If you have a lot of leads, have sent cold emails and got meetings on the calendar, you are probably on the right track. But do you know what to do next on your agency’s delivery process?
In this blog post, I want to break down everything to do next. From reaching out to the clients, the sales call, the process of the contract draft, as well as tips and tricks on how to add the legalese to it, all the way to the kickoff.
So, how do projects come together and how do they start?
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1. Qualification Call
You want to know your clients before you start drafting your proposal. This is where you get on with the client and try to assess their needs. It is important to ask them about what have they done in the past, whether they have worked with other agencies like yours, what have they dealt with and what are they dealing with now.
The main goal is to qualify them and make sure they have the budget. As soon as you understand everything about their project and their app, your team goes back and put together the proposal that is meant to explain the whole project.
2. Sales Call
Next step on your delivery process is the sales call, where you present the proposal to the client. I only recommend sending the proposal about five minutes before the actual call, that way you have a chance to walk them through, explain everything and how do you plan to do the kickoff, also, that way they are not going to get discouraged if the price is too high.
Back to what I have said in previous posts, you never want the first time a client sees your pricing to be without you in the room. You always want to discuss the pricing together so you can answer any questions.
3. Draft a Contract
Don’t know how to draft a contract? It is OK! A lawyer can help you write out the initial proposal template and add legalese to it, depending on what type of company you have. Some agencies prepare two contracts, namely, the main one and a second which shows how they work together.
4. Legal Review
If there is a problem with the contract or any doubts, the next step is the legal review call where you and their lawyer –if they’re a bigger company- or you and them will go through the legal terms and make sure everything is good to go and all matches. Afterward, if everything looks good, they will sign.
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5. Kickoff the Project
The way we do it both at X27 and at Dom&Tom is having the salespeople to handle everything up to the kickoff, the back-and-forth, the proposal writing and the pricing, and coming up with legal language. A lawyer will look over the contract and then we’ll go to the client.
Once everything is signed and the client has paid, the kickoff is on the calendar. This is the moment where the production team and the project manager comes in and outlines the entire process.
At X27, we wait at least two weeks from signing to kickoff, which gives us enough time to get completely ready, and if we are ever “punching above our weight class” and we need to hire, two weeks is more than enough time to find a good person. If it sounds good for you, you can wait two weeks to put together this kickoff.
That’s the whole process, after the kickoff you are in production which is a whole different blog post on how to actually deliver projects and then present projects so that clients want to keep working with you. We will address that in another blog post in the future, but for now, that’s all we need to cover up from that initial call all the way down to the kickoff.
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