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Retainers That Do Not Eat You
Eight chapters on the steadiest revenue in the agency and its politest leak. The worked retainer bills £4,500 for 45 scoped hours and delivers 62, which turns £100 an hour into £72.58 without anyone agreeing to it.
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Who this workbook is for
Agencies whose retainers arrived at 62 hours by accident
Nobody decides to over-service; it accretes one small yes at a time. The worked account gives away £11,832 a year at cost, which is 204 hours of free team time.
Anyone who dreads the renewal conversation
With twelve monthly hours reports in hand it is a pricing exercise rather than a plea. The worked renewal moves the fee to £6,200, which puts the rate back at exactly £100.
Owners with a book to fix
Four retainers giving away £21,576 a year, ninety per cent of it on two accounts, plus the two ways retainers mislead in the accounts: billing ahead, and year-end cut-off.
