Why Smart Agencies Are Choosing Retainers Over Projects with David Brecount

Are retainers the future of agency growth?

In this episode, David Brecount — CEO and co-founder of US Digital Partners — returns to share how his agency survived and thrived over 23 years by doing the opposite of what most agencies chase: consistency over chaos, long-term strategy over shiny tactics, and relationships over quick wins.

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We talk about how he shifted from project-based work to recurring revenue, what clients actually want in today’s skeptical market, and how his team is doubling down on being human in a noisy, AI-dominated landscape.

Whether you're an agency founder or a sales leader selling complex services, this is a blueprint for sustainable growth.

 🔍 What we cover in this episode:
– Why they transitioned from projects to retainers
– How to sell strategy (not just deliverables)
– Navigating economic uncertainty without panicking
– The “physical therapy” mindset behind real marketing
– Why pricing transparency ≠ trust
– AI hype vs. human creativity
– And… why they ditched open office culture for private spaces 

Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!

CONNECT WITH DAVID BRECOUNT

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US DIGITAL PARTNERS

CONNECT WITH DAN ENGLANDER:

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Sales Schema

Chapters

• 0:00 Key milestones across 23 years
• 0:00 Intro
• 1:59 Book Promo
• 5:26 Intro: Meet David Brecount of US Digital Partners
• 5:27 From consulting to co-founding an agency
• 8:00 Key milestones across 23 years
• 10:05 Evolving from websites to full-service execution
• 12:16 Why mid-market clients became their sweet spot
• 14:28 Retainers vs. project chaos: the big shift
• 18:39 How they built recurring revenue
• 20:24 Business development: referrals, outbound & staying human
• 22:38 What their clients are saying in a messy economy
• 24:56 Macro trends vs. sales/marketing consistency
• 27:05 Why “do it all” is the new norm
• 29:13 The real role of AI (and what it’s not)
• 31:14 Why most agencies aren't even at parity
• 33:39 Building trust over automation
• 35:32 Why selling services like SaaS can backfire
• 37:37 Marketing is hard — and that’s okay
• 39:24 “Plastic surgery vs. physical therapy” agency mindset
• 42:12 How they actually structure and sell retainers
• 44:09 Uncovering what clients really need
• 46:22 Why $70 clicks are no longer sustainable
• 48:08 From open office to private offices
• 50:34 Innovation without ego: staying humble in agency life
• 52:52 What’s next for USDP and David
• 54:32 Where to connect with David Brecount