Creating an Airtable agency that grew from nothing to £1M in just 18 months has imparted numerous lessons. Below are the critical takeaways we have gathered from this journey.
Product-focused Approach Over Custom Development
We began our venture by developing bespoke applications for paying clients but soon realized this model was not scalable. The challenges of custom development included:
- Starting each project from the ground up
- Extended sales processes
- Unpredictable timelines
- Growth dependent on hiring more staff
As a result, we pivoted to designing reusable components tailored to our industry, shifting to a product-oriented model with custom setups. Each component has been tested across various clients, allowing us to predict timelines accurately, set prices confidently, and expedite delivery.
Charge for Initial Consultation
One of our most significant early mistakes was offering free consultations and project planning, which resulted in:
- Overwhelming our team
- Undermining our expertise
- Inaccurate estimates
- Project scope increase
Now, by properly charging for these initial consultations, we’ve fostered more client respect, engagement, and refined requirements, as this is where we deliver substantial value by addressing real business dilemmas rather than just creating features.
Specialize in a Niche
While a generalist approach may seem appealing to new agencies, specializing has revolutionized our workflow:
- Shorter sales timelines
- Increased success rates
- More effective solutions
- Enhanced expertise
- Increased referrals
Choose an industry you’re familiar with, understand its challenges, and develop realistic solutions.
Form Strategic Partnerships
Partnerships are key; however, many agencies mismanage them. Avoid:
- Partnering with too many platforms
- Expecting quick outcomes
- Leading with tech skills
Instead, concentrate on 2-3 significant platforms, cultivate sincere relationships, solve their client challenges, and become an integral part of their ecosystem.
Transition to Value-Based Pricing
Initially, we charged by the hour, a common oversight, but later switched to value-based pricing that includes:
- Fixed pricing for components
- Organized project phases
- Clear expectations
- Consistent profits
Clients appreciate this approach, enabling them to understand what they will receive and at what cost.
In summary, succeeding with an Airtable agency extends beyond technical skills; it revolves around addressing genuine business needs. Emphasize the value, create repeatable solutions, and fairly charge for your expertise. This strategy has been effective for our growth.