Why Smart Agencies Are Choosing Retainers Over Projects with David Brecount

The Digital Agency Growth Podcast

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

1. Key milestones across 23 years (00:00:00)

2. Intro (00:00:00)

3. Book Promo (00:01:59)

4. Intro: Meet David Brecount of US Digital Partners (00:05:26)

5. From consulting to co-founding an agency (00:05:27)

6. Key milestones across 23 years (00:08:00)

7. Evolving from websites to full-service execution (00:10:05)

8. Why mid-market clients became their sweet spot (00:12:16)

9. Retainers vs. project chaos: the big shift (00:14:28)

10. How they built recurring revenue (00:18:39)

11. Business development: referrals, outbound & staying human (00:20:24)

12. What their clients are saying in a messy economy (00:22:38)

13. Macro trends vs. sales/marketing consistency (00:24:56)

14. Why “do it all” is the new norm (00:27:05)

15. The real role of AI (and what it’s not) (00:29:13)

16. Why most agencies aren't even at parity (00:31:14)

17. Building trust over automation (00:33:39)

18. Why selling services like SaaS can backfire (00:35:32)

19. Marketing is hard — and that’s okay (00:37:37)

20. “Plastic surgery vs. physical therapy” agency mindset (00:39:24)

21. How they actually structure and sell retainers (00:42:12)

22. Uncovering what clients really need (00:44:09)

23. Why $70 clicks are no longer sustainable (00:46:22)

24. From open office to private offices (00:48:08)

25. Innovation without ego: staying humble in agency life (00:50:34)

26. What’s next for USDP and David (00:52:52)

27. Where to connect with David Brecount (00:54:32)