If I’m lying awake at 2:00 am, it’s likely due to one—or a combination—of three things: our people, our client relationships and our work.

To me, these are the most important elements of our Business. And they’re all interconnected, meaning when we have all three working well together, we see amazing outcomes.

Our people are our greatest asset and I’ve lost plenty of sleep thinking about how to empower them to be their best. Are we giving them the right training? Are client opportunities pushing them beyond what they believe they are capable of? Are we providing the proper constructive input to help them grow and empathetically recognizing when it’s time for someone to move on? And perhaps most of all, are we providing the inspiration to keep that fire in their bellies burning? After all, our people are the brains behind our programs, the personalities that create our culture and the fuel that drives our business forward. Ultimately, it’s the team that makes this agency successful.

I’ve also spent endless hours staring at my ceiling, searching for ideas on how to build stronger relationships between our people and our clients, anchored in mutual trust and respect. I contemplate whether our clients trust in our team enough to allow them to be bold and do the amazing work that I know they are capable of. Respect is the foundation for honest and open conversations and allows our teams to fight for what’s right, not what’s convenient. Without trust and respect, our work becomes commoditized; reduced to simple tasks and menial projects. Where our client relationships are strongest, we do our best work, taking on the most difficult challenges and delivering far beyond what is expected.

Finally, I’ve compromised months of sleep focusing on how to make the work the best it can be. Will it drive the results we want? Does it inspire the audience?  We are fortunate to work on programs and campaigns where the possibilities are endless and the pursuit of the best ideas will continue to drive many Sleepless Nights. But you know what? It’s worth it. Because every day brings new opportunities to explore, create, debate, challenge, fail, win and inspire—all because of the work.

I’m often asked if I lose sleep over the revenue—simply put, no.  Why? Because revenue is the outcome of our people, client relationships and work being the best they can be. I focus on the inputs. They’re what keep me up at night. And I expect that to continue for as long as I am in this business.

Want to hear more about the ideas that drive our approach? Let’s have a conversation.