Use this if you need your agency to make more money…
STANDOUT agencies make sure the majority of their clients use the majority of their services the majority of the time.
I’m a big advocate of specialised agencies. Firms that offer a small number of services rather than everything under one roof. It’s Principle #3 in my book STANDOUT OR DIE.
I do get challenged on this though. Some people assume it means I only want to see a single service in an agency (and they think that this will limit growth).
Specialisation is how I believe you can win in todays agency market. However, I do accept that for some agencies it is better, and even necessary, to offer more than one service.
If you do this though, make sure that most of your clients are using most of your services and you are not just providing clients with a buffet they can pick or choose from.
So many agency owners I meet don’t have a grasp of how each service they offer is used. They don’t know how profitable – or not – each revenue stream is. Yet they frequently consider adding more.
Staffing up to provide services that only a few clients use is a sure fire way of losing money. Don’t let this happen to you.
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