In this episode, Scale at Speed Media CSO Felix Velarde outlines the approach to articulating 3-year goals and working backward to define the 1 and 2-year actions needed to get there. He stresses the importance of addressing "discount factors" like lack of differentiation or succession planning that could reduce your agency's sale value. He also notes that buyers care about your future trajectory more than past performance. Key Takeaways: - Define your 3-year goals at the outset - Articulate specific financial, culture, and vision goals for where you want your agency to be in 3 years. - Address "discount factors" that could reduce your sale value - Things like client concentration, lack of fame/differentiation, and poor financial rigor - The buyer is acquiring your future, not your past - Buyers care about your future trajectory. Your past success simply indicates potential. - Involve your team in designing the path forward - Getting team members to design the 3-year strategy map gives them ownership of the changes needed to scale, reducing resistance. It also builds your succession team. Join us for Scale at Speed Live: http://scaleatspeedlive.com/ Calculate Your Digital Agency's Valuation: https://scaleatspeedmedia.com/agency-valuation Free 21-day Programmatic M&A Training: https://digitalagencybusiness.com/ Follow Scale at Speed Media: Instagram ➔ https://www.instagram.com/scaleatspeedmedia Facebook ➔ https://www.facebook.com/scaleatspeedmedia/ TikTok ➔ https://www.tiktok.com/@scale.at.speed.me LinkedIn ➔ https://www.linkedin.com/company/93835279/ Twitter ➔ https://twitter.com/ScaleSpeedMedia YouTube ➔ https://www.youtube.com/channel/UCByk61WyCcfWv8jAwro2uFQ Thanks for listening! Subscribe to stay up to date with strategies to grow your agency.