THE AGENCY GROWTH CLUB
5 Key Strategies That Helped Me Double My Agency Revenue
I recently had the pleasure of sitting down with Danny Gavin, a veteran in the digital marketing space, who shared the unfiltered truth about his journey from overwhelmed entrepreneur to strategic agency leader.
Danny is the founder and Chief Strategist of one of the biggest SEO agencies in America.
In 2024, Optidge was ranked #2536 on the Inc. 5000 list of the fastest-growing private companies in the U.S., with a 3-year revenue growth of 203%.
In 2025, Optidge was named a Google Premier Partner, recognizing its expertise in digital advertising and commitment to helping clients achieve measurable results.
If you’re running your own SEO agency (or dreaming of starting one), Danny’s candid insights might just save you from the costly mistakes and sleepless nights he experienced firsthand.
Breaking Free from the 13-Hour Workday Trap
Danny’s story might sound familiar: endless workdays, handling everything from client SEO strategies to administrative tasks, and feeling perpetually behind.
The turning point?
A chance meeting with Leah, a fractional COO who introduced him to the transformative power of delegation.
“I was killing myself with 12 to 13-hour days,” Danny admitted. “Learning to let go was the hardest—and most important—lesson of my career.”
His practical approach to delegation is refreshingly actionable:
- Track your time ruthlessly for 48-72 hours to see where it’s actually going
- Embrace the 80% rule – someone else’s 80% completion can be good enough
- Build trust by transferring ownership, not just tasks
The SEO Agency Hiring Balancing Act
One of the biggest challenges for growing SEO agencies is knowing when to hire. Danny’s hybrid approach offers flexibility while managing risk:
“Using contractors allowed us to scale without the pressure of full-time salaries right away. As our SEO client base grew steadily, we could transition the right people to permanent roles.”
This strategy creates a pipeline of pre-vetted talent who already understand your SEO processes and client expectations.
The Client Acquisition Secret Most SEO Agencies Miss
While many agency owners obsess over complicated marketing funnels, Danny’s most powerful client acquisition tool might surprise you: genuine relationships.
“Our best SEO clients come from referrals, but not just from other businesses—they come from people we’ve genuinely helped along the way,” he explained.
Danny shared a revealing story about reaching out to industry professionals who had lost their jobs, offering support with zero expectation of return.
Later, when those same people landed at new companies needing SEO services, guess who they called?
Navigating the Cash Flow Challenges Every SEO Agency Faces
Let’s talk about the elephant in the room for SEO agencies: managing cash flow when clients take forever to pay. Danny noticed clients taking increasingly longer to settle invoices in recent years, creating real financial pressure.
His solution combines technology and clear boundaries:
- Setting crystal-clear payment expectations upfront
- Implementing systems for credit card and ACH payments
- Finding the balance between accommodating clients and protecting your agency’s financial health
The $20,000 Mistake That Changed Everything
Perhaps the most valuable lesson Danny shared was about an expensive software decision that went wrong despite thorough vetting.
After signing a 12-month contract for a platform that ultimately failed to meet his SEO agency’s needs, he learned the importance of aligning technology with his specific business model.
“That mistake cost us over $20,000, but the lesson was priceless,” Danny reflected.
Building an SEO Agency Culture That Attracts Top Talent
At the heart of Danny’s agency is something more fundamental than SEO strategies or marketing tactics—a people-first philosophy that shapes everything from client relationships to team culture.
This approach hasn’t just created a positive work environment; it’s become a competitive advantage in attracting and retaining top SEO talent in a tight market.
Revenue Growth Strategies That Actually Work for SEO Agencies
Danny’s revenue growth playbook focuses on four proven approaches:
- Strategic upselling and cross-selling to existing SEO clients
- Confident pricing adjustments that reflect true value
- Saying “no” to projects below minimum thresholds to keep capacity for ideal clients
- Targeted advertising investments with measurable ROI
The Vulnerability of Leadership
Perhaps most refreshingly, Danny openly discussed his personal struggles with change and feedback—a challenge many agency owners face but few discuss publicly.
“Creating an environment where open communication flourishes is essential, especially when managing remote SEO teams,” he emphasized.
Your Turn to Transform Your SEO Agency
Danny’s journey from overworked agency owner to strategic leader offers a roadmap for anyone in the SEO and digital marketing space. His emphasis on delegation, people-first philosophy, strategic growth initiatives, and open communication provides a framework for building a sustainable, profitable SEO agency.
Ready to learn more?
Connect with Danny on LinkedIn or check out his podcast, “The Digital Marketing Mentor,” available on platforms like Spotify and Apple Podcasts.
What challenges are you facing in your SEO agency journey?
Share in the comments below, and let’s continue this conversation!
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Harry has built one of the most formidable SEO agencies, adding $4M in Australian revenue this year while expanding into the US. With a team of 70 strong, we dive into the setbacks, lessons, and strategies that fuelled Harry and Studiohawk’s exceptional success.
Our Guest: Harry Sanders, Founder of Studiohawk
28 minute listen