About this Episode In this episode of the Agency Profit Podcast, Marcel sits down with long-time Parakeeto consultant Carson Pierce to pull back the curtain on a real (anonymized) client assessment and show exactly how agencies can diagnose stubborn profit issues. Drawing on insights from 100+ assessments, Carson walks through the step-by-step process—starting with a simple benchmark “agency model,” then layering in messy P&L and time data, stakeholder interviews, and practical adjustments (like recognizing PM/account management as delivery, fixing time-tracking compliance, and correcting for prepaid revenue). Together, he and Marcel unpack the real culprits behind weak margins—top-heavy teams, bottlenecked delivery (hello, overworked design), and underpriced work—and why the right solution isn’t always “cut”; sometimes it’s “grow out of the constraint” (e.g., hire to relieve a bottleneck and raise utilization). Expect a clear roadmap you can reuse: focus on leading indicators first (model utilization, ABR/pricing, forecast vs. plan), then install cadence and coaching to turn clarity into action—and predictable profit.