Agency/Client Relations, Agency Compensation, Revenue Growth
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In this economic environment, where clients are requesting more service for less compensation, "Scope Creep" is an unaffordable drag on agency revenues and a drain on already squeezed agency profitability. Unfettered "Scope Creep" can result in 10%-20% swings in uncompensated agency services and reduced account profitability.
To help agencies develop Scope of Work planning and tracking as a core competence, I have partnered with the 4A's to suggest systems, cultural mindset, educational tools and techniques for linking scope of work to agency staffing plans and agency compensation.
Does your agency have a comprehensive system for planning and tracking Scope of Work?
Is your Client Management team accountable to make sure that agency services are "approved" projects within the agency/client agreement--prior to start work?
Do you have established a project management change order process with each of your clients?