During Executive Coaching, an agency owner asked me about whether to require vendor references if a prospect wants client references: “From time to time prospects will ask us for client references to speak to before they will agree to work together. I’ve...
Get agency advice on bizdev, pricing, employee onboarding, resource management, and more in the August 2020 episode of Agency Office Hours with Karl Sakas. 1. Growing revenue beyond referrals from your own network [starting at 4:38] 2. Exploring revenue models like...
Agency owners frequently ask me for advice on agency structure and roles, including how to change team structure as they grow. The right approach is unique to your agency, but there’s a universal factor—all agency roles fit into one of six core role categories....
An agency owner asked me: “What percentage of agency revenue should go directly to the selling process?” As a benchmark, I typically see agency Cost of Sales range from 5% to 20% of revenue. The 5% cost of sales would be for a smaller agency with part-time...
As an agency leader, you face an inevitable reality: 100% of your employees will eventually leave you, whether voluntarily or involuntarily. Agency benchmark: your annual employee turnover should be under 20%. The good news about preparing for [voluntary] employee...
