While the market has been challenging, there are real opportunities for agencies to strengthen client relationships, protect margins and grow smarter.
Watch the full video below for insights from our founder on navigating today’s challenging agency landscape.
In an increasingly defensive market, agencies are being asked to deliver the same, or more, with less. Clients are tightening budgets, expectations remain high and margins are under pressure.
Here’s a quick summary of the key takeaways:
Be Proactive When the Signs Start Showing
Market conditions may be easing slightly, but the last few months have seen cautious client behaviour. One of the biggest risks? Budget cuts that come without a drop in expectations. This makes scope clarity and communication more critical than ever.
Document Scope Like a Lawyer
Vague agreements are a fast track to over-servicing and strained relationships. Agencies need to define deliverables clearly and in writing – what’s in scope, what’s not and what happens when things change. It doesn’t have to be a legal document, but it should read with legal precision.
Build in Flexibility (and Make It Explicit)
Whether it’s a retainer or project, build in ‘Flexscope’ clauses to manage change efficiently. Be upfront about rate cards, overage policies and how scope adjustments are handled. Clarity at the start leads to fewer headaches later.
Set Expectations Early — and Revisit Monthly
Don’t wait for a quarterly check-in. By the time a client raises concerns, it’s often too late. A monthly cadence of reviews helps agencies stay aligned with evolving expectations, avoid surprises, and reinforce the value they bring.
Shift Toward Value-Based Pricing
With AI entering the conversation, clients may question traditional pricing structures. Agencies must pivot toward value-first pricing by tying services to business outcomes like conversion rates, brand awareness or average order value. When clients understand the business impact, price becomes less of a debate.
Strengthen Relationships to Defend Revenue
Scope precision, frequent communication and value-based framing all contribute to defensibility. Agencies that consistently apply these practices stand a much better chance of retaining clients, even in difficult climates.
Struggling with client churn or shifting expectations? This video offers practical guidance from years of experience helping agencies grow, adapt and thrive. Watch it now and start building greater resilience into your client relationships.
As Simon concludes, ‘The best agencies don’t just deliver. They manage scope with absolute precision, and profitability depends on that.’
