Janna Bastow - Avoiding the Agency Trap

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Building a product can help your business scale to incredible heights, but too many teams get stuck in what Janna Bastow calls the Agency Trap. In this talk, she’ll share signs you’re veering into this trap, and actionable guides on how to get out and stay out! About Janna Janna Bastow is co-founder of ProdPad , product management and roadmapping software for product people. Janna is also co-founder of ProductTank and Mind the Product, a global community of product managers. She often starts and stops conversations with the question: “What problem are you trying to solve?”

Design

What kind of
company
do you want to
grow up to be?

What do you sell?
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

What kind of organization are you?
Product Agency
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Time is the ultimate
limited resource
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Photo credit: https://fortune.com/2016/12/22/amazon-recycling-program/

Photo credit: https://howmuch.net/articles/the-world-tech-giants

Product companies
change the world
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Hi there!
I’m Janna Bastow
linkedin.com/in/jannabastow
@simplybastow // janna@prodpad.com
Always open for a chat about product!
Get the slides
bit.ly/agency-trap-slides

The power of
product vs agency
What we’ll talk about
Sign you’re veering
into agency mode
How to get out!
Reasons you’ll get
pulled oﬀ track
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Reasons you’ll get
pulled oﬀ track
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Cash is king
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Just one more feature-itis
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Enterprise customers
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

A lack of focus
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

A day late, a dollar short
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Photo credit: https://theverybesttop10.com/cats-with-their-heads-stuck/

Every minute of time a client buys
to have you work on their problems
is a minute you can’t spend
discovering and solving
the bigger problems in the world
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

You know you’re veering
into agency mode when…
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

A roadmap can be a diagnostic tool
for the state of the company

A bad roadmap is a
symptom of underlying
issues in a company

Symptom:
Initiatives written as features or solutions,
not problems to be solved.
Diagnosis:
Lack of team autonomy

Symptom:
Missing roadmap or vision, nothing tied
back to company-level objectives.
Diagnosis:
Lack of alignment

Symptom:
Roadmap dictated from above, no room for
questions or experiments.
Diagnosis:
Lack of psychological safety

Sales led roadmap
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Present day
No discovery
Client commitments
Client R
Client S

Interviewing?
Ask to see the roadmap!
Photo credit: https://www.reddit.com/r/cat/comments/aa6rt6/job_interview_ready/

How to escape
the agency trap
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

● Acknowledge it and have tough conversations
● Set your ideal outcome
What kind of company do you want to be?
● Separate agency work and charge accordingly
● Decrease dependence on project delivery cash
● Ditch your sales led roadmap
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides
How to escape the agency trap

Discovery led roadmap
Objective
Immediate problem to
be solved, currently in
development
Now Next Later
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides
Objective
Immediate problem to
be solved, currently
being prototyped
Potential next
problem to tackle
Objective
Potential next
problem to tackle
Objective
Potential next
problem to tackle
Objective
Potential next
problem to tackle
Objective
Problem likely months
away, but aligns with
vision
Objective
Other future problem
to consider
Objective
Other future problem
to consider
Objective

Get the guide
www.prodpad.com/resources/guides/ditch-the-timeline-roadmap/
bit.ly/ditch-timeline
Scan for
FREE access
to 6-page
guide

Get in the
sandbox!
Try ProdPad’s free Sandbox,
a pre-loaded account that
shows you what a typical
lean roadmap and OKR
set-up looks like.
Get in and play around!
prodpad.com/sandbox

You don’t have to go product
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Don’t fall prey to this
common startup killer!
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

What kind of company do
you want to grow up to be?
Product Agency
janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

Get the slides!
www.prodpad.com/product-management-resources/avoiding_agency_trap_slides/
bit.ly/agency-trap-slides
Scan for
FREE access
to entire
presentation

Thanks!
Ask me anything, or reach out if I
can help with anything at all.
linkedin.com/in/jannabastow
@simplybastow // janna@prodpad.com
Always open for a chat about product!
Get the slides
bit.ly/agency-trap-slides

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原版定制【微信:176555708】【伯明翰大学学院毕业证（Birmingham毕业证书）】【微信:176555708】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。【业务选择办理准则】一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信176555708】文凭即可二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信176555708】即可三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。留信网认证的作用: 1:该专业认证可证明留学生真实身份 2:同时对留学生所学专业登记给予评定 3:国家专业人才认证中心颁发入库证书 4:这个认证书并且可以归档倒地方 5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息 6:个人职称评审加20分 7:个人信誉贷款加10分 8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才留信网服务项目： 1、留学生专业人才库服务（留信分析） 2、国（境）学习人员提供就业推荐信服务 3、留学人员区块链存储服务 → 【关于价格问题（保证一手价格）】我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子我给客户的都是第一手的代理价格，因为我想坦诚对待大家不想跟大家在价格方面浪费时间对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！

