| name | solo |
| description | Solopreneur business skill. Use when user needs to productize expertise, build audience, generate leads, close sales, manage clients, handle bookkeeping, or optimize their one-person business. Triggers on "solopreneur", "freelance", "one-person business", "productize", "client management", "solo business", or /solo commands. |
Solo Business Skill
Run a one-person company like a team of ten. Strategy, sales, operations, and finances — all without hiring.
Commands
| Command | Description |
|---|
/solo:offer | Productize expertise into sellable offers (service → product ladder) |
/solo:revenue | Revenue diversification (consulting + products + passive income) |
/solo:audience | Audience building system (newsletter, social, content flywheel) |
/solo:content | Content system (batching, repurposing, distribution calendar) |
/solo:copy | Sales copy frameworks (landing pages, emails, ads) |
/solo:leads | Lead generation (funnels, magnets, referrals, partnerships) |
/solo:sales | Solo sales playbook (proposals, follow-ups, closing) |
/solo:onboard | Client onboarding automation |
/solo:clients | Client management (communication, scope, deliverables) |
/solo:support | Customer support system (FAQ, templates, escalation) |
/solo:books | Bookkeeping + P&L + expense tracking |
/solo:tax | Tax prep checklist (quarterly estimates, deductions) |
/solo:time | Time audit + priority matrix (keep/cut/automate) |
/solo:stack | Tech stack builder (tools, costs, integrations) |
/solo:help | Command reference |
Principles
- Revenue before vanity metrics
- Systems over hustle
- Automate the repeatable, humanize the valuable
- One person, ten systems
- Profit margin > revenue
Stage 1: Offer Design (/solo:offer)
Purpose
Transform your expertise into packaged, sellable offers that scale beyond trading hours for dollars.
Step 1: Expertise Audit
Map your skills across three dimensions. Score each 1-5.
+---------------------------+-----+------------+--------------+-------+
| Skill / Expertise | Joy | Market | Your Skill | Total |
| | 1-5 | Demand 1-5 | Level 1-5 | /15 |
+---------------------------+-----+------------+--------------+-------+
| [e.g. Web development] | | | | |
| [e.g. Copywriting] | | | | |
| [e.g. Strategy consulting]| | | | |
| [e.g. Video production] | | | | |
| [e.g. Data analysis] | | | | |
+---------------------------+-----+------------+--------------+-------+
Scoring Guide:
- 12-15: Sweet spot — build your core offer here
- 9-11: Strong secondary offer or upsell
- 6-8: Only if market demand is 5/5
- Below 6: Drop it
Step 2: Service-to-Product Ladder
Build a ladder from high-touch to scalable. Every solopreneur needs at least 3 rungs.
LADDER RUNG | PRICE RANGE | YOUR TIME | SCALABILITY
-------------------+--------------+------------+------------
1:1 Done-for-you | $$$$$ | High | Low
1:1 Consulting | $$$$ | High | Low
Group coaching | $$$ | Medium | Medium
Online course | $$ | Low (after)| High
Templates/tools | $ | Minimal | Very high
SaaS product | $ recurring | Dev upfront| Maximum
Free content | $0 | Medium | Infinite
Action: Place your current offers on this ladder. Identify the next rung to build.
Step 3: Offer Packaging Template
For each offer, complete this template:
OFFER NAME: _______________________________________________
TARGET BUYER: _____________________________________________
PROBLEM SOLVED: ___________________________________________
DELIVERABLES:
1. ____________________________________________________
2. ____________________________________________________
3. ____________________________________________________
TIMELINE: _________________________________________________
PRICE: ____________________________________________________
GUARANTEE: ________________________________________________
IDEAL NEXT STEP (upsell): _________________________________
Step 4: Positioning Statement
Fill in the blanks:
I help [TARGET AUDIENCE] achieve [SPECIFIC OUTCOME] through [YOUR METHOD/APPROACH], without [COMMON PAIN POINT THEY WANT TO AVOID].
Anti-patterns:
- "I help everyone" — too broad, you help no one
- "I do everything" — no positioning, no premium pricing
- Missing the "without" — you need to name the pain you remove
- No specific outcome — "grow their business" means nothing
Offer Scoring Rubric
+-------------------------+---+---+---+---+---+
| Criterion | 1 | 2 | 3 | 4 | 5 |
+-------------------------+---+---+---+---+---+
| Clear target buyer | | | | | |
| Specific outcome | | | | | |
| Defined deliverables | | | | | |
| Pricing justified | | | | | |
| Has a guarantee | | | | | |
| Leads to next offer | | | | | |
| Can explain in 1 sentence| | | | | |
+-------------------------+---+---+---+---+---+
TOTAL: ___/35
- 30-35: Ship it
- 22-29: Needs tightening — sharpen the weakest area
- 15-21: Rethink fundamentals before launching
- Below 15: Start over with the expertise audit
Stage 2: Revenue Diversification (/solo:revenue)
Purpose
Build multiple income streams so no single client or product can sink your business.
Step 1: Revenue Stream Audit
List every way you currently earn money.
+-------------------+--------+----------+-----------+--------+-----------+
| Revenue Stream | Type | Monthly | Recurring | Active | % of Total|
| | A/P | Revenue | Y/N | Hours | Revenue |
+-------------------+--------+----------+-----------+--------+-----------+
| | | | | | |
+-------------------+--------+----------+-----------+--------+-----------+
Type: A = Active (requires your time), P = Passive (runs without you)
Red flags:
- Any single stream > 50% of revenue
- All streams are Active
- No recurring revenue
- Total hours > 40/week across all streams
Step 2: Revenue Mix Targets by Stage
YEAR 1 YEAR 2 YEAR 3+
Active services 70% 50% 30%
Productized service 20% 25% 25%
Digital products 10% 15% 20%
Passive/recurring 0% 10% 25%
Step 3: Stream Evaluation Scorecard
Score each potential new stream 1-5.
