In your early days of solo consulting, there’s a tendency to want to stay ‘staffed’.

10 hours a week here, stacked with 20 hours a week there. Etc.

String together enough contracts and you’ll get yourself to the presumed holy grail…

“Sold out” or “Booked and busy”

And if you find yourself billing more per month than your old corporate salary, bingo.

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The focus on staying staffed is an unfortunate holdover from an employee mindset.

It means you’re trying to make the most revenue out of a set xx-hour work week.

It’s understandable - besides, unbilled time ‘expires’, right?

What a waste.

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Well, not quite.

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When you shift into a business-owner mindset as a solo consultant, your product isn’t your time.

Your product is your expertise.

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Rather than finding the market-supported rate for your time…

You seek the market-supported value of your insights & IP…

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And if you can deliver your product in the shortest amount of time, that’s the real holy grail.

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Because unbilled time actually isn't a waste.

Unbilled time is reclaimed time, and that’s compensation in itself.

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💡

-Wes