As your agency reputation grows and your sales pipeline improves, you need to start saying “no” to more opportunities. I call this the agency Sales Selectiveness Continuum: 1) Early in your agency, you don’t say “no” to anything; you need...
Got a client who wants your agency to cut your rates, without cutting the scope? Stand firm—don’t offer a discount without a scope reduction! An agency owner and coaching client recently asked me: “I’d love to get your take on a client of ours. The...
In vampire lore, there’s an idea that vampires can’t enter your house without your permission—you have to invite them in. The vampire might seem charming at first, so you ignore your instincts and ask them to come inside. They inevitably attack, and now...
Have you had an unexpected misunderstanding with a client or colleague at your agency? Part of the problem is that we’re “separated by a common language.” A former boss liked to use that phrase, with the point being we assume others think like we do,...
Want to increase your profit margins? It may be time to raise your rates. But before you do, there are some key considerations. Read on to discover a foolproof method of raising your rates without losing your clients. Raising prices is a great way to improve profit...
