Ep 35: The Agency Leaky Bucket: How to Patch Churn Before It Sinks You

Key Takeaways

• Client churn often feels sudden but usually stems from deeper issues than just performance.
• Reacting to churn with more sales efforts alone treats the symptom, not the cause.
• Real solutions come from diagnosing and addressing foundational operational and leadership gaps.
• Agencies must assess fit and alignment with their ICP before onboarding clients.
• A structured, visual onboarding process dramatically improves early client experience.
• Early value delivery within the first 14 days is crucial to build trust and retention.
• Success criteria must be defined, documented, and agreed upon with clients before starting work.
• Regular, proactive communication is essential—communication gaps often signal pending churn.
• A single team member should own each client relationship for better accountability.
• Profitability and team burnout must be tracked and managed for sustainable service delivery.
• Skipped calls and lack of communication are often early signs of client dissatisfaction.
• Agencies should use a churn diagnostic checklist after every lost client to identify breakdowns.

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