Have you been tempted to give new clients a “first-time” discount, to close the deal and get the cash at your agency? You’re not alone—especially if your sales pipeline feels shaky, you’re feeling eager for revenue, and an initial discount...
In the September 2020 episode of Agency Office Hours, we discuss agency pricing, squirrelly clients, team accountability, and more! Click to jump to specific segments: PRICING, including best practices in pricing, pricing automation, pricing models, custom vs....
Wondering how to approach scoping at your agency? It’s an important decision—especially around choosing which team members ‘own’ the custom scoping process. When the right people lead scoping, you set the stage for smooth and profitable delivery—and...
To paraphrase marketing pioneer John Wanamaker: Is your agency wasting half the money you spend on new business development… but you don’t know which half? You’re not alone; many agencies spend too much on sales, relative to the results they get. But...
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...
