Every business has competitors. But sometimes it gets personal—they go from competitor to rival. Many of my clients have a competitor who is great at self-promotion but lacks substance. In short, your rival tricks people into hiring them but there’s no...
Agency owners frequently ask me, “Should I hire a salesperson?” The answer is, “It depends.” Let’s look at the factors involved, to find the right answer for you and your agency. Ask Before You Hire a Salesperson Consider the following 7...
A coaching client asked for help as he develops retainer packages for his agency. He noted that he’s comfortable with what deliverables to promise at each price point—since he can estimate the work involved—but said he was concerned about how to make guarantees...
Several years ago, an agency owner shared: “I want to sell my agency for $10 million in eight years so I can retire.” He wanted to know if he was on track to get that exit price. Your ideal exit might be lower or higher than $10 million. Consider: Across...
A client asked, “I have a potential agency client asking me about NDA and non-compete. How can I combat requests like this to not box us out? Are there certain parameters you put in place?” When your prospect wants an NDA in the sales process, it is often...
