INSIDE CASH-TIGHT GROWTH MENTORING
Turn One-Off Work Into a Quarterly Offer
Every project ends with a new pitch, and months later the same clients ask for the same follow-up work. Ivanka Menken uses the Quarterly Recurring Offer inside Cash-Tight Growth Mentoring, a 6-month programme at AUD $1,500 per month ex GST, to package that work as one quarter with a fixed start, a price, what the client gets and a renewal date, written before you pitch it. You leave with a one-page offer to take to your existing clients.
The Quarterly Recurring Offer is a tool inside the programme, not a separate product.
AN EXAMPLE MARKETING SERVICES FIRM
Every project ended with a new pitch. The follow-up work came back anyway.
- BEFOREthen a new pitch, every time1 project
- THE OFFERfixed start, price and renewal date1 quarter
- THE PITCHexisting clients first, two moved across6 clients
THE RULE
“Work a client asks for twice is priced and scheduled as a quarter before it is pitched again.”
Your quarter and price will be your own.
SOUND FAMILIAR?
Every project ends with a new pitch
- 01Every project ends and you start selling again.
- 02Clients come back months later for the same follow-up work.
- 03Your retainer pitch sounded like the same project spread thinner.
THE WORK, AS IT IS SOLD
- Projects: one at a time
- Sales after each project: a new pitch
- Clients asking for the same follow-up: most of them
- Who sells it: the founder only
- Revenue that repeats on a schedule: almost none
The clients want a schedule. The business sells projects.
THE EXAMPLE CASE
The founder who kept pitching the same work twice
01
THE MOMENT
The same follow-up, sold as new
A campaign wraps up and the client is happy. Three months later they email: can you do the same refresh again, and the report? You quote it as a new project, rebuild the plan slightly differently, and pitch it as if you had never met. Across the client list, the same follow-up work is being sold one job at a time.
02
WHAT THEY HAD TRIED
A monthly retainer pitch
In this case, the founder ran a $2m marketing services firm with nine staff and was the only person who sold. The obvious fix was a retainer. Clients heard it as the same project spread thinner across the months, with less in each one. Only one signed, and every other project still ended with a new pitch.
03
WHAT IVANKA NOTICED
The follow-up work had a rhythm
Ivanka noticed that clients kept asking for the same follow-up work months after a project ended: a review, a campaign refresh and a report. It came back on roughly the same rhythm, and it was sold each time as a new project. The demand was already recurring. The offer was not.
THE DIAGNOSIS
A container, not more delivery
The business was selling projects when clients wanted a schedule. The offer did not need more work in it. It needed a container: a fixed quarter with a start, a price and a renewal date.
The reframe: a monthly retainer sells open-ended time each month, while a quarterly offer sells a set piece of work with a start, an end and a renewal date. Take the follow-up work clients already ask for, write it as one quarter, price it before the pitch, and offer it to existing clients first.
The demand was already recurring. The offer was not.
THE COST OF STAYING STUCK
Every project that ends with a new pitch costs the founder a week of selling and the business a quarter of revenue it could have scheduled.
THE TOOL
The Quarterly Recurring Offer, for one marketing services firm
The Quarterly Recurring Offer is how Cash-Tight Growth Mentoring turns repeat requests into revenue on a schedule. It takes the follow-up work clients already ask for and writes it as one quarter: what runs each month, what it costs, what the client gets and the date it renews.
Tap a part. Your quarter, price and clients will be your own.
Quarterly Recurring Offer · a framework by Ivanka Menken
What it is
It is one page. A quarter drawn as three months: review and plan, the follow-up campaign, then the report and next plan. The renewal date at day 90, agreed before the pitch. A fixed price for the quarter. What the client gets. Then the list of existing clients to offer it to first.
What it replaces
It replaces a new pitch after every project, a retainer clients hear as less for the same money, and follow-up work quoted from scratch each time.
It sits inside Cash-Tight Growth Mentoring, next to the monthly five-number scorecard, because revenue that repeats on a schedule shows up first in cash. There is no separate checkout.
THE QUARTER, AS WRITTEN
- 01Month 1: review last quarter and set the plan
- 02Month 2: the follow-up campaign
- 03Month 3: the report and the next plan
- 04The renewal: day 90, agreed before the pitch
- 05The price: fixed for the quarter, set first
- 06The pitch: six existing clients, before any new ones
HOW IVANKA WORKED WITH THEM
From one-off projects to one quarter
In the session, Ivanka asked the founder to list the last ten requests from past clients and mark the ones that repeated. The same three pieces of work kept returning. Together they wrote those as one quarter, set the price for the whole quarter and the renewal date, and chose six existing clients to offer it to. The founder left with the one-page offer and the six names.
THE QUARTER, AS WRITTEN
- What runs
- Review and plan, the follow-up campaign, the report and next plan.
