Get agency advice on upselling, recurring revenue, business development, project management, and more in the July 2021 episode of Agency Office Hours with Karl Sakas. Click to jump to a specific Q&A segment:
- UPSELLING: Who’s in charge of upselling: sales or account management? [starting at 2:05]
- TRAINING: How can you ‘grow’ employees to up-level to become strategists? [starting at 4:41]
- BIZDEV: What are the 3 key parts of business development at agencies? [starting at 16:58]
- PARTNERSHIPS: How do smart agencies think about partnerships? [starting at 19:35]
- RECURRING REVENUE: How can we persuade clients to sign a retainer? [starting at 21:35]
- RETENTION: How can you predict if a prospect wants a long-term relationship? [starting at 24:46]
- STARTUPS: Should agencies work with startup clients? [starting at 29:25]
- CASE STUDIES: Which clients should you feature in case studies? [starting at 32:49]
- PROJECT MANAGEMENT: When should you hire a full- or part-time PM? [starting at 36:10]
- BUDGETING: How much budget should you reserve for Account Management and Project Management? [starting at 39:01]
- STAFFING: Can one person succeed doing both AM and PM? [starting at 40:58]
- SCOPE CREEP: What should your team say if a client wants something that’s out of scope? [starting at 43:06]
- ROLES: What’s the upside to one person doing AM + PM? [starting at 44:31]
- RECRUITING: Where can we find great job candidates today? [starting at 47:21]
- SCREENING: How can we predict a prospect would be a good client? [starting at 50:13]
- PROFILING: What can current clients tell us about our ideal future clients? [starting at 52:59]
Top resources from the live event:
- Here’s how to approach Upselling.
- Think about the right “level” for the role, versus where they are today.
- Remember, a good strategy is one that can be implemented!
- Retainers have pros and cons.
- Think about the level you need. For instance, here’s Karl’s approach around PM.
