Four critical tasks every agency owner must complete before quarter-end to drive sustainable growth.
1. Review Outstanding Quotes & Implement a CRM
The longer you leave a quote outstanding, the less likely you are to win that work.
Without a CRM, following up on quotes becomes chaotic. Prioritize recent quotes first, then tackle older ones by adding value through case studies rather than simply asking for updates.
2. Create a Client-Service Matrix
Build a spreadsheet identifying which clients use which services. This reveals upselling opportunities.
Many historic clients aren’t aware of your expanded service offerings. They represent untapped revenue. Deepening relationships with existing clients beats constantly chasing new prospects.
3. Audit Your Invoicing
We’d find tens of thousands of pounds of unbilled work at the end of every quarter. Once we discovered a forgotten £15k brand redesign invoice.
Systematically check project management systems against actual invoices. Flag scope creep and unbilled items. This audit can uncover substantial hidden revenue.
4. Align Your Sales Team
Sales staff need clear visibility into year-to-date performance versus targets.
Have strategic conversations about specific activities and pipeline deals likely to close, not traditional performance reviews. Focus on what’s actually going to move numbers.
Implementation Timeline
- Week 1: Sort quotes and implement CRM
- Week 2: Build client-service matrix
- Week 3: Audit invoicing
- Week 4: Align sales team
- Ongoing: Weekly check-ins with quarterly audits
These foundational processes enable scaling from modest to substantial monthly revenue figures.
Start this quarter. Your future self will thank you.