilitate better communication.

• Purpose gives employees a reason to come to work every day.

• Don’t be afraid to say no to business; narrowing down is essential if you verticalize.

🎧 Listen to the episode now:

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Best,

CQ

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Frequently Asked Questions

How did Jeff build Relevate Health into a deep eight-figure agency over nearly two decades?

Through a combination of deep vertical expertise, early referrals, and savvy positioning, alongside a distinct focus on self-betterment as a leader, company culture, and purpose-driven growth, discussed as what really sets his approach apart.

What does Jeff mean by "what got you here is not going to get you there"?

That continued growth requires ongoing personal development as a leader, the skills and approach that built the early business aren't necessarily sufficient to sustain and scale it further.

How did a patent turn into a marketing campaign for one of Relevate Health's early wins?

A specific story discussed directly in the episode illustrating how technical, pharmaceutical-specific knowledge translated into a creative, effective marketing approach within that niche.

How can a founder tell if there's a culture problem within their organization?

By practicing transparency and finding processes that facilitate better communication, discussed as key ways to surface and address culture issues before they undermine growth.

Why does Jeff emphasize saying no to business when verticalizing an agency?

Because narrowing down is essential to genuine specialization, taking on business outside the pharmaceutical and medical device focus would dilute the deep expertise that makes Relevate Health effective within its chosen niche.