Grow Your Digital Agency
How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee
amazon.com
David Ogilvy on how organizations often focus on reducing costs, but should really focus on improving output:
"Clients who haggle over their agency's compensation are looking through the wrong end of the telescope. Instead of trying to shave a few measly cents off the agency's fifteen per cent, they should concentrate on getting more sales results
... See moreGrowing by 25 percent and adding 25 percent more partners is not a bad result but it does not further the goal of improving profit per partner. To do that, we must break one of the two conditions imposed; either bring in work that has higher fee levels than the firm’s current average, or find ways to service the firm’s work with higher leverage. Th
... See moreDavid H. Maister • Managing The Professional Service Firm
Which customers should you acquire, and how should you go about acquiring them?