Fighting Bears for Sandwiches: Lessons for Small IT Agencies

Picture this: it’s 2015, and you’re camping in the Canadian wilderness. You’ve been looking forward to your sandwich all day. Suddenly, a black bear appears, eyeing your meal like it’s a Michelin-starred entrée. Most people would panic. But not this guy. He squared up, punched the bear, and won back his sandwich.

This story might seem far removed from running a small IT agency, but let’s be honest—business often feels like fighting a bear. Whether it’s a demanding client, overwhelming competition, or a chaotic project, there’s always something trying to take your “sandwich.”

Here’s how this camper’s grit can inspire agencies with small teams to face challenges head-on and keep their businesses thriving.

The camper didn’t fight the bear just for fun—he fought because his sandwich mattered to him. In business, not every battle is worth the effort. For small agencies, with limited time and resources, you need to identify what’s truly worth your focus.

For Agencies:

• Your “Sandwich” is Your Niche: What does your agency do better than anyone else? Is it rapid prototyping for startups, a unique approach to lead generation, or stellar UI/UX design? Focus on your core strengths and don’t spread yourself too thin.

• Choose Clients Wisely: Not every project is worth the headache. The wrong client can drain your resources, hurt team morale, and derail your growth.

How to Apply It:

• Develop a clear client vetting process. Does this client align with your expertise? Do they respect your team’s time and value? If not, let the “bear” have this one.

A small agency with 10 people might feel like the underdog when competing against larger firms. But just like the camper didn’t let the bear’s size intimidate him, small agencies shouldn’t let big competitors scare them off. Your agility is your strength.

For Agencies:

• Lean on Your Speed: Larger agencies may have layers of bureaucracy, but small teams can move fast. Use this to your advantage in delivering results quickly and pivoting when necessary.

• Be Personal: While big firms might offer scale, they can’t always provide the personalized attention clients crave.

How to Apply It:

• Position your size as a strength. Emphasize your ability to provide tailored solutions and direct communication with your best talent.

• Focus on creating standout case studies that showcase your team’s unique approach and results.

The bear in the agency world? Scope creep. It starts innocently—a small request here, an extra tweak there. Before you know it, your team is overwhelmed, deadlines are slipping, and your profit margins are shrinking.

For Agencies:

• Set Boundaries: Just like the camper had a clear boundary (his sandwich), your agency needs firm limits. Define the project scope in detail and stick to it.

• Communicate Early and Often: Clients often don’t realize they’re asking for extra work. Clear communication prevents misunderstandings and protects your team’s time.

How to Apply It:

• Use contracts to outline deliverables and include a change order process for additional requests.

• Train your team to say “no” gracefully or redirect the conversation toward formalized scope changes.

The camper may have thrown the punch, but witnesses confirmed the story, turning him into a legend. For small agencies, your team is your biggest asset. A cohesive, motivated group can punch far above its weight class.

For Agencies:

• Celebrate Wins: Whether it’s landing a new client, completing a tough project, or simply surviving a busy week, acknowledge your team’s efforts.

• Support Growth: Small teams can’t afford disengaged employees. Invest in training, encourage creative problem-solving, and make sure everyone feels heard.

How to Apply It:

• Hold regular retrospectives to discuss what’s working and where improvements can be made.

• Create a culture where people feel empowered to tackle challenges—and share their own “punch-the-bear” stories.

The camper didn’t just save his sandwich; he became a local legend. For your agency, every tough project or challenging client is an opportunity to build a story. These stories aren’t just fun—they’re powerful marketing tools.

For Agencies:

• Share Case Studies: Highlight your team’s ability to overcome challenges and deliver results.

• Create Brand Lore: Build a narrative around your agency’s resilience, creativity, and problem-solving skills.

How to Apply It:

• Turn your biggest challenges into content. Blog posts, LinkedIn updates, or videos showcasing your process can attract the kind of clients who value your grit.

The camper’s story reminds us that grit, focus, and a willingness to fight for what matters can overcome even the most intimidating challenges. For small IT agencies, the bears are everywhere—competition, demanding clients, scope creep. But with the right mindset, you can punch back and protect what matters most.

So, the next time you feel like the underdog, remember: even a bear can be beaten when you’re defending something worth fighting for.