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...
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...
