May 26, 2025

How are you going to grow the business?

Back around 2006, when I left my position as VP of a software devshop to go solo, my dad asked me something about how many employees I was planning to hire.

My reply: “I’m not going to hire any employees.”

Him: “But how are you going to grow the business?”

Me: “By getting bigger clients.”

Here’s the thing...

What Pops didn’t understand at the time was this:

When you price based on the expected value to the client instead of the time you spend working, you can increase your revenue by delivering more value and pricing yourself accordingly.

And working with larger companies usually corresponds to a significant increase in the value you can deliver, because it affects many more people than it would working with a smaller company.

A simple example:

If you provide a solution that increases productivity by 10% to a company of 10 people, that might be worth $10,000 to the owner.

If you provide the very same productivity solution to a company of 10,000 people, that might be worth $10,000,000 to the owner.

No employees required.

Yours,

—J

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