My sales cycle is very short. I usually close the sale in the first meeting - or walk away knowing that a PO is imminent. Or I finish that meeting knowing that there’s no real opportunity there. Over many years I’ve developed a pretty good instinct of what is an opportunity and what isn’t, and where there’s a good fit and isn’t. Wish I could be more prescriptive, but it seems to be one of my magic powers.
The older I get, the more I value clients who are willing to shake hands once and let us handle it from there (or better yet, send me an email before a project and a check after it).
Having some 23 year old AE clumsily attempt to "manage" us is a recipe for imminent violence.... (us => spouse and I)
I agree with the first part, but disagree with the second. Rather, partially disagree. Most agencies are inept. There are some out there that run a very tight ship and it is a pleasure to work for them. They tend to be larger and have a system for handling contractors.
That said, since it's always less profitable, you're always better off having your own clients.
I imagine there's a longer selling cycle for the mid-sized business, offset by higher pricing? Which group is harder to serve? (eg. more iterations and drama inserted into the job vs. shaking hands, getting it done, and getting paid)