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Profitable Client
Projects… Even in a
recession
Slideshare.net/iliamarkov
@nochainmarkov
Ilia Markov
Toggl
Who’s this guy?
● Leading the marketing
team at Toggl.
● Previous agency
experience with Animalz
and own agency.
● Based in Bulgaria (came
over to steal your speaking
slots).
What is Toggl?
A set of productivity tools
for knowledge service
businesses of all sizes.
A recession looming…?
BrightonSEO 2022.pdf
You’re a founder,
not a superhero.
You have just a few levers…
● Fundamentals (tracking them)
● Processes (creating them)
● People (leading them)
● Clients (partnering with them)
Mastering them will
get you through
Fundamentals
BrightonSEO 2022.pdf
Knowledge x Time
Track (billable) time. It doesn’t matter if you charge per
hour or fixed (project/monthly/retainer) fee.
How much time
should be billable?
i.e. What is your Utilization rate?
100% is not the right answer – it’s unrealistic and might
lead your team to burnout.
Anything <60% is problematic – what is going on in your
business?
75%
At least ¾ of the time you track should end up on your invoices.
Processes
BrightonSEO 2022.pdf
Investing in processes = success.
Client/service work is inherently unscalable.
Having a system of
documentation is key to
scaling from 3+ clients – but
staying on top of the
systems and how different
individual contributors fulfil
them is key.
Maeva Cifuentes,
Flying Cat Marketing
You cannot “waste”
time building
processes.
Team
BrightonSEO 2022.pdf
Some agency owners have less respect for their people…
You’re only selling
the motivation and
expertise of your
team.
Now is the best time to build up your team and your skills.
One last time… Don’t try to force 100% Utilization rate.
Clients
Overcommunicate.
It can be as simple as a Slack message. (Or a lot more
complex…)
[A client] should never have
to ask how a project is
coming along, they should
know.
Ray Slater Berry, DSLX
To repeat…
● Fundamentals (tracking them)
● Processes (creating them)
● People (leading them)
● Clients (partnering with them)
You’re not a
superhero, but you
have a power.
It’s your ATTITUDE.
Bonus tips: Use the best tools
30% off an annual plan with promo code:
bseo22
* Valid until 30 Nov 2022 for new subscriptions
Additional resources
● How To Track Billable Hours & Increase Profits by 20%
● Agency Utilization Rate
● Process Prioritization Worksheet [download]
● 3 easy ways to communicate with clients asynchronously
Questions or concerns?
Happy to answer later: @nochainmarkov

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