- The price
- One price for the quarter, set before the pitch.
- What the client gets
- The plan, the work and a quarterly report.
- The renewal
- Day 90, agreed when the quarter is signed.
- Review
- At each renewal date, on the scorecard
Your quarter and your clients will be your own.
THE FOUR-STEP LOOP
- 1The one thingRepeat work sold as new projects.
- 2The numbersThree months, one price, one renewal date, six clients.
- 3The storyWhy the retainer pitch sounded like less.
- 4The commitmentThe one-page quarter offered to six existing clients.
THE QUESTIONS
- What do past clients ask for again?
- How often does it come back?
- What runs in each month of a quarter?
- What does the quarter cost, in one price?
- Which six clients hear it first?
Before the next session, the founder offered the quarter to the six clients, noted each answer, and brought the replies and the renewal dates to the scorecard.
WHAT CHANGED
Revenue on a schedule
By month 6, the follow-up work runs as a quarter, renewal dates sit on the calendar, existing clients hear the offer first, and the monthly scorecard shows how much revenue repeats.
BEFORE
- A new pitch after every project.
- Follow-up work quoted from scratch.
- A retainer heard as less for the same.
- Revenue that stops when a project ends.
BY MONTH 6
- One quarter, priced before the pitch.
- Renewal dates on the calendar.
- Existing clients offered it first.
- Revenue that repeats each quarter.
THE 12 FORTNIGHTS
- 1Call
- 2Call
- 3Call
- 4Call
- 5Call
- 6Month 3
- 7Call
- 8Call
- 9Call
- 10Call
- 11Call
- 12Month 6
The programme is the container: 12 fortnightly 60-minute sessions, a monthly scorecard, and reviews at month 3 and month 6.
ILLUSTRATIVE RESULT
In this case, the founder packaged the follow-up work as a quarterly program with a fixed start and price, offered it to six existing clients, and two moved onto the schedule.
WHAT THIS MEANS FOR YOU
Price the quarter before the next pitch
Ivanka Menken built Cash-Tight Growth Mentoring for founders of $500K to $3M businesses that are growing while cash tightens. Revenue that has to be resold after every project makes every month start from zero.
This fits if you sell project work and clients come back for the same follow-up. It does not fit if you want someone to sell it for you or design your service delivery. The decision in front of you is one page. Write the quarter, price it and offer it to the clients who already asked.
“During our sessions Ivanka isn’t just talking theory. She is sharing her own lived experiences.”
Business owner
WHO IT IS FOR
It fits
- You sell project or campaign work.
- Clients come back for the same follow-up.
- You are the main person selling.
- You will offer one written quarter to existing clients.
It does not fit
- You want someone to sell for you.
- You have no past clients yet.
- You want delivery designed for you.
- You want a subscription product built.
THE INVESTMENT
AUD $1,500
per month ex GST
6 months · 12 fortnightly sessions
The Quarterly Recurring Offer is part of Cash-Tight Growth Mentoring, a 6-month 1:1 programme at AUD $1,500 per month ex GST. It is not sold separately.
- 12 fortnightly 60-minute sessions
- The monthly five-number scorecard
- Reviews at month 3 and month 6
- The Quarterly Recurring Offer for your follow-up work
Three founding places in total, shared across all 1:1 mentoring, are available at AUD $1,000/month ex GST, in return for honest monthly feedback and a testimonial, which can be anonymous. Claim a founding place.
The Quarterly Recurring Offer is part of the programme. It is not sold separately.
FREQUENTLY ASKED
Questions about recurring offers
How do I turn one-off projects into recurring revenue?
Start with the work past clients already ask for again. Write it as one quarter with what runs each month, one price and a renewal date, then offer it to those clients first. Ivanka Menken builds that one-page quarter with you inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST, and reads the result on your scorecard.
Is a quarterly offer better than a monthly retainer?
It can be, when clients hear a retainer as the same project spread thinner. A retainer sells open-ended time each month; a quarter sells a set piece of work with a start, an end and a renewal date. Ivanka Menken helps you choose and write the right one inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST.
How should I price a quarterly program?
Set one price for the whole quarter before you pitch, from the work that runs in it and the margin you need, not from your last project quote. Write it on the page so it does not move in the conversation. Ivanka Menken sets that price with you inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST.
Who should I offer a recurring program to first?
Existing clients who have already asked for the follow-up work. They know the quality and the need is proven. In this case, the founder offered it to six existing clients and two moved onto the schedule. Ivanka Menken builds that first list with you inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST.
Write the quarter first
If every project ends with a new pitch and clients keep coming back for the same work, start with Cash-Tight Growth Mentoring. The Quarterly Recurring Offer is inside it, and the 20-minute intro call is where you can see whether the programme fits.
Not a sales team, a subscription build or delivery design.