Viewing entries tagged
Effectiveness Orientation

Go Beyond Scope of Work to Scope of Value

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Go Beyond Scope of Work to Scope of Value

Agencies are routinely given various “Scopes of Work,” then dutifully proceed to fulfill their client’s requests. But what’s missing from this sequence of events? What should come before the SOW? Our answer: the SOV — Scope of Value.

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Is Your Firm Incentivized to Be Inefficient?

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Is Your Firm Incentivized to Be Inefficient?

Why are firms like advertising agencies routinely criticized by clients for lacking the tools and practices that would make them more efficient?  The answer in large part is that there are no real economic incentives in place to make these things happen.  And if there's one thing economists agree on, incentives matter.

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What Timesheets Don't Tell You

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What Timesheets Don't Tell You

Take away timesheets, and most agency executives will proclaim the end of the world.  But back when agencies were earning average profit margins of 30%, there were no agency timesheets.  The fact is, time tracking isn't required for either pricing or resource management.

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The Outcomes Business

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The Outcomes Business

Answer this simple question: What is the value of three hours of your time spent on a client’s business? You can probably tell me what the cost of your time is (salary plus overhead), but assigning a value to the time is a much more subjective question.

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Focus on Teamwork, Not Timework

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Focus on Teamwork, Not Timework

What is the primary reason agencies don’t deliver more innovative solutions for their clients?  Lack of talent?  Lack of time?  In my experience, the latter is much more of a factor than the former.

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Trading A Cost Focus for A Value Focus

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Trading A Cost Focus for A Value Focus

Based on recent studies, the professional service firm spends over 10% of its time and energy recording, tracking, capturing, estimating, billing, and adjusting it’s time.  In other words, feeding the “time machine.”

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