Winning and retaining long term clients
summary
Agencies should aim for a predictable capacity model: a five‑person team can deliver ~6,000 billable hours, roughly $1M revenue, with ~20% profit ($200k) if core staff hit an 80% billable target and founders accept 30–50% billability. Win larger, complex clients (10–20 accounts) and retire low‑value ones; move to retainer 20 hours/month or upfront annual billing (example: $100k/year hosting + enhancement hours). Start projects with a signed project charter, price by sprints (e.g. 10 sprints × $25k), and maintain multi‑tiered client relationships.
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chapters (15)
- 0:00Start
- 1:32What makes your business sustainable?
- 2:11What's your capacity model?
- 3:31Profit model?
- 4:11Let the numbers decide..
- 9:39Define your ideal clients
- 11:13Long-term client attributes
- 12:25Unless you enjoy herding cats
- 14:34Seeding your preferred clients
- 19:33Why will clients choose you?
- 32:18Repeat revenue
- 33:15Support & hosting
- 34:08for hiccups
- 39:13a shelf-life
- 41:05or comments?
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