Hey there,“I'm crazy busy today, but I'll give you back shortly to say something more intelligent.”Say what? That’s a real DM Nick got on LinkedIn last week. A day later, he got a similar one:“Hey Nick. The rest of the day is a bit hectic for me, but I'll circle back soon with something more intelligent to say. In the meantime, I'll take a quick glance at your profile.”We know you’re deeply curious, so the answer is yes, the guy circled back:“Diving more into your profile and business got me wondering whether LinkedIn is your main engine for finding new opportunities.”Oh my.This is an example of how not to start conversations. It’s giving zero personalization, effort, care, or human-ness.Why are we telling you this?Because today’s episode is all about starting conversations. Too many solopreneurs wait for conversations to come to them instead of being proactive about starting them.Why?Largely because they don’t know what to say or how to say it.So we figured we’d start the episode with what not to say for a collective laugh, before pivoting into what to do and say instead.You'll hear us unpack the difference between being reactive and proactive with your outreach, why creating content is primarily a catalyst for conversation, and how to turn those conversations into real relationships (not just LinkedIn connections).And because we're human just like everyone else, Erica admits to dropping the ball on her own DM conversations and almost getting shadow-banned for trying to respond to two years' worth of messages in one day.Cheers,Nick and Erica(00:00) Intro(03:06) Promoting The Recognition Gap mini book(06:01) Why LinkedIn DMs matter for business(06:26) Reading absurd LinkedIn cold outreach messages(20:07) Fake personalized videos frustrate prospects(21:42) Sharing examples of genuine LinkedIn outreach(22:42) Human connection beats automation every time(23:48) How to continue DM conversations naturally(29:22) Approachability as a LinkedIn growth strategy(31:21) Conversations drive referrals and business opportunities(34:07) Posting content to spark real conversations(40:44) Closing thoughts on LinkedIn message etiquetteReady to standardize your offer and scale your consulting services to $50k+ months? Apply to work with us here: https://duoconsulting.co/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

We're back after a few weeks of sick toddlers derailing our recording schedule, and we just released something we're genuinely excited about.Today, we walk through our new CP3 framework: clarify the problem, clarify the person, clarify the process.

It emerged while writing The Recognition Gap, our first-ever mini book, and it's the missing piece that bridges your offer design to your content creation.Most solopreneurs hit the Recognition Gap because they haven’t made a clear decision about what they want to be known for.They rely on word of mouth, custom-scope every project, and try to grow a business without ever getting anchored to the one thing they do best.In our experience, this happens because we’re scared. Scared of prospects thinking we can’t do more than advertised. Scared of losing hard-won skills to atrophy. Scared of being seen as unable or unwilling to solve versatile problems.The result is a business that evaporates the moment referrals slow down.The CP3 Framework solves that by helping you get clear on three things:

* The Problem you solve

* The Person you solve it for

* The Process you use to solve it

This clarity changes everything.Ready to go deep into how to anchor yourself to a problem you're known for solving extremely well?See you inside the episode.Cheers,Nick and Erica(00:00) Intro(01:31) Launching Duo Consulting(01:54) The importance of viability in business(03:53) Combining offer design and marketing(06:12) Introducing The Recognition Gap mini book(08:02) The CP3 Framework: Clarify the problem, person, and process(13:58) Gaining clarity on the problem(23:53) Identifying the right person for your offer(33:58) The importance of process in scaling your business(37:59) The challenge of demand generation and the power of process(39:29) Charging for value, not time(40:59) Standardizing client engagement(43:23) The four phase framework(45:21) The importance of implementation(47:16) Adapting to client needs(54:33) Leveraging market signals(55:18) The business evolution journeyWant help standardizing and marketing your consulting services? Apply to work with us here: https://duoconsulting.co/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we explore what it really means to differentiate your service, and how to make that difference defensible. We break down why specificity in your offer: what problem you solve, who you solve it for, and how you solve it, creates intuitive differentiation that clients feel without needing to ask. You’ll learn how a clearly defined point of view can reinforce that difference, but why it’s not enough on its own.We also talk about how credibility compounds through volume and experience, and why relying solely on vibes, features, or flashy positioning puts you at risk of being copied, and the importance of structuring your services around specificity and credibility to stand out in a crowded market. We also explore the examples of Erin Balsa’s Bland to Bold and John Bonini’s Content Brands, and how they showcase the power of defensible differentiation rooted in process, not just outcome.(00:00) Intro(01:23) Defining differentiation(02:24) Practical examples of differentiation(04:55) Specificity in differentiation(06:35) Point of view in differentiation(08:50) Challenges in differentiation(11:32) Feature parity and differentiation(13:03) Category kings and market validation(14:07) Ethics and business models(14:42) The importance of specificity in design(15:22) Navigating credibility in business(16:40) Building credibility through experience(18:55) The role of point of view in differentiation(20:53) Case study: Erin Balsa vs. John Bonini(23:17) The power of specificity and credibility(24:35) Niche down: process and outcome(26:33) The impact of brand and contentStandardize your custom consulting services here: https://duoconsulting.co/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we discuss the importance of structuring your business model to cater to both recurring and one-time problems, and how creating systems around your services can help ease marketing, sales, and delivery. We break down the pros and cons of one-time projects vs. recurring offers. Specifically, how focusing on one-time projects offers more flexibility in scaling your business and managing client expectations, and how recurring problems can provide stable revenue but run you into a capacity ceiling. Discover the balance between customizing your offerings and productizing them to increase efficiency, and learn why having a structured approach is critical to growing without overwhelming your capacity.