+-------------------+--------+--------+-------------+--------------+-------+
| Stream | Effort | Margin | Scalability | Predictabil. | Total |
| | 1-5 | 1-5 | 1-5 | 1-5 | /20 |
+-------------------+--------+--------+-------------+--------------+-------+
| | | | | | |
+-------------------+--------+--------+-------------+--------------+-------+
- 16-20: Build this next
- 12-15: Queue it for next quarter
- 8-11: Only if it complements existing streams
- Below 8: Skip
Effort scoring (inverted — lower effort = higher score):
- 5 = Set up once, earns forever (templates, affiliate)
- 4 = Monthly maintenance (membership, newsletter sponsorship)
- 3 = Batch work quarterly (course updates, content)
- 2 = Weekly time required (group coaching, retainers)
- 1 = Per-project, heavy time (1:1 services, custom work)
Step 4: Diversification Roadmap
QUARTER | NEW STREAM TO ADD | SETUP ACTIONS | TARGET MONTHLY $
--------+--------------------------+----------------------------+------------------
Q1 | | |
Q2 | | |
Q3 | | |
Q4 | | |
Anti-patterns:
- Adding 3+ streams at once — you will finish none
- Chasing passive income before you have active income expertise
- Ignoring margins — $10K/mo at 20% margin is worse than $5K at 80%
- Diversifying before your core offer is proven
Stage 3: Audience Building (/solo:audience)
Purpose
Build an owned audience that you can monetize independent of any platform.
Step 1: Platform Selection Matrix
Score each platform 1-5 for your situation.
+----------------+----------+----------+--------+--------------+-------+
| Platform | Audience | Content | Effort | Monetization | Total |
| | Size 1-5 | Fit 1-5 | 1-5 | Potential 1-5| /20 |
+----------------+----------+----------+--------+--------------+-------+
| Newsletter | | | | | |
| LinkedIn | | | | | |
| Twitter/X | | | | | |
| YouTube | | | | | |
| Podcast | | | | | |
| Blog/SEO | | | | | |
| Instagram | | | | | |
| TikTok | | | | | |
+----------------+----------+----------+--------+--------------+-------+
Rule: Pick 1 primary + 1 secondary. Newsletter is always primary (owned audience).
Step 2: Newsletter Growth Playbook
PHASE 1 (0-500 subscribers):
- Lead magnet on your website (checklist, template, swipe file)
- Share in every social bio
- Cross-promote in communities you already belong to
- Ask every client/contact to subscribe
- Goal: 50 subscribers/month
PHASE 2 (500-2,000 subscribers):
- Guest posts with CTA to newsletter
- Newsletter swaps with similar-sized creators
- Paid social ads to lead magnet ($5-10/day)
- Referral program (3 referrals = bonus content)
- Goal: 150 subscribers/month
PHASE 3 (2,000-10,000 subscribers):
- Sponsorships (sell or buy)
- Webinar partnerships
- Product launches to the list
- Segmentation and personalization
- Goal: 500 subscribers/month
Welcome sequence (5 emails):
- Deliver the lead magnet + set expectations
- Your story + why you do this (day 2)
- Best piece of content / quick win (day 4)
- Social proof / case study (day 7)
- Soft pitch to lowest-priced offer (day 10)
Step 3: Content Flywheel
CREATE
(long-form)
|
v
DISTRIBUTE -----> ENGAGE
(repurpose) (comments, DMs)
^ |
| v
+--- CONVERT ----+
(offer CTA)
Every piece of content should:
- Demonstrate expertise (not just inform)
- Include one actionable takeaway
- End with a next step (follow, subscribe, buy)
Step 4: 1000 True Fans Framework
YOUR TARGET:
1,000 fans x $____ average annual spend = $_______ annual revenue
DEFINE A "TRUE FAN":
- Buys everything you release
- Shares your content unprompted
- Would pay for early/premium access
HOW TO FIND THEM:
- They comment consistently
- They reply to emails
- They refer others
- They buy within 24 hours of a launch
HOW TO KEEP THEM:
- Reply to every message
- Give them exclusive access
- Ask for their input on new offers
- Surprise them (bonus content, handwritten notes)
Anti-patterns:
- Optimizing for followers instead of subscribers
- Being on 5 platforms, consistent on none
- Never asking for the sale
- Ignoring DMs and comments (engagement is the algorithm)
Stage 4: Content System (/solo:content)
Purpose
Create a repeatable content system that produces consistent output without daily creative decisions.
Step 1: Content Batching Workflow
MONTHLY (1 day):
- Choose 4 weekly themes aligned with your offers
- Outline 4 long-form pieces (blog, video, podcast)
- Identify key points for repurposing
WEEKLY (2 hours):
- Write/record 1 long-form piece
- Extract 5-7 short-form pieces from it
- Schedule everything for the week
DAILY (15 minutes):
- Post scheduled content
- Reply to comments/DMs
- Save ideas to swipe file
Step 2: Repurposing Chain
LONG-FORM CONTENT (1 piece)
|
+---> Newsletter edition
+---> 3-5 social posts (key points)
+---> 1 thread (step-by-step breakdown)
+---> 2-3 stories (behind the scenes, polls)
+---> 1 email to list (different angle)
+---> Quote graphics (pull best lines)
+---> Comment responses (expand on points)
1 piece of content = 10-15 pieces of distribution.
