Case study
How A Small Video Production Agency Grew 2.3x in 6 months
Industry
Video production
Size
Local team of 5
Pricing
$1,500- 25,000 per project
Growth
From $80K to $183K in 3 months
“I am on track to triple my business this year, and I credit Rahib for a big part of that growth.”
The Challenge
Clients didn't recognize the ROI of his services
- High competition and low margins
- Inconsistent sales and cash flow
- Always busy, never getting ahead
After 8 years in his video production agency, Chris was burnt out and drowning in work.
For years my business had coasted along on word of mouth referrals, but never growing substantially from year to year.
I wavered between confidence and doubt in my business. I wasn’t sure exactly what I needed to grow, and I needed someone to help me figure out how.
Each passing year got harder due to rising competition, new video technologies and AI.
Despite spending $2-6K a month on marketing, the leads weren’t reliable.
“We’re not sure any video you make could be worth $15K.” – they would say.
His margins were inconsistent, making cash flow a constant headache.
People love our videos. But most see it as a want, not a need. More a branding/vanity project for when business is going well.
With the birth of his second child, Chris found himself taking lower-paying jobs just to stay afloat.
With such a limited budget, Chris had to do it all himself, working longer hours for less pay.
At $120/hour our cinematographer is great value. But I could only afford him on the bigger projects. So I was getting less experienced guys and micromanaging them to keep costs lower.
His business, once a source of pride, now felt like a constant struggle. The harder he worked, the less he seemed to get ahead.
Chris is great at what he does, and has glowing reviews. But he’s not seeing the sales or profits to match.
Why they were stuck
Common Misconceptions
1. Work quality is more important than marketing
If we become best in class, people will hear of us through word of mouth.
2. Omnipresence is essential
We need to be on every channel, especially if our competitors are already there.
3. Our USP is service quality for cheap
Businesses buy from smaller companies like mine because we go the extra mile for less.
4. We need volume to grow the business
We need more cheap entry level services so clients can experience our services and refer others
Addressing the Cause, not the Symptom
The Solution
Reframe what Chris does and communicate his real value
- Position as a solution to a critical problem
- Clarity the true value of the work
- Focus on LTV
Step 1 - Define The Ideal Customers
First, we identified which clients benefit most from Chris’s expertise and passion.
Then we chose a niche where Chris would be truly appreciated and rewarded.
We were looking for decision makers with…
✔️ A strong, ongoing need – videos to get funding, recruit students, and maintain brand presence
✔️ A predictable budget – dedicated communications budget of $20K+/year
✔️ Low competition – few communications firms exclusively for academia.
✔️ A strong network – Decision makers in the industry networks all know each other
✔️ A perfect alignment – Chris loves “do-gooders” and mission driven organizations with complex topics
Step 2 - Offer solutions, not services
Next, we re-defined what their offer and value proposition.
Instead of services (which are commodity) we focused on:
- the outcomes the ideal clients can achieve
- a new way to achieve their goals
And finally, we made it clear how what Chris does is different from other video production agencies.
This lets Chris charge for value delivered, instead of justifying prices, or haggling over production costs.
Step 3 - Design for Retention
Finally, we overhauled Chris’s business model to provide retain clients longer and grow CLV.
That way he has consistent revenue to to grow his team and invest in new equipment.
RESULTS
Grew revenue 2.3X in 3 months
Chris re-positioned as a Science Communications expert, and was got a $35K client within 6 months.
At this price, he can afford to work with fewer clients, and give them the love and attention he’s known for.
He’s building a reputation among academics for his storytelling ability, and getting more referrals from educational and research organizations.
More importantly he’s working with “do-gooder” clients, which makes work more enjoyable and meaningful.
Chris’s revenue grew from $80K to $183K this year. And he’s retaining them longer, and earning more from each client.
Chris now has better work-life balance, better cash flow, and better focus. He can invest more into his team and equipment, while still caring for his young family. And he has the runway to explore exciting new directions without worrying about short-term survival.
Chris C.
CEO & Producer Betterme Productions
For years my business has coasted along on word of mouth referrals, but never growing substantially from year to year. I was not really sure exactly what I needed, but I knew that I needed someone to help me figure it out. I am so glad that I discovered Rahib about 9 months ago.
I am on track to triple my business this year, and I credit Rahib for a big part of that growth. Rahib looks at the bigger picture, before getting into the tactical stuff. You really need someone who can roll with the punches, provide creative ideas, and take action.
Want to 3X your annual revenue? You have 2 choices…
The “Hustle” Way
- Work 3X the hours …
- Spend 3X as much on ads …
- Cross both your fingers …
With the "Get Better Clients Program"
- Stand out to high-ticket clients…
For B2B Service and Consulting Companies who are tired of see-sawing between “swamped” and “starving”
