Welcome to the $100k Playbook with Mike Koziol

In this episode, I break down what consulting actually is, what it is not, and why so many consultants burn out, overdeliver, or feel responsible for client results that were never theirs to own.

We talk about:

• Why clients don’t pay you for execution — they pay you for judgment

• The difference between buying a solution and buying access to a solution

• Why even great programs never get 100% client results

• How productized consulting changes expectations (and boundaries)

• The real deliverable of consulting — and why slides, reports, and tools are secondary

If you’ve ever questioned your value because a client didn’t execute…
If scope creep keeps creeping in…
Or if you want clearer boundaries and cleaner delivery as a consultant…

This episode will reset how you see your role.

What this episode covers

1. Why understanding your role matters

• Clear role = clear boundaries

• No clarity = scope creep, guilt, and overdelivery

• Especially critical in productized consulting models

2. The biggest misconception: “If clients don’t get results, it’s my fault”

• Even proven programs won’t work for everyone

• Results require client execution, not just consultant guidance

• You can’t want results more than the client does

3. The personal trainer analogy

• Consultants give direction, structure, and feedback

• Clients still have to do the reps

• You can’t do push-ups for them

4. Buying a solution vs. buying access to a solution

• Consulting isn’t like buying new shoes

• Purchasing = access to expertise, judgment, and decisions

• The work starts after the purchase

5. What clients actually pay for

• Judgment, pattern recognition, and decision-making

• Diagnosis before solutions

• Thinking, not task execution

6. Why consulting must be problem-led

• Jumping to solutions without diagnosis = bad consulting

• Like a doctor prescribing without asking questions

• Real value comes from understanding the root problem

7. The real deliverable of consulting

• Clarity

• Priorities

• Decisions

• Next steps

Slides, reports, frameworks, and tools are just vehicles — not the product.

8. Why consultants over-focus on polish

• Beautiful decks don’t fix bad thinking

• Branding is secondary to clarity and outcomes

• Substance first, aesthetics second

9. Why consulting is always contextual

• Good advice depends on:

  • Market

  • Risk tolerance

  • Team

  • Goals

  • Life situation

• If advice applies to everyone, it’s not consulting

10. Managing expectations early

• Clients must understand their responsibility to execute

• Consultants must know where their responsibility ends

• Clear expectations protect both sides

• Solo consultants

• Productized service providers

• Advisors tired of scope creep

• Consultants questioning their value because clients didn’t act

You are responsible for clarity and judgment.
Your client is responsible for execution.

Once you understand that, consulting gets lighter, cleaner, and far more sustainable.

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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/⁠

Please rate the podcast on Spotify and iTunes <3

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

 I break down why I insist every consultant uses a contract, how clear scope protects you from chargebacks and scope creep, and how contracts increase business value and professionalism. I also share my 12‑month engagement model with a 2‑month trial and firm termination terms to drive commitment and outcomes.

Key takeaways:

• I always require a signed contract; 1–2 pages can be enough
• Contracts protect against refunds/chargebacks and clarify scope
• Specific deliverables prevent scope creep and disputes
• Contracts improve business valuation; undocumented M2M revenue is discounted
• I define responsibilities for both sides (show up, do the work, be professional)
• Upfront “friction” filters poor‑fit clients; I’d rather lose a sale than invite misalignment
• I use the contract to enforce boundaries and quote out‑of‑scope work
• My long‑term programs: 2‑month try‑or‑leave, then 12‑month commitment (e.g., $35k, payable monthly)
• Installments don’t negate the total obligation absent cause; I protect my schedule and IP
• Higher pricing increases client commitment and follow‑through

What I include in contracts:

• Detailed scope: what’s included/excluded; precise definitions (e.g., what “campaign” means)
• Cadence: meeting frequency, timelines, deliverables
• Roles and responsibilities for both parties
• Payment terms, installment plan, and chargeback handling
• Termination clauses: for‑cause vs. convenience; notice periods
• IP, confidentiality, and professionalism standards

Resources I mention:

• Offer/pricing calculator (monthly and annual)
• Contract calculator (linked in the show notes)

Who this is for: Independent consultants and boutique firm owners who want to professionalize engagements, prevent scope creep, and improve predictability and valuation.

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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/

Please rate the podcast on Spotify and iTunes <3

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

In this episode, I sit down with ClickUp consultant and longtime marketing freelancer, Robyn Henke, to unpack how freelancers can turn operational overwhelm into a scalable operating system. They cover why big, do-everything courses stall learner progress, how to reframe ClickUp as the vehicle (not the headline), and the power of niching by “who” and “what problem” to reduce education-heavy marketing.

Key topics:

• Breaking a “too-big” course into an ascension model that drives completion
• Why live cohorts boost accountability vs. self-paced (and why 95% never log in)
• Pricing psychology: adding a zero, attracting committed clients, and cash flow
• Positioning beyond tools: sell the “wake up in the morning” problem, deliver with ClickUp
• Niching decisions: senior freelancers vs. agencies; problem-first messaging
• Productizing and scope control to avoid scope creep and resentment
• Validating offers fast: 30 discovery convos to test language and fit
• Lead magnets that work: turning a PM tool buyer’s guide into list growth on LinkedIn
• LinkedIn as a genuine networking channel for research, outreach, and hand-raiser posts

Timestamps:

