The lie of the busy agency

At Scorpion, we had an army of people doing stuff.

Blogs. Webinars. Decks. Social posts. We were “crushing it”… right up until we realized we weren’t.

We were busy, not effective.

We confused motion with momentum.

And when we stepped back to look at our real growth goals such as leads, sales, and pipeline velocity, we realized that most of our activity had zero measurable impact on the outcomes that actually mattered.

We had built a beautiful machine... that wasn’t going anywhere.

Sound familiar?

You're producing content. 

You’re posting on LinkedIn. 

You’re hosting webinars, running workshops, maybe even publishing a weekly podcast.

But here’s the truth:

Content ≠ growth. 

Work ≠ progress. 

Activity ≠ results.

Here’s the shift:

1. Start with the target. How many leads do you want this quarter? What’s your MRR goal?

Start there—not with a task list.

2. Reverse engineer the path. Instead of saying “let’s post 5 blogs a week,” ask: 

“What specific audience, message, and channel will move us toward this goal fastest?”

3. Build systems, not noise. Every marketing activity should earn its keep. 

If you can't draw a straight line between what you're doing and what you're trying to achieve, stop doing it.

For example, publishing content isn’t the goal. 

Driving 10 sales conversations with ideal-fit trial lawyers this month is.

And the only reason to hit publish is because it gets you closer to that number.

Here’s the thing…

If you're feeling stuck, it’s not because you're not working hard. 

It’s because the work isn’t aligned with the win.

Define the target. 

Then let everything else fall in line—or fall away.

CQ