How a creative studio decided to give every account an owner before hiring

Starting point

A design studio whose half-year revenue had fallen by more than a quarter while staff costs rose, and whose result had moved from profit to loss.

What the Diagnostic found

• One account explained the whole year's fall.
• It spent about twelve times more on prospecting than on its existing clients.
• Only around 28% of the value contracted in the year's projects had been invoiced.

What was decided

Projects carry the workload, not the growth. Growth comes from the relationship: an owner per account, a light monthly contact and a formal review every six months. The hire waits until cash flow allows it.

What was delivered

• Revenue Diagnostic
• Client Master Brief
• Knowledge Base
• Competitive Landscape

Result

In progress.