(00:00) Intro(02:30) Different types of business scopes(04:14) Recurring vs. one-time business problems(06:47) Benefits of a project-based model(13:40) Scaling with operational consistency(22:26) Custom vs. standardized service scopes(32:43) Why standardizing processes is essential(33:48) Challenges in delivering custom solutions(34:31) Managing client expectations and deliverables(35:36) Boosting efficiency in content creation(37:33) Comparing standardized and custom scopes(42:28) Benefits of embracing standardization(45:31) Productized services and retainers explained(52:01) Navigating offer ladders and pricingCreate your next digital offer: https://harnessandhone.com/ Read more from How Solos Scale: ​​https://www.howsolosscale.com/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we jam with Anthony Pierri and Robert Kaminski, Co-Founders of FletchPMM, about how they’ve built their business to $1M+ in revenue and all the little decisions along the way. 

We unpack the hidden challenges of balancing client work, content creation, and business growth, and explore how a co-founder relationship can help you scale efficiently. You’ll learn why understanding your service delivery model is essential for building sustainable pipelines, the importance of experimenting with different service structures, and how to avoid burnout by knowing when to delegate. We explore the evolution of your business model, why consistent content creation is critical for growth, and how a well-defined point of view can shape your business’s identity.

(00:00) Intro

(02:00) The irony of entrepreneurship

(02:55) From solopreneur to business owner

(05:54) Building a founder-led brand

(07:55) People development strategy

(10:37) Operational strategies and models

(16:58) Pipeline generation and client management

(30:52) Experimentation, structuring services, delegation

(35:02) The importance of co-founders

(43:30) Creating and testing content

(54:08) Understanding fragmented markets

Create your next digital offer: https://harnessandhone.com/ 

Read more from How Solos Scale: ​​https://www.howsolosscale.com/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we talk about why relying on referrals and posting for fun can quietly stall your business, and what to do instead.

We unpack the hidden risk of being “referral-rich but strategy-poor,” and explain why personal content without a clear point of view won’t generate consistent inbound. You’ll learn how to make your content work harder by anchoring it in the problems you solve, how to avoid oversharing without losing your personality, and why even viral posts can fall flat if they don’t build belief. We also explore the balance between being relatable and being hireable, how to create content that compounds instead of clutters, and why having a POV is your best defense against dry spells.

(00:00) Intro

(01:39) Why having a clear point of view matters

(03:03) What it takes to develop a strong point of view

(11:23) How your POV shows up in sales conversations

(17:40) The evolution of a personal brand over time

(22:50) Getting past the fear of posting online

(23:09) Why a strong POV is your superpower

(24:18) Treating LinkedIn like your open mic night

(25:10) Building character through content

(26:04) Finding the balance between personal and professional content

(28:03) How a defined POV brings value to your brand

(30:40) Dealing with challenges while running a business

(39:33) Understanding the power of market conditioning

Create your next digital offer:

