Driving Agency Profitability Through Smarter Contracting, with Tiffany Kemp –Ep.181

About this Episode

In this episode of the Agency Profit Podcast, Marcel sits down with contract expert Tiffany Kemp from Devant to talk about why contracts shouldn’t just be seen as boring legal documents or deal-killers. Tiffany breaks down how contracts can actually be powerful tools for creating clarity and setting up great client relationships—if they’re done right. They chat about common mistakes like copying old templates or writing vague scopes of work, and why it’s so important to match your contracts to how your business really works. Tiffany also shares tips on getting everyone on your team (and your client’s team) on the same page so there are no surprises down the line. Whether you bill by time, deliverables, or outcomes, the big takeaway is this: a well-thought-out contract helps avoid headaches and builds trust, which makes everyone’s life a whole lot easier.

Watch this Episode

Points of Interest

• 1:14 – 2:53 – Introduction: Marcel introduces Tiffany, who explains her firm’s mission to help agencies use contracts as strategic tools rather than just legal formalities.
• 3:06 – 4:08 – Why Contracts Get a Bad Rap: Many agencies view contracts purely as legal protection, missing their potential to strengthen client relationships and reduce future conflicts.
• 4:38 – 6:02 – Misguided Legal Focus: Agencies often waste time on low-risk legal scenarios instead of focusing on practical issues that more commonly disrupt projects, like miscommunication.
• 7:01 – 8:56 – Real Risks Are Operational: Most issues arise not from lawsuits, but from unclear responsibilities and client misunderstandings about what’s required to get good results.
• 9:02 – 11:07 – Contracts Should Reflect Reality: A “Goldilocks” contract—just right for the business context—is more effective than copying generic templates that don’t fit the agency’s operations.
• 11:13 – 13:13 – Understand Common Failure Points: Agencies need to identify real-world issues (like IP problems or client-supplied content) and structure contracts to prevent and address them clearly.
• 15:31 – 17:00 – Matching Pricing Models to Scope: Marcel introduces the Pricing Model Quadrant to explore how pricing (time-based, deliverables, outcomes) should guide how scope is documented.
• 18:01 – 20:21 – Miscommunication in Scope Documents: Flexible contracts often fail when salespeople write scopes conversationally, leading to misinterpretation by delivery teams or clients.
• 21:11 – 22:47 – Internal Clarity is Just as Vital: Clear scopes benefit internal teams too—so account and project managers can make aligned decisions without relying on secondhand info.
• 23:00 – 24:49 – Scope Creep and Change Requests: Knowing the pricing model helps teams respond consistently to client requests—whether that means upselling time or renegotiating scope.
• 26:27 – 29:30 – Trust Reduces Contracting Pain: Tiffany shares that as client trust grows, they move from demanding rigid scopes to preferring flexible, time-based arrangements, simplifying collaboration.

Show Notes

• Devant Website
• Book:
  • Deal Makers
  • Essential Contract Drafting Skills: A Practical Guide
• YouTube
• Email: tiffany.kemp@devant.co.uk

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