Product strategy, pricing, hiring engineers, and shipping in agencies.
Every founder eventually gets the pitch: 'We're cash-light but the upside is huge — would you take equity?' Here's the framework we use to decide, and the deal structures that actually pay out.
Free scoping is where agencies lose margin and clients lose patience. Here's how we restructured discovery into a paid, two-week sprint that de-risks the build and closes more deals.
Most agency-to-product transitions die because the product team never gets its own oxygen. Here's the operational playbook we use to spin a product unit out of a services business without breaking either one.
Some of the most dangerous revenue in an agency is the kind that still prints money. Here's how we decide when to kill a profitable service line before it kills our roadmap.
Whiteboard interviews keep failing us on senior hires. Here's the paid trial project we run instead — what it costs, what it measures, and the failure modes to watch.
Most agencies lose money not on the original scope but on the drip of 'small' changes. Here's the protocol we use to keep change requests from quietly killing a project.
Most agency pricing debates are religious wars. After enough botched estimates and uncomfortable invoice conversations, we settled on a three-way framework — and a rule for when to use each.
Free proposals burn senior time and reward tire-kickers. Here's how we restructured the top of our agency funnel around a paid two-week pilot, what we charge, and how it changed close rates and client quality.
Agencies lose deals on the second call — the technical one. Here's how we restructured discovery sales by pairing an account lead with a working engineer, and what changed in close rates and scope clarity.
Retainers feel like the holy grail — predictable revenue, happy clients, no constant selling. Then you check margins six months in and realise you're subsidising the relationship. Here's how it happens and how to fix it.
The contract is signed and the kickoff call is scheduled. Here's how we structure the first 90 days with a new client to avoid the scope, trust, and velocity problems that usually surface in month four.
Trading agency hours for startup equity sounds like the smart long game. Most of the time it isn't. Here's how we evaluate equity deals, the math we run, and the contract terms that actually protect the shop.
Every services shop eventually tries to build its own product on the side. Most of those attempts quietly die. Here's what actually breaks when you run an agency and a product under the same roof — and how to stop it.
Most agencies hit a wall around 15 engineers where senior ICs aren't enough. Here's how we'd hire, scope, and onboard your first true staff engineer without breaking the org.
Scope creep doesn't kill agency projects. The inability to talk about scope creep does. Here's the exact conversation we run when a non-technical client says 'just one small thing'.
Two-month discovery phases used to be our default. They were also where most projects quietly died. Here's the compressed scoping process we now run in five working days — and why it ships better contracts.
Fixed price kills agencies that estimate badly. T&M scares clients who've been burned. Here's the decision framework we use at 72Technologies before signing a contract — and the math behind it.
