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section 1
Agency Fundamentals
A simple walkthrough of how to interpret a profit and loss statement so you understand the basics. (Your accountant will be amazed by your thoughtful questions)
The TWO accounting statements you need to master to check if your agency is profitable
A complete thorough deconstruction of what a balance sheet is and all its components. (Plus, the most important equation you should know – the equivalent of E=mc^2)
Why Performance Based Consulting sounds great on paper, but is actually terrible in practice
A downloadable revenue model calculator to help you determine which revenue model to choose for your services
Why it’s difficult to scale revenue with big projects
The ONE non-negotiable thing your services need to have in order for you to be profitable as a freelancer or consultant
Why boring industries can sometimes make you the most money. (And how specializing in one boring industry helped my agency effortlessly close sale after sale)
section 2
Business Development
16 lead generation tactics that require ZERO cold calling
The single most important lead generation tactic that allows you to position yourself INSTANTLY as the expert just by association
Complete deconstruction of how your prospective client thinks about their problems and how you can leverage that into your sales pitch
The SINGLE most important concept for service businesses to understand in order to easily hit income targets
The TEN sales metrics every consultant or service business needs to track in order to understand the full sales picture and its impact on profits. (Miss one of these and you will be flying blind during your sales cycle)
The ingredients of a great sales pitch deck to persuasively communicate the value your service provides to prospective clients.
The THREE biggest mistakes service businesses make when marketing their website and how to fix them
5 tactics that will easily improve your website’s homepage so you avoid the kitchen-sink marketing syndrome
How to leverage knowledge of client budget cycles into your sales process so you can intercept them when they are most likely to buy
My Client Budget Cycles framework to track client’s budget cycles and stay top-of-mind during the sales cycle
Why most agency’s revenues come from 2/3 of existing clients and how client relationships are the difference factor between you and your competitors
The Bad Client Checklist and the Sauer Principle (80% of the pain in your butt comes from 20% of your clients)
section 3
Growing Your Agency
Why agencies fail in making clients happy with the work they deliver
The 9 critical questions you should ask your clients during the onboarding process to manage client expectations
The FOUR components of project management
How to receive timely payments from clients
My secret to effective Statements of Work that you can learn and implement right away.
Discover how to use the RHC metric so you know EXACTLY when to hire a new employee from a f
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