New Business is the life blood of any agency. Not just for the obvious reason that it creates future revenue streams, but also for talent.
New clients allow current staff to broaden the work they do and develop new skills. It also allows increased recruitment which builds the talent pool.
So why is it that some agencies focus so heavily on the short-term margin drug called “maximising resource utilisation”. Some say that this is good practice as it means all their talent are working on paying jobs so they are maximising profitability.
In reality, it means they only have enough staff to do the work they already have; they over rev their talent and they under resource their New Business efforts.
Short term gain for long term pain!
by Richard Wright
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