Altitude of Involvement

On August 24, 2017, more than 80 people joined me live for a webcast entitled Altitude of Involvement.

According to the folks who attended, it was quite helpful. Here are a few representative quotes:

“When you talked about moving down the chart, it hit me like a ton of bricks”

“You made me realize—visually—the root of many of my hangups. Incredible value.”

“Thanks so much for making your thinking on this public—though you’ve kind of up-ended my world a little.”

The presentation primarily consisted of me walking people through a worksheet I created to help students get a bird’s eye view of their potential paths to growing their software business.

The core concept expressed in the worksheet is that you can engage with your clients at three distinct levels:

My general advice is to move up from lower levels to higher levels over time (i.e., increase your “altitude of involvement”). Doing so will enable you to charge more money for less labor by leveraging the expertise gained through experience.

In other words, this worksheet is basically a map that visually lays out my mantra of “sell your head, not your hands.”

After the presentation, I took questions for almost an hour. The questions are included in the recording, and you can even jump directly to the answers by clicking on the question in the Q&A tab (this is one of me favorite features of Crowdcast).

I hope you have time to check out the materials, which you can find here:

If you have comments, questions, cheers, or jeers, just email me at and give it to me straight :-)

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