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)
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.