When I launched Retailbound back in the mid 2000s, I had one clear goal — to help both product startups and established manufacturers scale successfully in retail. Nearly two decades later, the picture of me at the 2024 Consumer Electronics Show reminds me how far we’ve come — and how much I’ve learned along the way.
Every month, I get calls from retail buyers or professionals looking to start their own consulting agencies. They always ask the same thing: “What’s your secret?”
There’s no single “secret,” but there are plenty of hard-earned lessons. Here are the 10 biggest lessons I’ve learned about running a successful agency — plus a few bonus insights I’ve picked up since then.
1. It’s Hard Work — Really Hard Work
Building an agency from scratch isn’t glamorous. The hours are long, the pay (at first) is low, and the challenges are endless. You need a strong support system — people who will cheer you on when things get tough.
When I left a stable, high-paying corporate job to start Retailbound, many thought I was crazy. But my wife believed in me. Her support gave me the strength to endure those early, uncertain years — and it made all the difference.
Lesson: Success doesn’t happen overnight. You have to outwork, outlast, and outlearn everyone else.
2. Identify Your “One Thing”
If you’ve seen City Slickers (1991), you might remember Jack Palance’s character saying:
“One thing. Just one thing. You stick to that, and the rest don’t mean sh**.”
That advice applies perfectly to business. Find your “one thing” — the core service or value that truly defines you — and stick with it.
Many agencies make the mistake of constantly expanding their services to please clients. But focus is power. Do what you do best, and clients will keep coming back.
3. Don’t Just Present Your Work — Sell It
Selling doesn’t end after you close a deal. You’re always selling — your ideas, your expertise, your results.
Just like a marriage, client relationships require ongoing care. You have to continually prove that hiring your agency was the right choice.
Lesson: Every client interaction is an opportunity to reinforce trust and value.
4. Not All Clients Are Created Equal
One of the biggest mistakes agency owners make is taking on the wrong clients just to pay the bills. In the short term, it feels necessary — but in the long term, it can derail your agency.
“Problem clients” drain your time, energy, and morale. Be selective. The right clients value your expertise and align with your vision.
In nearly 20 years, I’ve only had to fire five clients — because we’ve learned to choose wisely from the start.
5. Over-Deliver, But Never Under-Value
At Retailbound, we always strive to exceed expectations — even if that means putting in extra hours. But while we go above and beyond, we never undervalue our time or expertise.
Over-delivering builds credibility and client loyalty. It’s why we’ve earned 60+ glowing testimonials on my LinkedIn page. It also allows us to charge fair prices without needing to discount our worth.
Lesson: Always provide more value than expected — but don’t sell yourself short.
6. Hire People Smarter Than You
This one’s simple: hire slow and fire fast.
Surround yourself with people who challenge and inspire you. I’ve been fortunate to work with incredibly talented individuals who are far smarter than me in their respective areas.
Early on, I created a Strategy Advisory Board of experts to help shape Retailbound’s growth. We refresh it every few years to keep new ideas flowing. The result? Continuous improvement and innovation.
7. Network Like It’s Your Job
Networking has been one of the most powerful tools for growing Retailbound. Whether it’s on LinkedIn, at trade shows, or through industry events, building relationships has opened countless doors.
In fact, many of our clients come from referrals from other agencies. I make it a goal to add at least one meaningful connection to my network each month.
Pro tip: Networking isn’t just about finding clients — it’s about learning from peers and exchanging best practices.
8. Stay Accessible to Clients and Employees
As your agency grows, it’s easy to become less available. But accessibility builds trust — and trust builds loyalty.
Make time for your clients and your team. Keep an open-door policy. Check in regularly. You’ll be surprised how far genuine accessibility can take your business.
9. Standardize Your Processes
If you want scalability and consistency, you need clear, repeatable systems.
At Retailbound, every consultant follows the same core processes, templates, and tools I developed years ago. This structure ensures consistent quality, faster onboarding, and smoother collaboration.
Lesson: Standardization doesn’t kill creativity — it amplifies it by freeing you to focus on strategy, not chaos.
10. Trust Your Gut
Experience teaches instincts — and instincts protect your business.
Sometimes, a potential client looks great on paper but “feels off.” When that happens, listen to your gut. Saying no to the wrong opportunity can be just as valuable as saying yes to the right one.
Bonus Lessons for Long-Term Agency Success
After sharing this list on LinkedIn a few years ago, people asked, “Why only 10 lessons?” So here are three more powerful lessons that have kept Retailbound thriving for nearly 20 years.
11. Don’t Be Afraid to Take Risks
Starting a business is always a risk. I left a comfortable job, with a family to support and a mortgage to pay, to chase a vision. But taking calculated risks is essential for growth.
From redesigning our logo to reinventing our service offerings, every bold move came with risk — and reward. Playing it safe rarely leads to success.
12. Never Be Satisfied
Complacency kills businesses.
The retail industry has changed dramatically in the past 30 years — and so have we. Staying curious, open to partnerships, and willing to adapt has kept Retailbound ahead of the competition.
Always look for the next evolution. Whether you’ve been in business for 2 months or 20 years, never stop learning, experimenting, and improving.
13. Consistency Is Your Best Friend
If there’s one word people use to describe me, it’s “consistent.”
From our weekly Sunday night client updates to using uniform templates across our team, consistency is at the heart of our success. It builds trust, creates predictability, and reinforces professionalism.
Lesson: Consistency isn’t boring — it’s your greatest growth strategy.
Final Thoughts: Celebrate the Wins
Running an agency isn’t easy. It’s filled with challenges, risks, and learning moments. But don’t forget to celebrate your victories — big and small.
As Retailbound approaches 20 years in business, I’m grateful for every lesson learned, every client partnership, and every milestone achieved. Here’s to the next 20 years of growth, innovation, and helping brands succeed in retail!
Thinking About Launching Your Product Brand in Retail?
If you’re ready to grow your brand and get your product into major retailers, Retailbound can help.
Since 2008, we’ve helped hundreds of brands launch, scale, and succeed in more than 150+ retailers across the U.S. and Canada.
📩 Contact us today to learn how our retail consulting team can help you increase sales and strengthen your retail presence.
About the Author
Yohan Jacob is the President and Founder of Retailbound, a full-service retail channel management consultancy. With decades of experience in retail buying, merchandising, and product strategy, Yohan has helped countless startups and manufacturers successfully navigate the retail landscape.
Retailbound specializes in retail strategy development, buyer engagement, sales management, and channel marketing — helping brands grow both in-store and online.