Step 3: Content Calendar Template (4-Week Rolling)
+------+----------+-----------+-----------+-----------+-----------+
| Week | Theme | Long-Form | Social | Email | CTA |
+------+----------+-----------+-----------+-----------+-----------+
| 1 | Problem | Blog: | 5 posts | Pain | Free |
| | aware | [topic] | | point | resource |
+------+----------+-----------+-----------+-----------+-----------+
| 2 | Solution | Video: | 5 posts | How-to | Lead |
| | aware | [topic] | | | magnet |
+------+----------+-----------+-----------+-----------+-----------+
| 3 | Social | Case | 5 posts | Results/ | Consult |
| | proof | study | | story | call |
+------+----------+-----------+-----------+-----------+-----------+
| 4 | Offer | Tutorial | 5 posts | Launch/ | Buy |
| | launch | [topic] | | pitch | now |
+------+----------+-----------+-----------+-----------+-----------+
Step 4: Content Types by Funnel Stage
AWARENESS (top):
- How-to guides
- Industry hot takes
- Data/research breakdowns
- "Myth vs reality" posts
CONSIDERATION (middle):
- Case studies
- Behind-the-scenes process
- Comparison guides
- "What I learned" stories
DECISION (bottom):
- Client testimonials
- Before/after showcases
- FAQ content
- "Here's what working with me looks like"
Anti-patterns:
- Creating only top-of-funnel content (lots of likes, no sales)
- Perfectionism delaying publishing (done > perfect)
- No repurposing (creating from scratch every time)
- Random topics with no connection to your offers
Stage 5: Sales Copy (/solo:copy)
Purpose
Write copy that converts visitors into buyers using proven frameworks.
Step 1: Landing Page Formula (PAS)
SECTION 1 — PROBLEM
Headline: Name the painful problem they recognize
Subheadline: Agitate with specifics ("You've tried X but still...")
Bullet points: 3-5 symptoms they're experiencing
SECTION 2 — AGITATE
Story/scenario: Paint the picture of what happens if they don't solve this
Stakes: What they're losing (money, time, opportunity)
Empathy: Show you understand ("I've been there")
SECTION 3 — SOLVE
Your offer: What it is and what it does for them
Benefits (not features): 3-5 outcomes they'll get
Social proof: Testimonials, logos, numbers
CTA: Clear, specific, low-friction
SECTION 4 — PROOF + CLOSE
FAQ: Handle top 3-5 objections
Guarantee: Remove risk
Final CTA: Repeat with urgency
Step 2: Email Copy Frameworks
AIDA (Awareness, Interest, Desire, Action):
Subject line: Grab attention (curiosity, benefit, or urgency)
Line 1: Hook — open loop or bold claim
Body: Build interest with story or data
Desire: Paint the outcome they want
CTA: One clear action (reply, click, buy)
Before-After-Bridge:
BEFORE: "Right now you're dealing with [pain]..."
AFTER: "Imagine if [desired outcome]..."
BRIDGE: "Here's how to get there: [your offer]"
Step 3: Ad Copy Templates
Headline Formulas:
1. How to [achieve outcome] without [pain point]
2. [Number] ways to [achieve outcome] in [timeframe]
3. Stop [bad habit]. Start [good habit]. Here's how.
4. The [adjective] guide to [topic] for [audience]
5. Why [common approach] is costing you [loss]
CTA Patterns:
LOW COMMITMENT: "Get the free guide" / "See how it works"
MEDIUM: "Book a free call" / "Start your trial"
HIGH: "Buy now" / "Enroll today" / "Hire me"
Step 4: Copy Scoring Rubric
+-------------------------+---+---+---+---+---+
| Criterion | 1 | 2 | 3 | 4 | 5 |
+-------------------------+---+---+---+---+---+
| Clarity (no jargon) | | | | | |
| Urgency (why now) | | | | | |
| Proof (social evidence) | | | | | |
| Benefit-led (not feature)| | | | | |
| Single clear CTA | | | | | |
| Reads at 8th grade level| | | | | |
| Addresses objections | | | | | |
+-------------------------+---+---+---+---+---+
TOTAL: ___/35
- 30-35: Publish it
- 22-29: Tighten the weak spots
- 15-21: Rewrite with a specific framework
- Below 15: You are describing features, not selling outcomes
Anti-patterns:
- Writing about yourself instead of the reader's problem
- Multiple CTAs competing for attention
- No social proof anywhere on the page
- "Click here" as your CTA text (say what they get)
Stage 6: Lead Generation (/solo:leads)
Purpose
Build repeatable systems that bring qualified prospects to you.
Step 1: Lead Magnet Types (Ranked by Conversion)
RANK | TYPE | AVG CONVERSION | EFFORT TO CREATE | BEST FOR
-----+-----------------+----------------+------------------+---------
1 | Checklist/cheat | 20-30% | Low | B2B, services
| sheet | | |
2 | Template/swipe | 15-25% | Low-Medium | Creators, agencies
| file | | |
3 | Mini course | 10-20% | Medium | Coaches, educators
| (email) | | |
4 | Webinar/workshop| 10-15% | Medium-High | High-ticket offers
5 | Ebook/guide | 5-10% | High | Thought leadership
6 | Quiz/assessment | 10-20% | Medium | Personalized offers
Step 2: Funnel Architecture
AWARENESS CAPTURE NURTURE CONVERT
(find you) (opt in) (build trust) (buy)
Blog/SEO ---> Lead ---> Email ---> Sales
Social post magnet sequence page
Podcast landing (5-7 emails) Discovery
Referral page call
Ad Proposal
Key metrics per stage:
- Awareness: impressions, clicks, traffic
- Capture: opt-in rate (target: 20%+)
- Nurture: open rate (30%+), click rate (3%+)
- Convert: close rate (varies by price point)
Step 3: Referral System Design
PROGRAM STRUCTURE:
Trigger: Client completes project / achieves result
Ask: "Who else do you know dealing with [problem]?"
Incentive: [discount / bonus / gift card / commission]
Process: Warm intro via email (template below)
Follow-up: Thank referrer regardless of outcome
REFERRAL EMAIL TEMPLATE:
Subject: [Referrer name] suggested we connect
Body:
Hi [Name],
[Referrer] mentioned you're working on [problem area].
I help [target audience] achieve [outcome] through [method].
[Referrer] thought it might be worth a quick conversation.
Would a 15-minute call this week work?
