Ka-ching!

KA-CHING! is all about the money. We'll help you to navigate your way through the Account Management minefield of sales, business accounting, profitability and more.

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• Creating a culture of "honest hours"
  Do you feel pressured to fill every single minute of your 8 hour time sheet with chargeable time? 
• How to work with contractors and still make a profit
  There is no doubt that contractors squeeze a job's profitability so how can an agency account manager work with contractors to benefit both agency and clients?
  
• Is a cost blowout redeemable?
  When a job summary shows a blowout of costs, can you invoice your client for the over-runs?
• "It's too expensive!"
  How can you alter your client's perception, win your client over and close the sale?
• Not-for-profit clients: should you work for free?
  When talking with a prospective not-for-profit client it can feel "wrong" to broach the subject of charging money for your services. What should you do? 
• Sales? No thanks!
  Within AgencyLand there is a definite "Sales Spectrum" of being sales-focused vs being relationship-focused. Where do you sit, and which way is right or wrong?
  
• Should you charge for account management time?
  Does your agency charge clients for your account management time? Perhaps it is not charged out at all...and should that matter?
  
• Should your client be paying a retainer?
  What is a "retainer"? What is included in the fee? Is a retainer a good idea for both agency and client?
• Whale hunting: how to land a whopper account
  To land large whale-sized accounts for your agency you’ll need to learn how to go whale hunting (a.k.a cold calling on steroids). 
  
• What if your client won't pay?
  What do you do if your client is late paying their account, or flat out refuses to pay an invoice?
  

If you liked these articles, you'll LOVE 'How to Wrestle an Octopus: an agency account manager's guide to pretty much everything'!
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