“If you would not pitch them again today, they should not be on your client roster next year.” Investors look for one thing first: does the revenue base get stronger or weaker over time. The same rule applies to your client list. The businesses that grow fastest in tech quietly fire the bottom 10% of … Read more
“When an agency says ‘we do everything,’ investors hear ‘we do nothing better than the market average’.” The market increasingly punishes generalist “full service” agencies on margins and growth multiples. Buyers still like one invoice and one point of contact, but they no longer trust one team to own brand, performance, product, and analytics at … Read more
“The fastest way to cap your revenue is to sell your time instead of your outcomes.” The market rewards outcomes, not hours. Agencies that switch from hourly billing to value-based pricing often see revenue per client rise 30 to 300 percent, while client churn falls. That is not magic. That is simple math: when you … Read more
“Recurring revenue is either the cleanest profit in your business or the slowest way to lose trust with your clients.” The market for “website care plans” sits in that uncomfortable middle ground between real recurring revenue and a soft subscription tax that clients do not understand. Agencies report MRR. Freelancers talk about “passive income”. Clients … Read more
“Generalist agencies are not losing to better creatives. They are losing to clearer positioning and sharper economics.” The market is voting with retainers and renewals: tightly positioned specialist agencies are growing 2 to 3 times faster in revenue and profit than broad “full service” shops. The generalist pitch sounds safe, but the numbers point in … Read more
“If your oldest clients still pay your launch prices, you do not have loyal clients. You have subsidized ones.” Investors look at your pricing before they look at your pitch deck. Revenue quality matters more than revenue volume. A founder who can raise prices on legacy clients without a churn spike signals market power, brand … Read more
“Agencies that shift 60% of revenue to retainers trade feast-or-famine stress for predictable cash and higher valuations.” The market favors predictable revenue. Agencies that move from one-off projects to a retainer model grow more steadily, secure better funding terms, and sell at higher multiples. The tradeoff is clear: lower peaks in the short term, stronger … Read more
“Cold calls burn trust. Content compounds it. The market now rewards whoever owns the search box, not the phone book.” The data is blunt: inbound content programs are producing 3 to 5 times more qualified opportunities per dollar than classic outbound calling in most B2B tech segments, especially for deals under 100k ACV. Sales teams … Read more
“Fast-growing tech companies do not run out of ideas. They run out of people at the right cost, doing the right work, at the right time.” Investors do not care whether you hire full-time or build a bench of subcontractors. They care about one thing: your ability to turn a dollar of headcount spend into … Read more
