Doubling to $10M Without Losing Your A Players, With Josh Webber

Josh Webber is the CEO of Big Red Jelly, a Provo, Utah marketing agency with a 35-person team and a big, scary goal: $10 million in annual revenue by 2030. He spends his days helping clients sharpen their positioning, which makes this conversation unusually honest. What happens when the agency has to follow its own advice? This episode asks what it really takes to double a services business. Do you go narrow when every client looks like a fit? How do you know if your pricing is wrong? And what kind of team wins once AI changes the math on headcount? Josh brings an inside look at running and growing an agency, including the uncomfortable admission that defining his own ideal customer is his top priority right now. Mark brings a live GTM scorecard review of Big Red Jelly and the blunt diagnostics he uses with founders who want to grow without adding chaos. Also in the conversation: Why you can't deliver Michelin star service with a Cheesecake Factory menu, and what that means for choosing a niche. Mark's close rate rule: above 40% means you're underpriced, below 20% means you're too expensive or your sales team isn't doing its job. Why tolerating B and C players is the fastest way to lose your A players. Winning in the AI era: fewer, better people, paid above market for exceptional work. Thanks to Josh and the Big Red Jelly team for being so open about building in public. GTM Clarity Score: https://igtms.com/gtmscore Work with us: https://igtms.com/contact-us Join the free community: https://igtms.com/freecommunity Apply to be a guest: https://igtms.com/podcast/book