https://harnessandhone.com/

Read more from How Solos Scale: ​​

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we’re talking about standardization, what it actually means, why it matters more as you grow, and how it unlocks clarity in your offer, marketing, sales, and client delivery. We explore how most people cobble together their process until it breaks, why standardizing isn’t just about having a sales page, and what shifts when you finally define the problem you solve. You’ll hear us unpack the MP3 framework (market the problem, the process, and the proof), how it helps solopreneurs and micro-agencies stay consistent, and why content isn’t strategy unless it’s pointed at something real. We also talk about structuring sales conversations, what the cascade framework actually looks like in practice, and why being good at sales has nothing to do with being “salesy.” Finally, we share how engagement becomes scalable once you’ve done the internal work and why relationship-building doesn’t need to be delegated, just standardized. (00:00) Intro (01:38) What we mean by standardization (04:30) Why cobbling stops working (06:32) The moment the offer clicks (07:47) The MP3 marketing framework (09:15) Why content isn’t enough (11:22) Marketing vs. arts and crafts (12:42) Building influence, not followers (14:04) How sales jobs rewire you (17:37) Sales as decision support (20:11) Why LinkedIn is underused (23:11) How to lead a sales call (24:43) What the cascade really is (26:25) Teaching people how to buy (28:39) What you must discover on calls (30:16) Stop asking “Where are you calling from?” (31:59) Standardizing the engagement process (38:02) Why process = freedom Create your next digital offer: https://harnessandhone.com/ Read more from How Solos Scale: ​​https://www.howsolosscale.com/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we talk about why most people get stuck trying to scale the wrong thing, and what to do instead.We discuss the difference between project-based and recurring problems, and how that impacts your offer and stress levels. You’ll learn how high-volume content creators simplify delivery, why visual work sells better, and how to handle work that’s hard to showcase. We also explore the psychological toll of recurring retainers, the challenges of content creation, and why some models are more exhausting than they seem. Finally, we cover how to choose the problem you want to solve for better impact and ease, especially if you’re making $ 20,000 a month but still feel uncertain.(00:00) Intro(01:12) The Fletch Model: why it works(04:40) High volume, high quality, repeatable play(08:05) Visual proof vs. invisible magic(10:33) Messaging from the coast of Italy(13:20) Why this model isn’t for everyone(17:10) Project vs. recurring problem(19:56) Picking what you love doing(22:14) Anchoring your business to the right problem(25:08) Why content shame is real(28:30) The bubble of content expectations(30:00) Scaling isn’t about trying everything forever(32:45) Building a stable, repeatable sales engine

Create your next digital offer: https://harnessandhone.com/

Read more from How Solos Scale: ​​

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we get into the concept of the recognition gap—what it is, why it exists, and how it quietly stalls even the most talented solopreneurs from scaling their business.We explore what it actually feels like to be in the recognition gap, how it shows up when referrals slow down or your network stops converting, and the risks of staying invisible to the people who need your help. We also discuss why content isn’t about proving your expertise—it’s about exploring your point of view and making it recognizable to others. You’ll hear about our own experiments with podcasts, guesting, LinkedIn, and testing ideas in public—and why publishing consistently is a mindset shift, not a marketing tactic.Finally, we break down how to name and frame the problem you solve in a way that sticks. Because closing the recognition gap isn’t just about getting seen. It’s about becoming known for something specific, and building momentum that compounds over time.(00:00) Intro(01:06) What is the recognition gap?(03:45) Why content helps you close it(06:32) LinkedIn as open mic night(10:13) Repeating yourself is strategy, not laziness(13:00) When referrals dry up(16:03) Renee’s story: from comments to client(18:15) The power of a clear POV(21:17) Content as “shots on goal”(24:00) Why exploration beats expertise(27:05) The “me disease” of personal branding(29:25) Tethering to the problem you solveCreate your next digital offer: https://harnessandhone.com/

Read more from How Solos Scale: ​​

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com

Today, we dig into the realities of solopreneurship—what it means to build a business “solo,” and why that label can be both empowering and misleading. We share the personal and professional shifts that led us to rebrand Full Stack Solo into How Solos Scale, and why we’ve decided to merge our businesses into one aligned path forward. We also talk openly about the friction we experienced with previous models like the self-paced course and group program, and why they no longer served the type of solopreneur we’re here to help. Instead, we’re leaning into a new direction: a ‘done-for-you’ service designed for ambitious solos who are growing fast and ready to scale—without trying to do it all alone. Finally, we unpack the mindset it takes to evolve as a solopreneur and what we’ve learned about letting go, redefining success, and building support systems that actually work. (00:00) Intro (00:50) The concept of solo scaling (01:31) The oxymoron of solopreneurship (02:21) The importance of having support (04:30) Balancing growth and personal well-being (08:47) Brian Koffler’s success story with D.I.G.S. Marketing (11:19) The risk of relying on few clients (13:27) Packaging vs. productization (17:47) How to think about offer packaging Create your next digital offer: https://harnessandhone.com/ Read more from How Solos Scale: ​​https://www.howsolosscale.com/

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.howsolosscale.com