“We were running TikTok Shop for clients when we brought Sohun in, so what we needed was an overhaul in how we ran things. He helped us sharpen our offer, tighten our sales process, and turn how we deliver into documented, repeatable systems. Working with him was fantastic. His feedback was quick and thoughtful at the same time, and it always carried real weight. He held deliverables as the standard: on time, communicative, never behind. I’d highly recommend working with him.”
The challenge
PIC works with consumer brands and was already running TikTok Shop for them. Growing that service meant answering the same four questions every agency in that position has to answer:
- Offer: what do we sell, and why would a brand pick us?
- Sales: how do we show a prospect what we would fix before they sign?
- Delivery: how does a new hire run an account the same way every time?
- Visibility: how do we know which accounts are slipping before the client tells us?
PIC chose to rebuild how it ran TikTok Shop from the ground up. One operator would run about five accounts by hand, document what worked, and add AI in months two and three. We ran seven working sessions with PIC between July 23 and September 24 and supported the team in Slack between calls.
What we built
An offer built for consumer brands
The gap: a generic TikTok Shop pitch does not speak to brands that measure success in retail and paid social.
- Positioned TikTok Shop as the channel that recruits creators and produces ad creative for Meta and retail.
- Added in-store activation: creators indexed by zip code near the retailers each brand sells in.
- Made a creator community part of the offer, with coaching, performance contests and a guarantee that pays creators who show up and post.
Now: PIC pitches TikTok Shop in terms of the retail and ad results its clients already track.
A sales process that proves value before the contract
The gap: prospects need to see their own problems before they buy.
- Built a competitor gap analysis skill on Cruva data. It compares a brand's creator recruitment, retention and conversion against peers and turns the gaps into a 30/60/90 plan.
- Separated the sales deck from the onboarding deck, and set a two-round process with the gap analysis in round two.
Now: anyone on PIC's team can produce a custom gap analysis for any prospect.
Delivery that does not depend on one person
The gap: what one operator knows has to work the same way when the next person picks up an account.
- One path for every client: scope of work, then a 14-section onboarding form, then a 30/60/90 plan, all from a template folder.
- An SOP method: a recorded walkthrough becomes a step-by-step task list with screenshots and a short Loom, written for a newer operator.
- Operating rules for outreach follow-ups, launch commissions, contest payouts sized from Cruva data, and sample and ad budgets for the first 60 days.
- A reusable Cruva workflow that finds creators, follows up, reviews sample requests and invites top sellers to the brand's Discord, doing the work of about 50 manual CRM groups.
- A creator Discord built live with PIC's team, ready to copy for each new brand.
Now: PIC onboarded its first brand through the new form on September 17, and every new account follows the same steps.
A system of record for every account
The gap: each brand's information was split across Cruva, Slack, call recordings and email.
We built one Airtable base that holds every brand PIC manages: stage, calls, Slack summaries, deliverables, action items and a Green, Yellow or Red health score with the reason behind it. A Claude Code routine on PIC's own account reads each brand's sources and updates the base. It never messages a brand or changes anything in Cruva.
| The score watches | So the team sees |
|---|---|
| Affiliate and shop GMV | Sales dropping against the prior four weeks |
| Videos, active creators, outreach automations | Creator activity or outreach that has quietly stopped |
| GMV Max ROAS | Ad spend falling below the brand's break-even |
| Action items, deliverables, time in stage | Where PIC is late on its own commitments |
| Slack replies, contact gaps, contract end | Clients waiting on an answer, gone quiet, or up for renewal |
Now: 7 brands are in the base with 90 days of calls, Slack and email backfilled. The first full run on September 17 flagged 3 of the 7 for attention. Before a call, one prompt in Claude returns a brand's health, last decisions and open items.
What this means for your agency
If your agency already runs TikTok Shop for clients and your playbook lives in one person's head, we can help you put the same pieces in place:
- An offer and pitch that fit the brands you already serve
- Sales assets built on Cruva data, including gap analyses for prospects
- Onboarding forms, SOPs and client templates your team can follow
- Cruva workflows, contest structures and creator community setup
- A system of record and automated reporting across every account
We build it with your team so you own and run it after we leave.