How often is there a mismatch between your agency sales and delivery process?
How often do we deliver something fundamentally different from what we thought was agreed with a client?
It’s rare for the sales process to include much time from the delivery team. It inflates the cost of sales, and unsuccessful pitches feel significantly more risky. So is it worth it?
Is it worth it?
For me, absolutely. Agency sales teams aren’t always able to consider the risk that’s baked into the projects they sell without experienced members of delivery. There has to be a better approach that isn’t many times more expensive.
I see this reduction of project risk, and the multiplying effect on team and client engagement as an investment in the future. An acknowledgment that project failure and client churn is significantly more expensive than bringing forward discussions about project delivery. Even if some projects never happen.
What would early delivery involvement look like?
Start with the ‘why’. Why now, why this, what will success look like and how will we measure it?
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