Price the Building, Not the Bricks
Clients don’t want to buy hours or parts – they want outcomes. By packaging services into programs and pricing the deliverable instead of the labor, agencies can elevate perceived value, simplify pricing, and strengthen profitability. When you price the building, not the bricks, you transform your firm from a collection of tasks into a creator of complete solutions …
For the Agency Business to Live, the Billable Hour Must Die
The agency business isn’t dying from lack of innovation – it’s suffocating under the weight of the billable hour. Professional firms can’t compete for top talent or scale their profits when their revenue is tied to time instead of value. To survive, agencies must abandon the hourly rate and reimagine their work as scalable products and programs – decoupling growth from headcount and creating true exponential potential …