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/

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