怎样办理伯明翰大学学院毕业证（Birmingham毕业证书）成绩单留信认证

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原版定制【微信:95270640】【滑铁卢大学毕业证（UW毕业证书）】【微信:95270640】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。【业务选择办理准则】一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信95270640】文凭即可二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信95270640】即可三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。留信网认证的作用: 1:该专业认证可证明留学生真实身份 2:同时对留学生所学专业登记给予评定 3:国家专业人才认证中心颁发入库证书 4:这个认证书并且可以归档倒地方 5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息 6:个人职称评审加20分 7:个人信誉贷款加10分 8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才留信网服务项目： 1、留学生专业人才库服务（留信分析） 2、国（境）学习人员提供就业推荐信服务 3、留学人员区块链存储服务 → 【关于价格问题（保证一手价格）】我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子我给客户的都是第一手的代理价格，因为我想坦诚对待大家不想跟大家在价格方面浪费时间对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！

一比一定(购)滑铁卢大学毕业证(UW毕业证)成绩单学位证

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1. What kind of company do you want to grow up to be?

2. What do you sell? janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

3. What kind of organization are you? Product Agency janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

4. Time is the ultimate limited resource janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

5. Photo credit: https://fortune.com/2016/12/22/amazon-recycling-program/

6. Photo credit: https://howmuch.net/articles/the-world-tech-giants

7. Product companies change the world janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

8. Hi there! I’m Janna Bastow linkedin.com/in/jannabastow @simplybastow // janna@prodpad.com Always open for a chat about product! Get the slides bit.ly/agency-trap-slides

9. The power of product vs agency What we’ll talk about Sign you’re veering into agency mode How to get out! Reasons you’ll get pulled oﬀ track janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

10. janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

11. janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

12. Reasons you’ll get pulled oﬀ track janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

13. Cash is king janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

14. Just one more feature-itis janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

15. Enterprise customers janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

16. A lack of focus janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

17. A day late, a dollar short janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

18. janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

19. Photo credit: https://theverybesttop10.com/cats-with-their-heads-stuck/

20. janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

21. Every minute of time a client buys to have you work on their problems is a minute you can’t spend discovering and solving the bigger problems in the world janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

22. You know you’re veering into agency mode when… janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

23. A roadmap can be a diagnostic tool for the state of the company

24. A bad roadmap is a symptom of underlying issues in a company

25. Symptom: Initiatives written as features or solutions, not problems to be solved. Diagnosis: Lack of team autonomy

26. Symptom: Missing roadmap or vision, nothing tied back to company-level objectives. Diagnosis: Lack of alignment

27. Symptom: Roadmap dictated from above, no room for questions or experiments. Diagnosis: Lack of psychological safety

28. Sales led roadmap janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

29. Present day No discovery Client commitments Client R Client S

30. Interviewing? Ask to see the roadmap! Photo credit: https://www.reddit.com/r/cat/comments/aa6rt6/job_interview_ready/

31. How to escape the agency trap janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

32. ● Acknowledge it and have tough conversations ● Set your ideal outcome What kind of company do you want to be? ● Separate agency work and charge accordingly ● Decrease dependence on project delivery cash ● Ditch your sales led roadmap janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides How to escape the agency trap

33. Client R Client S

34. Discovery led roadmap Objective Immediate problem to be solved, currently in development Now Next Later janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides Objective Immediate problem to be solved, currently being prototyped Potential next problem to tackle Objective Potential next problem to tackle Objective Potential next problem to tackle Objective Potential next problem to tackle Objective Problem likely months away, but aligns with vision Objective Other future problem to consider Objective Other future problem to consider Objective

35. Get the guide www.prodpad.com/resources/guides/ditch-the-timeline-roadmap/ bit.ly/ditch-timeline Scan for FREE access to 6-page guide

36. Get in the sandbox! Try ProdPad’s free Sandbox, a pre-loaded account that shows you what a typical lean roadmap and OKR set-up looks like. Get in and play around! prodpad.com/sandbox

37. You don’t have to go product janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

38. Don’t fall prey to this common startup killer! janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

39. What kind of company do you want to grow up to be? Product Agency janna@prodpad.com // @simplybastow // slides: bit.ly/agency-trap-slides

40. Get the slides! www.prodpad.com/product-management-resources/avoiding_agency_trap_slides/ bit.ly/agency-trap-slides Scan for FREE access to entire presentation

41. Thanks! Ask me anything, or reach out if I can help with anything at all. linkedin.com/in/jannabastow @simplybastow // janna@prodpad.com Always open for a chat about product! Get the slides bit.ly/agency-trap-slides

Janna Bastow - Avoiding the Agency Trap

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Janna Bastow - Avoiding the Agency Trap