Points of Interest

00:02 – 01:01 – Meet Patrick O’Connell: Marcel introduces Patrick and previews their discussion on building a profitable design or creative services business.
01:01 – 02:40 – Patrick’s Journey to Success: Patrick shares how he transitioned from a nine-to-five to running a design agency, helping clients bring physical products to market while mentoring other designers.
02:40 – 03:44 – The Chocolate and Broccoli Approach: Marcel and Patrick discuss the balance between delivering what clients want (chocolate) and the deeper strategies they need (broccoli).
03:44 – 07:07 – Two Key Challenges for Creatives: Patrick outlines common struggles—spending too much time on craft over strategy and not understanding the math behind profitability.
07:07 – 10:10 – Selling Outcomes, Not Features: Patrick explains the importance of focusing on the value of transformations for clients instead of relying on accolades, experience, or features to justify pricing.
10:10 – 12:01 – Positioning for Success: The conversation shifts to the importance of starting with the client’s desired outcome and framing your services to match that need.
12:01 – 14:34 – Value Pricing Done Right: Patrick emphasizes that charging based on value requires understanding the percentage of responsibility you’re taking for the client’s desired results.
14:34 – 19:00 – Efficiency in Service Delivery: Patrick explains how focusing on reducing unnecessary steps in your processes leads to more profit and faster client results.
19:00 – 21:31 – Solo vs. Team Business Models: Marcel and Patrick discuss the trade-offs between staying a solo consultant and scaling a team, emphasizing that the right choice depends on personal goals.
21:31 – 25:55 – The Importance of Gross Margins: They dive into delivery margin basics, discussing the importance of average billable rates, efficiency, and cost control in scaling profits.
25:55 – 33:54 – Creating Leverage with IP and Consulting: Patrick highlights how adding intellectual property or advisory components to your services can drastically increase value without adding significant cost.
33:54 – 40:06 – Balancing Lifestyle and Growth: Patrick shares his personal experience of scaling down from a large team to a lean model to achieve more creative freedom and work-life balance.
40:06 – 52:44 – Building Your Ideal Business: The episode closes with actionable advice on defining your ideal lifestyle and designing a business model that aligns with it, whether that’s staying solo or scaling strategically.

Show Notes

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Keys to Becoming a Profitable Creative, with Patrick O'Connell

The Agency Profit Podcast