Why we only staff senior people — and what it costs us
The conventional agency pyramid sells at the top and delivers at the bottom. We rejected that, and paid for it.
When we started BAZ, the conventional wisdom was clear: build a junior-heavy pyramid, sell at the top, deliver at the bottom. We rejected that.
In our model, the person who pitched the work is the person who ships it. No junior BA synthesizing the call. No account manager translating between strategy and execution. The senior crafts the brief, ships the work, and answers the email.
This means our margins are worse. Our utilization is harder to manage. Our capacity is finite. But the output is consistent, the relationships compound, and our clients renew at a rate we never managed with the pyramid.
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