Where do most agencies miscalculate their true gross

margin? So most agencies that I talk to before they actually start working with me don't even know how to calculate gross margin.

They don't even know what gross margin is or why it's the most important number to look at.

So first, I'm just going to give a clear definition and what you need to do to really have a great gross margin.

When you take your revenue, and when I say revenue, I mean your real revenue or what I call net revenue.

So no pass-through.

So if you're managing media, that doesn't count.

So how are you using financial data to time hiring decisions?