Are you busy all day—but not moving the ball? Ryan Watson and Craig Baldwin (Partners at Upsourced) break down “playing business”: the activities that look productive but don’t create revenue, profit, or durability.

Learn the red flags (overspending ahead of growth, shiny‑tool chasing, coach‑collecting, RFP lotteries, acquisition daydreams) and the habits of winning agencies (focus, thrift, deputies, account farming, and clear positioning).

What you’ll learn:

- Why “hire when it hurts” protects margins

- Process is greater than tools (and when software actually helps)

- How to keep less than 50% of annual revenue from existing clients

- The mindset behind 30–35% net‑margin agencies

- “Do well to do good”: profit powering purpose

TIMESTAMPS:

00:00 Intro & why “playing business” matters