Why Comparison is Killing Your Business and How to Stop

There is an interesting study that says we’d rather make $30k a year knowing that everyone else makes $28k than make $36k knowing everyone else makes $38k. This seems crazy to me because in the second scenario we are making $6k a year more. But the research doesn’t lie. It’s been done over and over […]

Making Decisions the Extreme Programming Way

One of the key thoughts if you want to implement extreme programming is that there are two types of decisions. First, you have business decisions. What features are most needed? What brings the highest value to the business? Second, we have technical decisions. How are the features implemented in the project? Each of these decisions […]

Hard Challenges Provide Value, Are You Solving Hard Problems?

Effectiveness in life does not come from focusing on what is automatic, easy, or natural for us. Rather, it is the result of how we consciously strive to meet life’s harder challenges, grow beyond our comforts, and deliberately work to overcome our biases and preferences, so that we may understand, love, serve, and lead others. […]

You’re not making sales because you’re easily replaced

If your organization wanted to replace you with someone far better at your job than you, what would they look for? – Linchpin If you’re struggling with clients, ask yourself the same question the same question. “If my clients wanted to replace me with someone far better, what would they look for?” For many people, […]

The Things You Think Make you Different Don’t…and here’s why

There are two types of qualifications for clients when they’re rooking at a service provider. First, there are the bare minimum qualifications. What they just expect because…thats’ what it takes to do a project. Second, are the standout qualities. The things that set you apart from the rest. How Often The Two are Confused Talking […]

Can I niche my freelance business around a technology

Reader Stephen asked: I’ve been reading a lot about finding you niche (I have a copy of your book) and positioning, and a lot of what I’ve read seems to suggest working within an industry sector, but I don’t have a industry I like working in. I’ve built web apps for many different types of […]

Clients are an Awesome Constraint

Deep down, we all harbor a fantasy: We do creative work, throw it in the mail — someone else sends us a contract and doesn’t bother us again. No one gets to tell us what do to; our art remains pure and untouched. – Perennial Seller That is the dream of most developers, isn’t it? […]

The Easy Way is A Lie, Do the Hard Work

There are a lot of things to focus on when you run a business. It doesn’t matter when the workday ends; there is always something that could be done. You could refine your marketing funnel. Reply to one more email. Reach out to a prospect. Tweak your site. Knowing this, it’s so easy to get […]

It takes more than a business plan to be successful

We’re told that one of the first steps in thinking about any new business is to write a business plan. Out of this you’ll get to see how viable (or not) the business you want to build is. Books and books are written on how to write a great business plan. I’ve even got some […]

How to turn leads into amazing clients

The question I get asked most often by you fine people who run your own business is… How do I get more leads for my business? That’s a good question, but that’s not really what you want. If I send 10,000 unqualified leads to you but you convert none of them to clients, then those […]

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