Case Study
Supporting TRG's move to
Deliverable based Pricing
Background:
Based in Dallas and founded in 1976, TRG is one of the largest full-service independent advertising agencies in the United States. The agency is known for building iconic brands including Chick-fil-A, Motel 6, Orkin, RAM, and The Home Depot.
Goal:
TRG adopted a new value-led pricing philosophy, moving away from the industry’s classic rates and roles pricing approach. As part of this shift, TRG moved to SCOPE Better to enable collaboration across disciplines, to diversify its pricing stack, and to ensure consistency and visibility across scopes. TRG’s goal with this new approach was to eliminate complexity, reduce time spent scoping, and enable faster internal approvals through the streamlined workflow offered by SCOPE Better.
Evolve
Adopt an emerging pricing philosophy based on the value of outputs and outcomes
(KPI: 90% of all scopes to be created in SCOPE Better in 2024).
Collaborate
Ensure discipline heads are involved in scoping of their team members
(KPI: Improve resource planning with fewer over- and under- utilized resources).
Diversify
Diversify our pricing stack while improving time dedicated to proposals
(KPI: Reduce time spent scoping by 20% in the first quarter of 2024 compared to the same time the prior year).
Outcomes:
In the first 12 months using SCOPE Better, 95% of TRG scopes have been developed within the tool. SCOPE Better’s flexibility in accommodating deliverable-based pricing, as well as hourly-based pricing, has served the agency well in its transition to value-led pricing.
Rhonda Contreras, TRG Chief Collaboration Officer says, “Pricing is a job that is always evolving and therefore never finished. SCOPE Better provides us with a centralized platform that brings better visibility to our various pricing approaches, so we know exactly where we stand on our pricing journey. “
Because SCOPE Better provides a centralized repository for product and pricing, it has the added benefit of ensuring that teams know how to approach any given client solution. When they discover a client need that’s not met within the deliverable library, TRG can quickly and simply adjust an existing product or create a new one.
Collaboration is simple within SCOPE Better, meaning that generating estimates and scopes that rely on several team members moves faster than the original manual process.
“We wouldn’t have been able to implement SCOPE Better in such a short timeframe without the help of the SCOPE Better Professional Services Team, who continue to support us in team, technique, and tool improvements we’ve made in 2024.”
Most recently, by connecting SCOPE Better to TRG’s new ERP tool, the agency is able to easily and quickly recognize approved scopes for resourcing. The automated transfer of data between SCOPE Better and TRG’s ERP eliminates manual input errors between systems. The result is more time for teams to dedicate to their core focus – client success.
Benefits from working with SCOPE Better:
- A centralised platform that enables consistent scoping, staffing, and pricing
- A tool to support TRG’s evolving pricing model, supporting mix of cost-based and deliverable-based models
- Connection to TRG’s Resource Plans and Project Management
- An automated source of reconciliation
Make Pricing your Superpower
Solve The Pricing Problem and ensure your team quote the right price every single time.