[Your name]
Step 4: Partnership/JV Framework
PARTNER EVALUATION:
+---------------------------+---+---+---+---+---+
| Criterion | 1 | 2 | 3 | 4 | 5 |
+---------------------------+---+---+---+---+---+
| Audience overlap | | | | | |
| Complementary (not rival) | | | | | |
| Similar audience size | | | | | |
| Professional reputation | | | | | |
| Responsive/easy to work | | | | | |
+---------------------------+---+---+---+---+---+
PARTNERSHIP TYPES:
- Newsletter swap (promote each other)
- Co-created content (webinar, guide)
- Affiliate/referral commission
- Bundle deal (your product + theirs)
- Guest expert in each other's programs
Anti-patterns:
- No lead magnet on your website (biggest missed opportunity)
- Nurture sequence that never sells (just "value" forever)
- Asking for referrals before delivering results
- Partnering with competitors instead of complements
Stage 7: Sales (/solo:sales)
Purpose
Close deals consistently without feeling salesy. Structured process beats improvisation.
Step 1: Discovery Call Script
OPEN (2 min):
"Thanks for taking the time. To make sure this is a good fit,
I'll ask a few questions, share how I might help, and we'll
decide together if it makes sense to move forward. Sound good?"
QUALIFY (5 min):
1. "What's the main challenge you're trying to solve?"
2. "How long has this been a problem?"
3. "What have you tried so far?"
4. "What happens if you don't solve this in the next 3-6 months?"
DIAGNOSE (5 min):
5. "What does success look like for you?"
6. "What's your timeline?"
7. "Is there a budget range you're working within?"
8. "Who else is involved in this decision?"
PRESCRIBE (5 min):
"Based on what you've shared, here's what I'd recommend..."
[Explain your approach — not a full proposal, just the framework]
"I'll put together a detailed proposal by [date]. Does that work?"
CLOSE (3 min):
"Any questions before we wrap up?"
"I'll send the proposal by [date]. If it looks good, we can
kick off as early as [date]."
Step 2: Proposal Template
1. EXECUTIVE SUMMARY
- Problem: [their words, not yours]
- Goal: [specific outcome]
- Approach: [your method in 2-3 sentences]
2. SCOPE OF WORK
- Deliverable 1: [description] — [timeline]
- Deliverable 2: [description] — [timeline]
- Deliverable 3: [description] — [timeline]
- Out of scope: [explicitly list what's NOT included]
3. INVESTMENT
- Option A: [base package] — $X
- Option B: [recommended] — $Y (includes Z)
- Option C: [premium] — $Z (includes everything + bonus)
- Payment terms: [50% upfront, 50% on completion / monthly]
4. TIMELINE
- Start: [date]
- Milestones: [key dates]
- Completion: [date]
5. NEXT STEPS
- Sign this proposal
- Submit deposit
- Complete onboarding questionnaire
Step 3: Follow-Up Sequence (5-Touch Framework)
TOUCH | TIMING | CHANNEL | MESSAGE
------+---------------+---------+------------------------------------------
1 | Same day | Email | "Great call — here's the proposal"
2 | Day 3 | Email | "Any questions about the proposal?"
3 | Day 7 | Phone | Quick voicemail or text
4 | Day 14 | Email | Share relevant case study or resource
5 | Day 21 | Email | "Closing the loop" — final check-in
After touch 5 with no response: Move to nurture list. Do not chase.
Step 4: Objection Handling
OBJECTION | RESPONSE FRAMEWORK
-----------------+------------------------------------------------------
"Too expensive" | "I understand. Can I ask what budget you had in mind?
| [Then: adjust scope, offer payment plan, or show ROI]"
|
"Bad timing" | "When would be better? I'll follow up then.
| [Book a specific date — don't say 'whenever']"
|
"Need to think" | "Of course. What specifically do you want to think
| through? [Identify the real objection underneath]"
|
"Can do it myself"| "You absolutely could. Most of my clients could too.
| They hire me for speed and to avoid costly mistakes."
|
"Need approval" | "Happy to help. Want me to join a call with [person]
| or prepare a summary they can review?"
Step 5: Close Rate Benchmarks
OFFER TYPE | HEALTHY CLOSE RATE | RED FLAG
--------------------+--------------------+---------
Free discovery call | 20-30% → paid | < 10%
Low-ticket ($50-500)| 5-15% of visitors | < 2%
Mid-ticket ($1-5K) | 15-25% of calls | < 10%
High-ticket ($5K+) | 25-40% of calls | < 15%
Anti-patterns:
- Sending proposals without a discovery call
- Not following up (80% of sales happen after touch 5)
- Discounting instead of adjusting scope
- Talking more than listening on calls
Stage 8: Client Onboarding (/solo:onboard)
Purpose
Set the tone for a successful engagement from day one. Good onboarding prevents 90% of client problems.
Step 1: Onboarding Checklist Template
[ ] Contract/agreement signed
[ ] Payment received (deposit or first invoice)
[ ] Onboarding questionnaire sent and completed
[ ] Welcome packet delivered
[ ] Kickoff call scheduled
[ ] Project management access shared (if applicable)
[ ] Communication channels established
[ ] First milestone defined and confirmed
[ ] Internal project setup (files, folders, tracking)
Step 2: Welcome Packet Contents
1. Welcome message (personal, enthusiastic)
2. What to expect (process overview, timeline)
3. Communication guidelines:
- Preferred channel: [email / Slack / portal]
- Response time: [24 hours on weekdays]
- Meeting cadence: [weekly / biweekly]
4. Your role vs. their role (who does what)
5. Key dates and milestones
6. FAQ (top 5 questions new clients ask)
7. How to share feedback
8. Emergency contact process
Step 3: Expectation Setting
COVER THESE IN THE KICKOFF CALL:
SCOPE:
"Here's exactly what's included: [list deliverables]
And here's what's outside scope: [list exclusions]
If you need something not listed, we'll discuss it as a
change request with a separate quote."
COMMUNICATION:
"I check messages [frequency]. Expect responses within
[timeframe]. For urgent items, [method]."
TIMELINE:
"Here's our milestone schedule: [dates]
I'll need [specific inputs] from you by [dates] to stay
on track. Delays on inputs shift the timeline equally."
