Welcome to the $100k Playbook with Mike Koziol
In this episode, I tackle a common founder dilemma: how to split time between client delivery and building your own business. Using the “put your oxygen mask on first” mindset, we cover why prioritizing your business protects mental health, improves decisions, and prevents resentment.
Key topics:
- Daily cadence: don’t start with client emails/Slack; follow your plan first
- Weekly batching: Mon–Tue for client calls/delivery; Wed–Fri for sales, marketing, and content; flexible weekends
- Time blocks: 2–4 hours/day for delivery placed mid-day or later; start mornings with outreach/sales (1–2 hours)
- Content vs sales split: double down on what’s working; adjust 70/30 based on results and needs
- Practical outreach flow: LinkedIn connections/DMs → insights → content creation (Fridays for content)
- Client expectations: set SLAs (e.g., 12/24/36 hr response), establish an emergency channel, batch communications
- Mental models: unless you’re in a truly time-sensitive field, your business comes first to enable better delivery
Takeaways:
- Build and follow a weekly plan before touching client comms
- Batch client delivery into specific days/time blocks
- Use results to set your sales/content ratio; do more of what works
- Set clear SLAs and an escalation path to protect your focus and sanity
If your marketing already pulls weight, skew 70/30 toward content. Need faster results? Lean into cold outreach.
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Connect with the host of the $100k Playbook Mike Koziol on Linkedin: https://www.linkedin.com/in/michalkoziol/
Download the 2025 Consulting report: https://mikekoziol.com/the-100k-consultant-report/
Download to $100k Offer Playbook: https://mikekoziol.com/the-100k-offer-playbook/
Schedule a free marketing brainstorming session: https://mikekoziol.com/connect/
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Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability