Agency Doubles Revenue Through Active Lifestyle Focus

After building up a solid client base in general digital marketing, I made what felt like a career-limiting decision in 2020 - pivoting exclusively to active lifestyle brands when everyone said "niche down and you'll starve." Most agencies were going broader to survive COVID, but I went the opposite direction.

The risk was real. I turned away 60% of potential clients who didn't fit our new focus, including some big retainers that would've kept the lights on easily. My team thought I'd lost it when I started rejecting profitable work from random industries to chase after outdoor gear companies and supplement brands that were notoriously hard to work with.

But here's what happened: We became the go-to experts instead of just another agency. One client's email list grew from 90k to 300k subscribers because we understood their hiking community intimately. Blair & Norris saw exponential sales growth after our rebrand because we knew exactly how rural water system customers think and buy.

The narrow focus let us charge premium rates and attract dream clients who specifically sought out our outdoor industry expertise. Revenue doubled within 18 months, and now brands come to us instead of us chasing them through generic pitches.

Adam Bocik, Partner, Evergreen Results