Negotiate payment terms during the sales process instead of after. A client recently shared a success story from his agency—about how he negotiated a big prospect’s payment terms from Net 60 to Net 20. Let’s look at how he did it, since you can benefit, too!
You’re too busy with client work? Congrats! But never stop selling and marketing; it will come back to bite you later, as a dry sales pipeline. See an alternate take, via prolific comedian Henny Youngman, the “King of One Liners.” Magical thinking won’t keep you meeting payroll and hitting your profit targets.
Do your agency’s key clients see you as their day-to-day contact? That’s not good—once you grow beyond 5-10 people, you shouldn’t be the contact. You can swoop in and do fun client strategy work, but you shouldn’t be clients’ primary contact. Why? Because you’ll never hit your financial goals that way.
Want to find great employees at your agency? Be sure to conduct skeptical reference checks during the hiring process. They’re designed to help you find the truth, given that candidates—and even references—have an incentive to bend the truth or even lie outright. To help you save time and get better results, here are my top 10 questions to ask.
Overwhelmed by email while running your agency? Feel like you need to respond to emails immediately, or else you’ll get hopelessly behind? I recommended internal “Office Hours” as a way to help fix this. It can reduce your internal email volume by 30-50%, once you and the team fully adapt.