Mastering Client & Prospect Leadership (2/3): Managing Scopes, Estimates & Profitability

About this Series
This series is designed to increase the business strategy and leadership skills of senior and mid-level client-facing and new business teams – creating strong client alignment, deep strategic partnerships, and more profitable growth.

About This Session
Keeping clients on scope is one of the most persistent – and costly – challenges in the agency business. In this session, your teams will learn how to take far greater control of client projects by leading scope, estimates, and project expectations more effectively from the outset. Instead of reacting to pushback and scope creep, they’ll see how stronger upfront leadership prevents margin erosion and turns scope changes into paid work.

The ability to lead clients through the proposal and estimate process is a fundamental leadership skill. The goal is to make scope control and profitability protection a standard practice across every project.

The skills your teams will learn

• Principles for writing SOWs, estimates, and proposals that ensure strong margins
• How to secure stronger client buy-in to fees and commercial expectations
• How to establish guardrails that keep clients on scope
• How to convert scope changes into incremental revenue, not write-offs

See the next session in this series >

Training Materials

Following the session, those who attend will receive one week of recording access.

Who Should Attend

This training is best suited for those client-facing and new business team members who play a key role in running (and growing) clients: account management/client services, new business, strategy, project management, and more.