morningboy.space

The whole piece is worth reading but am reproducing a few things quoted by Enns Blair in a one-to-one with Eric Karjaluoto:

The most lucrative firms have a smaller client base and very
selectively add a small number of high quality new clients in a year. There’s less frantic activity and more measured evaluation of the opportunities at hand. They say no a lot more.

Lack of power. In the typical client-agency relationship it’s the
client that has the power, not the agency. The client’s power comes
from the availability of substitutes. There are too many
undifferentiated design firms competing for too broad a spectrum of
clients. This plethora of choice in sellers shifts all the power to the
buyer. It’s Economics 101.

The only real way for a firm to shift the power is to eliminate as many
substitutes to hiring their firm as possible. They do this by building
a deep expertise. The easiest way to build deep expertise is to narrow
the focus of the firm.

Adfactors is doing just that. Building and leveraging deep expertise. What's yours?