Chapter 24: Working with a sales rep

Most design firms are founded by someone who designs — that is to say, someone who is actively involved in producing the creative work being sold to clients. In addition, it’s very common for that founder to be responsible for all marketing and sales during the early years of the business. The owner personally solicits new clients and then leads each project while the work is being done. This approach works very well as long as the company remains small.

However, if the firm grows, the founder’s personal workload will gradually increase to the point where this broad mix of responsibilities must be sorted out. Some things will have to be delegated, or else the overall size of the company will be limited to ...

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