All customer-facing sale prices can be found in Hubspot Sales portal Product Library. However, a delivery team member should reference their specific campaign's signed SOW because pricing may vary based on terms and conditions agreed upon with that customer.
For guidance on digital asset production that may be scoped out within undefined budget or monthly retainer work can be priced referencing this Pricing Sheet. Prices are also saved into Clarizen project templates where fees are fixed; variable pricing for monthly management, etc. are not and will need to be assessed using the SOW and discussions with Sales lead and/or SMEs (ads).
Labor Resource Bill Rates
Labor Resource Bill Rates are the resources' hourly billing rates to the customer to perform the work. This is the Resource Cost Rate + Margin that TSL earns for the work done. The manager will reference these rates when calculating how many Work Hours are in budget. These rates can be viewed within Clarizen on the People Module "Billing Rates View".
Labor Resource Cost Rates
Labor Resource Cost Rates are the resources' hourly costs to TSL. Each resource has an hourly cost rate associated to them within Clarizen, which rolls into profitability calculations. The manager does not need to reference these individual rates.
Non-Labor Resource Costs - Outside Expenses
Non-Labor Resource Cost Rates are external costs that TSL has to pay out of the campaign budget to complete work. These require an Expense Sheet routed to Finance to request to open a Purchase Order (P.O.). Processes to do so are listed here. Examples of project costs include:
- Contact data
- Advertising spend
- Fulfillment of goods or other incentives
- Alliance Partner fees
Some programs are priced without a defined management fee. In these cases the manager must extract management fees from the budget before scoping and planning fees.
- Original services execution budget X 0.15 = Management budget
- Original services execution budget - Management budget = remainder of services execution budget to scope work.
Some outbound campaigns are priced with one fee that includes contact data, management, and calling production hours. This is the guidance to follow when calculating budget for each of these included services.
Management: See above
Data: Charge a setup fee + the contact fee
When to assess additional fees:
- Setup fee:
- Contact fee:
- Determine # of contacts needed
- Level 1 or 2 campaign: # of guaranteed leads x 75
- Level 3 campaign: # of guaranteed leads x 115
- Multiply contacts x $1 per contact for Zoominfo or TSL owned data. This is the amount to allocate for the list. When submitting your Clarizen Expense Sheet on the project, you will use $0.40 per contact as the list purchase cost.
- In rare situations where we are using another list source, check with Chris Koslowski for the per contact cost to TSL.
- When setup fee work exceeds 3 hours: Data team will require more time for some list matches or complicated uploads; reasons vary. The data team will share how long your total list pull and upload took at the end of the process. If this time adds up to being more than 3 hours, you must charge for the additional time at $150 per hour. The fee comes out of the total campaign budget and may mean you need to reduce PM and outbound dialing budget.
- You need additional data after the campaign has started:
- Subsequent Setup fee: Charge another setup fee if the initial data setup time logged on the Clarizen project was 3h or more. Charge additional time at $150 per hour.
- Subsequent Contact fee: Charge for additional contacts if we must purchase them through Zoominfo or another provider. We do not charge for additional contacts if we source from TSL Data.
Monthly Retainer Services
SEO and Web Optimization UX/CRO are given a fixed price that the PM must translate into production execution hours. The PM should use a blended hourly bill rate of $175 to determine how many execution hours are within budget.
- Example: An SEO + UX/CRO retainer has a $5,000 price per month. $5,000 / $175 = ~28 hours. The planned Work for each month should sum to 28 hours.
On occasion, TSL will offer services at a discounted rate to close a sale. The project manager should handle the project plan toward the full retail value of the service(s).
- All resource bill rates will stay the same to use in planning hours within budget (using the full retail value).
- Unscoped hourly work (such as strategist hours): PM will take full value price and divide by typical resource bill rates to arrive at hours in budget to deliver the work ($12,000 / $150 = 80h of work). They will enter the actual discounted budget amount on the project (10% off price of $10,800).
- Fixed price work: PM will use out-of-the box project plan templates (no change in planned work hours or rates) and enter the actual discounted budget amount on the project.
- Note on outsourced alliance partner work: Ken will directly accept the reduced margin on the cost of outsourced work when POs are submitted. The discount was sold in on the contract from the start so we will carry that throughout the course of the project.