“Every extra custom field feels like flexibility to the client and technical debt to the engineer. The truth lives somewhere in between.” The fastest way to lose margin on a software project is to promise “we can change that later” without a clear rule for when you use custom fields and when you hard code. … Read more
“If your agency cannot run without you, investors will value it like a job, not like a company.” Buyers do not pay for your talent. Buyers pay for repeatable profit, low founder dependency, and clear growth levers. Agencies that hit a 5-8x EBITDA multiple usually share the same traits: recurring revenue above 60 percent, less … Read more
“The first meeting is not a free coffee. It is the first deliverable.” Investors ask one question when they look at a service business: “Does your time have a price tag or not?” The way you handle discovery sessions answers that question before they ever see a pitch deck. If your first meeting is free, … Read more
“Bad clients are rarely bad. They are usually just badly onboarded.” Investors do not fund agencies or SaaS companies because they have great ideas. They fund the ones that can take a stranger, turn them into a client, and then turn that client into predictable, low-friction revenue. Client onboarding is where that conversion either works … Read more
“The fastest way to stall a software project is to let the loudest relative in the room become the de facto product owner.” Investors rarely talk about it in public, but inside partner meetings they ask a blunt question: “Who is really steering the product decisions?” If the honest answer is “my cousin who knows … Read more
“The fastest way to kill margin is to say ‘yes’ to work you never priced.” The market quietly rewards founders who say “no” more than those who say “yes”. Agencies and tech shops that control scope see gross margins 10 to 20 percentage points higher than peers. The data is not perfect yet, but investor … Read more
“Founders think they need 50 case studies. Investors only read 3, and they decide in the first 90 seconds.” The market rewards focused proof, not volume. For B2B tech companies, three sharp, commercially relevant case studies usually create more pipeline, higher conversion, and better valuations than a bloated portfolio of 30 or 50 shallow ones. … Read more
“The next 1,000 fastest‑growing agencies will not do most of the work they sell. They will own demand, not delivery.” The market is rewarding agencies that sell SEO without actually doing SEO. Revenue grows faster when you control the client, the pricing, and the margin, while a white label partner handles the execution quietly in … Read more
“If your contract does not have a kill fee, you do not have a forecast. You have a wish.” Investors look at one simple thing when they read your service contracts: how fast you convert your time into predictable cash. The market rewards companies that protect that cash with clear terms. A kill fee clause … Read more
“Within 24 months, sales teams that switch from static PDFs to personalized video proposals will see 20 to 40 percent higher close rates on mid-market and enterprise deals.” The market is quietly voting with watch time, not page count. Sales teams that replace long-form PDF proposals with short, tailored video walkthroughs are closing deals faster, … Read more
