The Fragile Middle
Most agencies get the bulk of their revenue from referrals and repeat clients, which feels normal but leaves them one slow quarter from a crisis.
The mechanism
The chart is a curve showing how many agencies sit at each level of reliance on referrals and repeat work, from 0% on the left to 100% on the right. The crowd bunches near the top, around 75-80%, with a marker reading "you are probably here." The left side, where agencies control their own pipeline, is shaded calm; the right side, where the crowd actually sits, is shaded as one dry quarter from a crisis. Being where everyone else is feels safe, but if your growth depends on being remembered, your pipeline is really someone else's calendar.
Part of Partnerships. Durable compounding pipeline beyond yourself.