The retainer hasn’t changed since 2021. The scope has changed eleven times.

Retainer margin rarely collapses in a single bad decision. It leaks through a series of small favours nobody thought worth invoicing.

By Steve 5 min read
Abstract bridge artwork for The retainer hasn’t changed since 2021. The scope has changed eleven times.

A fixed monthly fee is the most comfortable revenue a service business can hold. It is also the easiest to quietly hollow out. The fee was set against a scope that made sense at the time. Then a client asked for a short extra report. Then a second contact was added to the weekly call. Then the monthly review became fortnightly because a new stakeholder wanted one. None of these was large enough to justify a difficult conversation. Together they can absorb a third of the margin the arrangement was…

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