• 00:00 Tech setup and recording switch
• 03:30 Robyn’s pivot: from marketing freelancer to ClickUp consulting/education
• 08:40 Course design lessons: simplify to essential steps
• 13:15 Live vs. self-paced and the 95% login problem
• 17:20 Pricing: why $2,500 beats $249 for outcomes and engagement
• 25:10 Niching: industry x problem, and aiming at “wake-up” pain
• 33:40 Don’t lead with tools; sell outcomes, deliver with ClickUp
• 41:05 Targeting agencies and productized offers to stop scope creep
• 49:30 Validating messaging with 30 quick conversations
• 56:10 Email list growth: the PM tools buyer’s guide and LinkedIn hand-raisers
• 1:04:00 Confidence, scope, and retainer structures for ClickUp implementations

Links/Resources:

• Robyn’s weekly newsletter and YouTube (mentioned)
• Idea: PM Tool Buyer’s Guide/Quiz as a lead magnet for LinkedIn
• Concept: “Freelancer OS” framing with ClickUp as the implementation layer

Who this is for:

• Senior freelancers/consultants feeling operationally underwater
• Agencies struggling with onboarding efficiency and delivery chaos
• Creators/course builders rethinking price, format, and positioning

Takeaway:Lead with the painful, urgent problem your ideal client wakes up thinking about. Package a tight, productized path to resolution. Use ClickUp as the engine—not the headline—and price for commitment and outcomes. Validation comes from real conversations, not waitlists.

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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/

Please rate the podcast on Spotify and iTunes <3

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability, clickup

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/

Please rate the podcast on Spotify and iTunes <3

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

Title: Business Hates Imbalance: Aligning Client Expectations with Your Delivery Model

Show notes:In this episode of 100K Playbook, we unpack why “business hates imbalance” and how misalignment shows up in solo consulting and small agencies. We explore two classic operational imbalances—too much capacity (payroll without work) and too much demand (leaving money on the table)—and then dig deeper into the hidden imbalance between client expectations and your delivery model.

You’ll learn:

• How saying “yes” to every client request skews the value exchange and creates boundary creep, burnout, and uneven service across your client base
• Why under-delivery (e.g., trying to work only a couple hours per week per client) breaks trust and leads to churn
• How to redesign your delivery to reach $100K+ as a solo consultant by shifting from custom 1:1 to productized offers or group formats—without degrading client experience
• Practical ways to maintain or improve client outcomes during transitions (framing value, orchestrating the handoff, and highlighting group benefits like peer learning and faster problem-solving)
• The LTV mindset: why retention beats acquisition (it’s 5–25x more expensive to land a new client) and how superior client experience compounds lifetime value
• The key questions to ask before changing your model: Will clients get the same or better results? Will retention hold or improve? Can pricing stay level or increase given the new value delivery?

Takeaway: Scale your delivery, not at the expense of client outcomes. Protect the balance between your time/IP and the results clients receive to sustain profits and long-term relationships.

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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/⁠

Please rate the podcast on Spotify and iTunes ❤️ and share with others

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Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

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/⁠

Please rate the podcast on Spotify and iTunes ❤️ and share with others

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Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

In this episode, I am breaking down the three core barriers that keep freelancers, consultants, and solo agency owners from scaling:

1. Awareness gap: nobody knows you exist because you rely on word of mouth and avoid sharing wins.
2. Offer presentation: you don’t make offers frequently (or elegantly) enough, fearing you’ll seem salesy.
3. Offer–market misalignment: your offer doesn’t match what the market needs or is willing to pay.

Key takeaways:

• Fix awareness with consistent marketing and presence.
• Present offers often without being pushy—be elegant and clear.
• Ensure offer–market fit on both sides: clients get value worth the price, and the business earns sustainably.

Resources:

• Report with deeper details (see show notes)
• Free strategy sessions to apply these strategies to your business

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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/⁠

Please rate the podcast on Spotify and iTunes ❤️ and share with others

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Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

Most LinkedIn advice pushes content and chasing influencer comment sections. In this episode, I am breaking down a practical, principle-driven approach that actually drives business:

• Why DMs should be 70–80% of your effort
• How profile optimization and content support DM conversations
• Building know-like-trust the right way
• Thought leadership vs. hand-raising posts (and the lead quality trade-offs)
• Why awareness, clear offers, and asking for the sale matter
• Smart outreach that isn’t sleazy, plus how comments can mirror DMs publicly

If you’re a consultant, freelancer, or agency owner looking for clients on LinkedIn, this episode shows you where to focus and how to execute.

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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/

Please rate the podcast on Spotify and iTunes ❤️ and share with others

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Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

A concise, no-fluff overview of the five core client acquisition channels—paid ads, referrals, strategic partnerships, organic inbound, and organic outbound. Learn pros/cons, when to use each, how content boosts every channel, and why cold outreach is the fastest path to clients in 6–12 weeks. Plus: the “conveyor belt” model and tactics to compress touchpoints with workshops and resources.

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/

Please rate the podcast on Spotify and iTunes ❤️ and share with others

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability

Welcome to the $100k Playbook with Mike Koziol

If you're hovering between $10K and $30K/month as a consultant, you're not alone. And you're not broken.

In this episode, I unpack exactly why most consultants hit a ceiling in that range and what to do about it. It’s not about working harder. It’s about shifting away from custom work, unpredictable delivery, and team-heavy scale.

You’ll learn:

• Why the “more clients = more revenue” mindset is a trap

• The real cost of custom work and scope creep

• How productized consulting creates leverage, margin, and freedom

• What it means to sell a system instead of your time

• Why group delivery isn’t required, but repeatable delivery is

  
  

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/

Please rate the podcast on Spotify and iTunes ❤️ and share with others

Tags: consulting, consultant, productization, scaling, service business, marketing agency, freelancing, fractional CxO, profitability