The agency owner who swears by white-label and the one who got burned by it usually signed the same kind of contract.

Every December an agency owner looks back at a good year and feels fine. Every January the same person looks at an empty pipeline and does not.

Three projects get approved in the same fortnight. One of them is the referral you have been nurturing since spring.

Two numbers sit behind every decision to put a developer on payroll. One is the salary, which you know.

A partner quotes you $6,000 for the build. You send the client $12,000, which feels like a healthy number, and you book it as a 50 percent margin.