REVISIONS:
"This engagement includes [N] rounds of revisions.
Additional rounds are billed at [rate]."
Step 4: Automation Opportunities
TASK | MANUAL TIME | TOOL TO AUTOMATE
------------------------+--------------+------------------
Scheduling calls | 15 min each | Calendly / Cal.com
Sending contracts | 20 min | HelloSign / PandaDoc
Collecting info | 30 min | Typeform / Google Form
Sending welcome packet | 15 min | Email template + CRM
Payment collection | 10 min | Stripe / invoice auto
Project setup | 30 min | Template in PM tool
Status updates | 20 min/week | Automated from PM tool
Total time saved per client: 2-3 hours.
Anti-patterns:
- No written scope (guaranteed scope creep)
- Skipping the kickoff call (misaligned expectations)
- Manual processes for every new client (doesn't scale)
- Not defining revision limits upfront
Stage 9: Client Management (/solo:clients)
Purpose
Deliver great work while maintaining boundaries. Happy clients who respect your time are the goal.
Step 1: Communication Cadence
ENGAGEMENT TYPE | CHECK-IN | STATUS UPDATE | FULL REVIEW
-----------------+--------------+---------------+-------------
Retainer | Weekly async | Weekly email | Monthly call
Project (short) | As needed | Per milestone | At completion
Project (long) | Weekly call | Weekly email | Monthly call
Coaching | Per session | Per session | Quarterly
Status update template:
Subject: [Project Name] — Week [N] Update
COMPLETED THIS WEEK:
- [deliverable/milestone]
- [deliverable/milestone]
IN PROGRESS:
- [task] — expected by [date]
BLOCKERS / NEEDS FROM YOU:
- [specific request with deadline]
NEXT WEEK:
- [planned work]
Step 2: Scope Management
CHANGE REQUEST PROCESS:
1. Client requests something outside scope
2. Acknowledge: "Great idea. Let me scope that out."
3. Assess: Time, cost, impact on timeline
4. Respond with:
"That would take approximately [time] and cost [$amount].
It would push [milestone] by [days].
Want me to proceed, or keep it for a future phase?"
5. If approved: Update scope document, get written confirmation
6. If declined: Document it for future reference
The golden phrase: "I'd love to include that. Here's what it would look like as an add-on."
Step 3: Deliverable Tracking Template
+----+------------------+----------+--------+----------+--------+
| # | Deliverable | Due Date | Status | Feedback | Final |
| | | | | Round | Approved|
+----+------------------+----------+--------+----------+--------+
| 1 | | | [ ] | | [ ] |
| 2 | | | [ ] | | [ ] |
| 3 | | | [ ] | | [ ] |
+----+------------------+----------+--------+----------+--------+
Status: Not started / In progress / In review / Approved / Delivered
Step 4: Difficult Client Playbook
SITUATION | RESPONSE
---------------------+---------------------------------------------------
SCOPE CREEP | "That sounds like a Phase 2 item. Let me add it
| to the backlog and we can scope it after this
| phase wraps up."
|
LATE PAYMENT | Day 1: Friendly reminder email
| Day 7: Direct email with updated invoice
| Day 14: Phone call + pause work notice
| Day 30: Final notice + late fee applied
| Day 45: Collections process / small claims
|
UNREASONABLE DEMANDS | "I want to make sure we're aligned on what's
| realistic within [timeline/budget]. Here are
| our options: [A, B, or C]."
|
CONSTANT CHANGES | "We've used [N] of [N] revision rounds. Additional
| revisions are [rate]. Want to proceed?"
|
DISRESPECTFUL | "I value our working relationship. This kind of
| communication makes it hard to do my best work.
| Can we reset expectations?"
|
FIRING A CLIENT | "After reflecting, I don't think I'm the right
| fit for this project going forward. I'll wrap up
| [current deliverables] by [date] and help with
| a smooth transition."
Anti-patterns:
- Responding to messages at all hours (trains bad expectations)
- Verbal scope changes without written confirmation
- Avoiding difficult conversations until they escalate
- Never firing a bad client (one toxic client poisons everything)
Stage 10: Customer Support (/solo:support)
Purpose
Handle support efficiently so it doesn't consume your entire week. Self-service first, personal touch when it matters.
Step 1: FAQ Template Design
FAQ STRUCTURE (aim for 10-20 questions):
BEFORE BUYING:
Q: What's included in [offer]?
Q: How long does [process] take?
Q: What results can I expect?
Q: Do you offer refunds?
DURING ENGAGEMENT:
Q: How do I contact you?
Q: What if I need changes?
Q: What if I'm not happy with the work?
AFTER DELIVERY:
Q: Do you offer ongoing support?
Q: Can I hire you again for [next thing]?
Q: How do I leave a review/testimonial?
Step 2: Response Templates (Common Scenarios)
NEW INQUIRY:
"Thanks for reaching out! I'd love to learn more about
your project. Could you share:
1. What you're looking to accomplish
2. Your timeline
3. Your budget range
I'll get back to you within 24 hours."
SCOPE QUESTION:
"Great question. [Answer]. This is covered in the
[package/tier]. If you need [additional thing],
we can discuss that as an add-on."
DELAY NOTIFICATION:
"I wanted to give you a heads up — [deliverable] will
be [N days] behind schedule due to [reason]. The new
delivery date is [date]. I'm [action to minimize impact]."
TESTIMONIAL REQUEST:
"It's been great working with you! Would you be open to
sharing a brief testimonial? A few sentences about
[specific result] would be incredibly helpful.
Here's a quick form: [link]"
REFUND REQUEST:
"I'm sorry to hear that. I want to make this right.
[If within policy: Here's how the refund process works.]
[If outside policy: Let me see what I can do. Could you
share more about what didn't meet your expectations?]"
Step 3: Escalation Matrix
LEVEL 1 — SELF-SERVICE (no time cost):
FAQ page, knowledge base, automated emails
Example: "How do I access my course?"
