In this episode we're breaking down the three decisions that define what your business actually is next year — what you charge, what you keep, and what you let in — plus the calendar for each, because every one of them has a runway and they all run out December 31.
What to Expect in This Episode:
- How to time a January rate increase so it lands as a conversation instead of an ultimatum
- The importance of knowing profit per client, not just revenue per client
- Which offerings to sunset, which to launch, and why both belong on your Q4 list
- The qualifying questions that make saying no to the wrong client dramatically easier
Actionable Takeaways:
Decide your rate increase in October and communicate it in November — a 90-day runway is for the client, not for you. December is too late; half your clients are on vacation and the other half are closing their own year.
Give clients two options instead of one number: the new rate, or keep their current number and adjust the scope. The ones who take the scope option are often the ones who would have left.
Go account by account on profit, not revenue. In most agency books two to four accounts are running at or below break-even while everything else subsidizes them — and you'll find them within twenty minutes of looking honestly.
Write your go/no-go criteria down before the next opportunity arrives. If you're winning a third or more of what you pursue, get pickier. If you're winning under one in five, the problem isn't your pitch — it's your positioning.
About Your Hosts:
Melissa Lohrer is the Founder of Waverly Ave Consulting, a Growth Consultancy for indie agencies. She partners with agency owners to create seven-figure growth through strategic repositioning, modern revenue models, and relationship-based sales. See her website and connect with Melissa on LinkedIn.
Meredith Fennessy Witts is the Founder of Le Chéile, the go-to finance and strategy consultancy for creative agencies scaling beyond seven figures. She helps creative founders clarify their cash flow, restructure niche offers and pricing, and ensure they're running a profitable business... mindfully. See her website and connect with Meredith on LinkedIn.
What's the one decision you've been putting off? Tell us — we might cover it.
Reach out to us about this episode or other ideas on LinkedIn or hello@agencydarlings.com.
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