Question
Topic: Strategy
Customizing Markeintg Pricing Structure
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In this tough economic time, customers/clients are tighter fisted than ever which makes us marketers come up with more creative ways to present and sell. I am a sole proprietor marketer/graphic designer and have been in business for two years now (but in the industry for over 15). I have a two fold question that I would love some advice on:
1. I am the "creative" mind...The designer and I "partner" with a marketing person who is the marketing brain. He helps me put together marketing plans for clients and I do the creative to support these plans. We presented a rough plan to a client that involves a retainer to take us on to build and implement their marketing plan. The retainer consisted of a set amount to be paid up front for the first month (to build the plan) and then we required them to lock in to at least a two month retainer so that we could work closely with them and their staff to help implement the plan over the next month (including creative work). Problem for the client is that their marketing budget for the year was right around what our two month retainer would cost them. They had trouble laying out that cash up front for two months when they expected to pay over the course of the year for marketing. Has anyone ever worked on NO retainer and on a percentage of sales? I would love to scale the retainer back and perhaps structure it so that we get a percentage of their sales over the course of a period of time to pay for the amount we would have charged for the retainer. Has anyone done anything like this and what is recommended....To make these services affordable for small businesses?
2. Second part is regarding my marketing associate. What is fair compensation/percentage for his efforts in building the plan and doing the marketing end of all this. The lead and client belongs to my company but couldn't do it without my marketing associate (who is not an employee...Just an associate that I partner with for projects that involve marketing efforts). What do you recommend the percentage split being?
Thanks much for any advice!