LEVEL 2 — ASYNC (5 min per ticket):
Email response using templates
Example: "My download link isn't working"
LEVEL 3 — SYNC (15-30 min):
Video call or screen share
Example: "I don't understand how to implement step 3"
LEVEL 4 — RESOLUTION (varies):
Refund, redo, or escalation to external help
Example: "This isn't what I expected at all"
Route as many requests as possible to Level 1.
Step 4: Support Metrics
METRIC | TARGET | MEASURE HOW
--------------------+---------------+------------------------------
Response time | < 24 hours | Time from request to first reply
Resolution time | < 48 hours | Time from request to resolved
First-contact fix | > 70% | Resolved without follow-up
CSAT | > 4.5/5 | Post-resolution survey
Support volume | Decreasing | Tickets per month (track trend)
Self-service rate | > 50% | FAQ views / total requests
Anti-patterns:
- No FAQ (answering the same question 50 times)
- No templates (writing every response from scratch)
- Responding to support instead of building self-service
- No escalation path (everything gets a 30-min call)
Stage 11: Bookkeeping (/solo:books)
Purpose
Know your numbers. You can't optimize what you don't measure. Simple systems, reviewed monthly.
Step 1: P&L Template (Monthly)
REVENUE
Service income: $________
Product income: $________
Recurring/subscription income: $________
Affiliate/referral income: $________
Other income: $________
---------
TOTAL REVENUE: $________
COST OF GOODS SOLD (COGS)
Contractor/freelancer payments: $________
Software directly tied to delivery:$________
Materials/supplies for delivery: $________
---------
TOTAL COGS: $________
GROSS PROFIT: $________
GROSS MARGIN: ________%
OPERATING EXPENSES
Software/subscriptions: $________
Marketing/advertising: $________
Professional services (legal/acct):$________
Insurance: $________
Education/training: $________
Travel: $________
Home office: $________
Meals/entertainment: $________
Miscellaneous: $________
---------
TOTAL OPERATING EXPENSES: $________
NET PROFIT: $________
NET MARGIN: ________%
Step 2: Expense Categories for Solopreneurs
CATEGORY | EXAMPLES | TAX DEDUCTIBLE
--------------------+-----------------------------------+---------------
Software | Hosting, email, design tools | Yes
Marketing | Ads, sponsorships, PR | Yes
Professional | Accountant, lawyer, coach | Yes
Education | Courses, books, conferences | Yes (if related)
Travel | Client visits, conferences | Yes (business %)
Home office | Rent %, utilities %, internet % | Yes (calculated)
Equipment | Computer, monitor, desk | Yes (depreciate)
Insurance | Liability, E&O, health | Varies
Banking | Merchant fees, wire fees | Yes
Meals | Client meals, working lunches | Partial (50-100%)
Step 3: Invoice Template
INVOICE #[number] DATE: [date]
FROM: [Your business name] DUE: [date]
[Your address]
[Your email]
TO: [Client name]
[Client company]
[Client address]
+----+---------------------------+------+-----------+
| # | Description | Qty | Amount |
+----+---------------------------+------+-----------+
| 1 | [Service/product] | | $ |
| 2 | [Service/product] | | $ |
+----+---------------------------+------+-----------+
SUBTOTAL: $
TAX (___%): $
TOTAL DUE: $
PAYMENT TERMS: [Net 15 / Net 30 / Due on receipt]
PAYMENT METHOD: [Bank transfer / Stripe / PayPal]
LATE FEE: [1.5% per month after due date]
Step 4: Cash Flow Tracker
+-------+----------+----------+---------+---------+
| Month | Opening | Income | Expenses| Closing |
| | Balance | | | Balance |
+-------+----------+----------+---------+---------+
| Jan | | | | |
| Feb | | | | |
| ... | | | | |
| Dec | | | | |
+-------+----------+----------+---------+---------+
Step 5: Financial Health Metrics
METRIC | FORMULA | HEALTHY TARGET
--------------------+----------------------------+---------------
Gross margin | (Revenue - COGS) / Revenue | > 70%
Net profit margin | Net Profit / Revenue | > 30%
Monthly runway | Cash / Monthly expenses | > 3 months
Savings rate | Savings / Net profit | > 20%
Revenue per hour | Revenue / Hours worked | Increasing QoQ
Client concentration| Largest client / Revenue | < 30%
Anti-patterns:
- Not tracking expenses until tax time (panic and missed deductions)
- Mixing personal and business accounts
- Not knowing your profit margin (busy but broke)
- No emergency fund / runway buffer
Stage 12: Tax Prep (/solo:tax)
Purpose
Stay on top of tax obligations throughout the year. No scrambling in April.
IMPORTANT: This is general guidance, not tax advice. Always consult a qualified accountant for your specific situation.
Step 1: Quarterly Tax Estimate Checklist
EACH QUARTER, COMPLETE:
[ ] Calculate gross income for the quarter
[ ] Subtract estimated deductions
[ ] Calculate estimated tax owed (income + self-employment)
[ ] Compare to prior quarter's estimate
[ ] Set aside payment in dedicated tax savings account
[ ] File quarterly estimated payment (if required)
[ ] Update year-to-date tax projection
[ ] Review upcoming deductible expenses
Step 2: Common Deductions for Solopreneurs
DEDUCTION | HOW TO CALCULATE | DOCUMENTATION
-----------------------+-------------------------------+---------------
Home office | Sq ft of office / total sq ft | Floor plan, bills
| x (rent + utilities + ins.) |
Equipment | Full cost or depreciated | Receipts
Software | Monthly/annual subscriptions | Invoices
Professional dev | Courses, books, conferences | Receipts, agendas
Professional services | Accountant, lawyer fees | Invoices
Marketing | Ads, tools, sponsorships | Invoices, receipts
Travel | Business trips only | Itineraries, receipts
Vehicle (business use) | Mileage log or actual expenses| Mileage tracker app
Health insurance | Self-employed health deduction| Premium statements
Retirement contrib. | SEP-IRA, Solo 401(k) | Account statements
Internet/phone | Business % of total bill | Bills, usage estimate
Meals (business) | 50-100% depending on type | Receipts + notes
Step 3: Record-Keeping Requirements
KEEP THESE ORGANIZED ALL YEAR:
INCOME:
- All invoices sent
- Payment confirmations
- 1099s received (if applicable)
- Revenue by source/stream
EXPENSES:
- Every receipt over $25 (photo + categorize immediately)
- Bank/credit card statements
- Mileage log (if vehicle deduction)
- Home office measurements and calculations
DOCUMENTS:
- Prior year tax return
- Quarterly estimated payment confirmations
- Business license/registration
- Insurance policies
- Contracts with clients/contractors
- 1099s issued to contractors
Rule: Categorize expenses weekly (15 min). Do NOT batch this to year-end.
