“I would hit every single one-off client and pitch them a retainer… even if 10% of them are interested, that's three to four new recurring clients.”
CM
Clay Mosley
Freelance to Founder ·
“We were only doing three-month minimum subscriptions. I was confident you'd need me at month four, at month 20, so I sell you on value rather than trap you in a contract.”
Taylor Hirsom · Secure & Simple - Podcast for Consultants and CISOs on Cybersecurity Governance and Compliance · From Upwork to 100-Person Consultancy: How Subscriptions Fueled Growth | Taylor Hersom
Play from 17:05
17:05
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What was described
Sold compliance work as a recurring subscription rather than one-off projects, with a three-month minimum term
Said nearby on the same subject
“I don't think time and materials will last. It will be things like subscription and project… subscription will work for services needed indefinitely.”
TH
Taylor Hirsom
Secure & Simple - Podcast for Consultants and CISOs on Cybersecurity Governance and Compliance ·
“Encouraged folks to do take incremental steps forward rather than trying to embark on the overall massive project”
AF
Amy Fred
All Things Internal Audit ·
“A 53% adjusted EBITDA margin ... 84% of their revenue comes from recurring subscriptions.”
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