Welcome to the $100k Playbook with Mike Koziol

How to structure a productized consulting business that delivers outcomes without turning into done-for-you work. We cover role definition, client expectations, pricing psychology, call structure, and protecting your time.

Key Topics:

• Done-with-you vs. freelancing/DFY: personal trainer analogy—consultant guides, client does the reps
• Boundaries: provide feedback and course-correct, but don’t “approve” or take ownership of deliverables
• Productization: rely on exercises, worksheets, templates, and pre-recorded videos; point to assets instead of ad-hoc answers
• Call structure: clients prep with goals, what they tried, why it failed, and specific asks to speed up problem-solving
• Time protection: enforce scheduling buffers (e.g., no ad-hoc calls within 48 hours)
• Pricing & payments: higher prices drive accountability; offer upfront (annual), monthly, and weekly options—with different incentives
• Program design: promise a specific outcome in a defined timeframe; no discounts for early finish; extensions are paid
• Build on your terms: keep the delivery model consistent; iterate only when feedback repeats across clients; safeguard group dynamics

Takeaways:

• Clear expectations and strong boundaries produce better client results
• Productized assets scale your impact and reduce on-demand “genius” time
• Structure, accountability, and pricing mechanics increase follow-through

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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