If the service has low margins, the only way to create real profit is to manage like a surgeon. It's not about selling more — it's about cutting waste and increasing efficiency.
Where the waste is
Most agencies lose money in 3 areas: unnecessary meetings, rework due to lack of process, and clients that drain time without paying more.
The 3 margin thieves:
- Meetings without agenda: 30 minutes lost per meeting
- Scope creep: Client asks for 'just one more little thing'
- Perfectionism: 80% of the result with 20% of the effort
Margin is not created by selling more. Margin is created by wasting less.
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