Step 4: Tax Calendar
DATE | ACTION
------------+----------------------------------------------
Jan 15 | Q4 estimated tax payment due
Mar 15 | S-corp/partnership returns due (if applicable)
Apr 15 | Individual return due / Q1 estimated payment
Jun 15 | Q2 estimated tax payment due
Sep 15 | Q3 estimated tax payment due
Oct 15 | Extended individual return due
Year-round | Weekly: categorize expenses
| Monthly: reconcile accounts
| Quarterly: estimate + pay taxes
Step 5: "Talk to an Accountant" Flags
CONSULT A PRO WHEN:
[ ] First year of self-employment (setup matters)
[ ] Revenue exceeds $50K (entity structure review)
[ ] Revenue exceeds $100K (S-corp election analysis)
[ ] Hiring contractors (1099 obligations)
[ ] International clients or income
[ ] Significant equipment purchase (depreciation strategy)
[ ] Major life event (marriage, home purchase, child)
[ ] IRS notice or audit letter
[ ] Considering retirement account setup
[ ] State tax nexus questions (multi-state clients)
Anti-patterns:
- Not saving for taxes (25-35% of net income as a rule of thumb)
- Deducting personal expenses as business (audit red flag)
- Missing quarterly deadlines (penalties add up fast)
- DIY when your situation is complex (accountant fees are deductible)
Stage 13: Time Audit (/solo:time)
Purpose
Find where your hours actually go, then ruthlessly optimize. Time is the only resource you cannot buy more of.
Step 1: Time Tracking Template (1-Week Audit)
Track every 30-minute block for 5 business days.
+-------+-------+-------+-------+-------+-------+
| Time | Mon | Tue | Wed | Thu | Fri |
+-------+-------+-------+-------+-------+-------+
| 8:00 | | | | | |
| 8:30 | | | | | |
| 9:00 | | | | | |
| 9:30 | | | | | |
| 10:00 | | | | | |
| 10:30 | | | | | |
| 11:00 | | | | | |
| 11:30 | | | | | |
| 12:00 | | | | | |
| 12:30 | | | | | |
| 1:00 | | | | | |
| 1:30 | | | | | |
| 2:00 | | | | | |
| 2:30 | | | | | |
| 3:00 | | | | | |
| 3:30 | | | | | |
| 4:00 | | | | | |
| 4:30 | | | | | |
| 5:00 | | | | | |
+-------+-------+-------+-------+-------+-------+
Step 2: Activity Categorization
After tracking, categorize each block:
CATEGORY | SYMBOL | DESCRIPTION | TARGET %
-------------+--------+----------------------------------+---------
$-Generating | $ | Billable work, sales calls, | 50-60%
| | product creation |
Marketing | M | Content, social, networking | 15-20%
Admin | A | Email, invoicing, filing, | 10-15%
| | scheduling |
Learning | L | Courses, reading, skill building | 5-10%
Waste | W | Social scrolling, context | < 5%
| | switching, unnecessary meetings |
Calculate your actual percentages. Compare to targets.
Step 3: Priority Matrix (Urgent/Important)
URGENT NOT URGENT
+--------------------+--------------------+
IMPORTANT | DO FIRST | SCHEDULE |
| Client deadlines | Strategy planning |
| Critical bugs | Offer development |
| Revenue-critical | Relationship build |
| tasks | System creation |
+--------------------+--------------------+
NOT | DELEGATE/AUTOMATE | ELIMINATE |
IMPORTANT | Most emails | Social scrolling |
| Scheduling | Unnecessary calls |
| Data entry | Perfectionism |
| Status updates | Vanity metrics |
+--------------------+--------------------+
Step 4: Keep/Cut/Automate/Delegate Decision Framework
For every activity in your time audit:
+---------------------------+------+-----+---------+----------+
| Activity | Keep | Cut | Automate| Delegate |
| | | | | |
+---------------------------+------+-----+---------+----------+
| [e.g. Client calls] | X | | | |
| [e.g. Social scheduling] | | | X | |
| [e.g. Bookkeeping] | | | | X |
| [e.g. Unnecessary mtgs] | | X | | |
+---------------------------+------+-----+---------+----------+
Decision rules:
- KEEP: Only you can do it AND it generates revenue or builds relationships
- CUT: Doesn't contribute to revenue, audience, or well-being
- AUTOMATE: Repeatable, rule-based, no judgment required
- DELEGATE: Requires a human but not specifically you (even as a solopreneur — use contractors for specific tasks)
Step 5: Ideal Week Template
+-------+-------------+-------------+-------------+
| Day | Morning | Afternoon | Evening |
| | (deep work) | (meetings) | (flex) |
+-------+-------------+-------------+-------------+
| Mon | $-generating| Client calls| Planning |
| Tue | $-generating| $-generating| Content |
| Wed | Content | Networking | Learning |
| Thu | $-generating| Client calls| Admin |
| Fri | $-generating| Reviews | OFF by 3pm |
+-------+-------------+-------------+-------------+
RULES:
- No meetings before 11am (protect deep work)
- Batch similar tasks (all calls on Mon/Thu)
- One admin block per week (not scattered daily)
- One half-day off minimum (prevents burnout)
Anti-patterns:
- Never auditing your time (you think you know, you don't)
- Spending 50%+ on admin (you're running the business, not working in it)
- No deep work blocks (constant context switching kills output)
- Working 7 days (unsustainable, leads to burnout and bad decisions)
Stage 14: Tech Stack (/solo:stack)
Purpose
Choose the right tools at the right time. Avoid over-tooling (complexity) and under-tooling (manual drudgery).
