Why Fickle Clients Are More Profitable In the Long Run
Everyone wants to be the quarterback — the agency that signs a client and is ushered right into the C-suite to serve as the backbone of the client’s marketing strategy. Your agency loves clients like these because they value the same thing you do: the work. They expect you to be the workhorse of their marketing department that can do it all, which leads to a partner dynamic rather than a vendor relationship. According to an Agency Management Institute report, these “looking for love” clients make up 29 percent of companies out there. And while you probably enjoy working for these companies, they might not be the best for your agency. Demanding, Fickle Clients Are Actually More Profitable The AMI report identified another subset of organizations looking for agencies: the clients who like to play the field. These clients see their agencies as a necessary evil, not a core part of the team. They usually look for specialists, rather than generalists (such as PR or SEO), and often have a number of agencies on retainer at the same time. They tend to be fickle and apt to change agencies frequently — even if their current agency is doing a good job. These clients won’t give you the warm fuzzies, but they can come with big benefits in terms of pricing, budgeting, and time commitment. Because playing-the-field clients are specifically looking for tactical expertise, you don’t have to work hard to sell them on your agency. They already know what they need, and they wouldn’t be talking to you unless they’d recognized your ability to fulfill that need. These clients also tend to have bigger budgets and are willing to pay a premium for your brand of [...]