Sean: Can you give us a little bit more idea about what that means when you say standardized things? What does that really mean?

Dancho: Healthier way is that when we started Bizzbee, it was project-based. Someone gives you money. You have one month of work and that's it and you need a new client. Working with long-term clients gives you monthly recurring revenue, which is much healthier because you're not every month starting from a clean slate, but you already have; like we have 2030 clients at the moment.

So you don't start with zero, you already have the cost covered, so that's much healthier rather than doing from scratch every time. In terms of systems and processes, now it's much clear. Okay, now we need new employees then it's we have a clear agreement. Project managers tell my wife, okay, we need employees.

She puts the job ad, puts some Facebook paid ads on the job ad. People are applying. Then the project manager interviews them. She decides who she keeps then my wife actually builds the contracts, enforces them, and everything. This is actually standardized.

Before that it was like, we need them, employees. Okay. What should we do? I don't know. What about you? I also don't know. Let's ask Dancho and then they come to me and I'm like, man, come on this has to be standardized. Or, "well, we actually put the job at nobody applied." Did you put some ads on the job post? Nope. Well, how will you expect people to see it? Okay.

People applied. Should we accept this or this? I'm like, that's not my problem. Actually, the project manager needs to decide because she needs to live with the decision. If I decide for her, then you gave me the wrong people. And we did that. And then, okay, but now what should we do? We need a contract. We need this X, Y, Z.

And I was like, man, this has to be standardized. Clarity helps everybody because you know, what are the next steps? What are the next steps? And this is just in-house. I'm also talking about with the. Like we have a new client. Okay. What should we do now? I don't know. Well, give them a contract. Okay. But, how are we going to start? We were like, no, we have an onboarding process. Step one, kickoff meeting, introduce the project manager, the copywriter, the nurture specialist.

Okay. Step two. Copywriter books and meeting with the client in order to do an interview, to understand the passion, the driving force, and everything, because she needs to create messages that are specific to that client.

Step three, the project manager gives them filters and LinkedIn sales navigator and everything. Step four, we wrap up everything and we decide on the starting of the execution. Stage five, clarity. It's good for us, but it's also good for the client because when you reach a supplier and you see that they have no structure, you're like I'm going to run away from here as fast as I can because of the structure gives clarity.

Managing expectations. I know what to expect when I'm getting a supplier. So it's like, okay, what happens to your steps 1, 2, 3, 4, 5. Okay. Now I know where I am through the stages. So this systematization and standardization are actually having a healthy business because when something is wrong, you can isolate specifically at what stage is not working.

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