Step 1: Stack Categories
CATEGORY | PURPOSE | PRIORITY
--------------------+----------------------------+---------
Website/landing | Your digital storefront | Must-have
Email marketing | Owned audience, nurturing | Must-have
Payments/invoicing | Get paid | Must-have
Scheduling | Book calls without email | Must-have
Project management | Track work and deliverables| Must-have
Accounting | Books, taxes, reports | Must-have
Analytics | Know what's working | Should-have
CRM | Track leads and clients | Should-have
Social scheduling | Consistent posting | Nice-to-have
Design | Graphics, presentations | Nice-to-have
Automation | Connect tools, save time | Nice-to-have
AI tools | Writing, research, code | Nice-to-have
Step 2: Tool Evaluation Scorecard
+------------------+------+----------+--------------+----------+-------+
| Tool | Cost | Features | Integrations | Learning | Total |
| | 1-5 | 1-5 | 1-5 | Curve 1-5| /20 |
+------------------+------+----------+--------------+----------+-------+
| | | | | | |
+------------------+------+----------+--------------+----------+-------+
Cost scoring (inverted):
- 5 = Free or < $10/mo
- 4 = $10-30/mo
- 3 = $30-75/mo
- 2 = $75-150/mo
- 1 = $150+/mo
Learning curve scoring (inverted):
- 5 = Use immediately, no learning
- 4 = 1-2 hours to learn
- 3 = A few days to get comfortable
- 2 = A week+ to learn properly
- 1 = Significant ongoing learning curve
Step 3: Recommended Stacks by Budget
$0/MONTH (BOOTSTRAP):
Website: Carrd (free) or WordPress.com (free)
Email: Mailchimp (free to 500) or Brevo (free to 300/day)
Payments: Stripe (no monthly fee, per-transaction)
Scheduling: Calendly (free, 1 event type)
PM: Notion (free) or Trello (free)
Accounting: Wave (free) or spreadsheet
Analytics: Google Analytics + Search Console (free)
$50/MONTH (ESSENTIALS):
Website: Squarespace ($16) or Vercel + Next.js (free)
Email: ConvertKit ($29) or Brevo ($25)
Payments: Stripe
Scheduling: Calendly ($10)
PM: Notion ($8) or ClickUp (free)
Accounting: Wave (free)
Analytics: Google Analytics (free)
Total: ~$50/mo
$200/MONTH (PROFESSIONAL):
Website: Custom (Vercel) or Squarespace ($33)
Email: ConvertKit ($49)
Payments: Stripe + invoicing tool ($15)
Scheduling: Cal.com ($12) or Calendly ($10)
PM: ClickUp ($7) or Notion ($8)
Accounting: QuickBooks ($30) or Xero ($35)
CRM: HubSpot (free) or Pipedrive ($15)
Design: Canva Pro ($13)
Social: Buffer ($15) or Publer ($12)
Analytics: Google Analytics + Plausible ($9)
Total: ~$180/mo
$500/MONTH (SCALE-READY):
All of the above, plus:
Automation: n8n self-hosted ($10 VPS) or Zapier ($49)
AI tools: Claude/ChatGPT ($20-40)
Video: Loom ($15)
Support: Help Scout ($25) or Crisp ($25)
Backup/CDN: Cloudflare Pro ($20)
Total: ~$400-500/mo
Step 4: Integration Mapping
Map what connects to what. Every tool should connect to at least 2 others.
WEBSITE <-------> EMAIL (opt-in forms)
| |
v v
ANALYTICS PAYMENTS <-----> ACCOUNTING
|
v
SCHEDULING <---> CRM <----------> PM TOOL
|
v
AUTOMATION (connects everything)
If a tool doesn't integrate with your stack, reconsider it.
Step 5: Annual Cost Calculator
+------------------+-----------+----------+-----------+
| Tool | Monthly $ | Annual $ | Category |
+------------------+-----------+----------+-----------+
| | | | |
+------------------+-----------+----------+-----------+
| TOTAL | | | |
+------------------+-----------+----------+-----------+
METRICS:
Monthly tool cost: $________
Annual tool cost: $________
Tool cost as % of revenue: ________%
Cost per client served: $________
TARGETS:
Tool spend < 5% of revenue (healthy)
Tool spend 5-10% of revenue (review for waste)
Tool spend > 10% of revenue (cut tools immediately)
Anti-patterns:
- Signing up for every new tool (shiny object syndrome)
- Using enterprise tools as a solopreneur ($200/mo CRM with 50 contacts)
- No integrations (manually copying data between tools)
- Free tools that cost you hours (your time has a dollar value)
Integration Notes
Feeds From
/discovery:interview — understand customer pain points before designing offers/dt:empathize — design thinking empathy maps inform offer packaging/dt:define — problem statements sharpen your positioning/gtm:positioning — ICP and value prop feed into sales copy and landing pages
Feeds Into
/agent:audit — identify automation opportunities in your solo workflows/gtm:positioning — your offer design feeds go-to-market positioning/gtm:channels — audience building aligns with channel selection/gtm:pricing — revenue diversification informs pricing strategy/seo:page — content system outputs need SEO optimization/geo:optimize — content needs AI search engine visibility
Natural Workflow
OFFER ──> REVENUE ──> AUDIENCE ──> CONTENT ──> LEADS
|
v
STACK <── TIME <── BOOKS <── CLIENTS <── SALES <─┘
| |
v v
TAX ONBOARD ──> SUPPORT
