Episode Summary
In this conversation, An Agency Story host Russel Dubree sits down with Matt Sutherland, co-founder of HQ, a boutique agency based in Salt Lake City that crafts web and mobile applications. From humble beginnings in general construction and a wedding tech side hustle, Matt reflects on building HQ alongside his business partner Zarin, with a focus on quality, stability, and staying true to what they do best.
Episode Highlights:
- Unusual beginnings: How Matt’s journey started in construction and pivoted through a niche wedding website idea.
- HQ’s accidental launch: Why starting an agency was never the plan and how their first big client paid “besideyouforever.com.”
- Intentional growth: The philosophy behind growing slowly and why it’s paid off in long-term client trust and team culture.
- Navigating risk: How HQ weathered losing a major client due to acquisition and what financial discipline has to do with it.
- Boundaries in service: The power of saying no, and how staying in their lane has helped HQ build lasting credibility.
Agency Info
-
Company: HQ
-
Guest: Matt Sutherland
-
Year Started: 2012
-
Employees: 11-25
We won’t say yes to something unless we are very confident we can do a good job at it.
Matt Sutherland
Key Takeaways
Start Where You Are, Even If It’s a Wedding Website
Matt’s foray into the tech world began with an unconventional product: a customizable wedding website builder. While it didn’t become a breakout success, the project put him and his co-founder on the radar for their ability to build functioning tech products. Sometimes, momentum starts with any project that shows you can deliver.
Accidental Agencies Can Still Be Intentional
HQ wasn’t built from a master plan. It grew out of necessity when people began asking Matt and Zarin to help build their digital products. But as they accepted more work, they intentionally structured the company to grow at a steady pace. They focused on quality over scale and it shaped their identity as a boutique firm.
Big Clients Can Disappear Overnight
When one of HQ’s largest clients was acquired by a competitor, their team was left without a major revenue stream. Fortunately, they’d prepared. By avoiding overextension and maintaining financial buffers, they avoided layoffs and sustained operations…a testament to the value of cautious financial stewardship.
Saying “No” Is a Strategic Superpower
In a world of agencies trying to be everything to everyone, Matt credits much of HQ’s staying power to its focus. They’ve intentionally said no to services they aren’t confident in delivering at a high level, including SEO and full-service marketing. The result? Strong client trust and reliable referrals.
Enjoy this Episode?
Subscribe to An Agency Story on your favorite podcast app for more real stories from agency owners. Loved what you heard? Leave a review or share this episode with someone building their agency from the ground up.
