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A retainer rewards presence. After three months, no one checks if more was sold. Here's how we changed that and what it costs us. The Problem with Retainers Retainers are convenient. For us and for clients. You agree on a...

Performance-based compensation sounds good until you do the math. At what margins and order values does commission work, and when does it make both sides unhappy. Commission is not a universal solution Performance-based compensation is a strong argument. For the...

After three months, you know whether the collaboration is working. Why we have firmly integrated this exit point, even though it might cost us mandates. The annual contract is convenient, but wrong Traditionally, consulting mandates run for twelve months. This...