The Business of Freelancing, Episode 21: Brian Casel on Productized Services

by Brennan Dunn on Dec 1, 2014, — Get free updates of new podcast episodes here

Have you ever wanted to get away from strictly selling your time for money? Is your long term plan to either escape consulting altogether (through something like bootstrapping your own products) or to remove yourself as a part of your “product”?

Sooner or later, almost all of us get to this point. We want more control and creative input into the work we provide our clients. Productizing yourself is one of the best ways to do that. It allows you to dictate what you’re selling, what your customers get, and what it costs in a way that traditional services companies aren’t able to do.

In this episode, I sat down with Brian Casel of Restaurant Engine and Productize.

Should You Niche Yourself?

by Brennan Dunn on Nov 25, 2014, — Get free updates of new posts here

Should you abandon the broad highway of generalized freelancing and take the road less traveled?

Should you restrict yourself to working with a particular type of client, who has a particular need?

Will “finding your niche” set you up to be in high demand and able to charge premium rates?

The Business of Freelancing, Episode 20: Scott Yewell On His First $100k+ Project

by Brennan Dunn on Nov 19, 2014, — Get free updates of new podcast episodes here

This week I sat down with Scott Yewell to talk about how he recently closed his first six-figure project. Scott’s a partner at Blackfin Media, who for the last 14 years has been building small ($1-10k) website projects.

A few months ago, Scott joined my Consultancy Masterclass and made a lot of changes. He walked away with the class with a few pages of notes and a directive: change how and what you’re selling.

Well, it worked.

He just closed a 6-8 month project at $7,500 a week ($180-$240k) — which is a significantly more than the < $10k projects they used to field. In this interview, Scott lays out everything he did differently to make this change.

Here’s the interview!

I’m Starting A New Agency, And I Want You To Be A Part Of It

by Brennan Dunn on Nov 13, 2014, — Get free updates of new posts here

I’m kicking off a new experiment this week.

I’m starting a new agency. And I plan on live blogging all the struggles and successes I face along the way — and making it all available right here on

As many of you probably know, about 6 years ago I started my first agency. I was in no way equipped to run or scale an agency at the time, as I had no experience in business or management. But it somehow… worked. We grew to 11 full-time employees and we grew into a 4500ish square foot office in downtown Norfolk, Virginia. Within just two years, our revenues were just over $2+ million a year and our client base was international.

It was a wild ride, but fate led me to exit the agency and start a software company (Planscope), which later spawned off my teaching business (this website, my courses, etc.)

What To Do When You Can’t Guarantee An ROI

by Brennan Dunn on Oct 9, 2014, — Get free updates of new posts here

As I’ve been working my way around the Internet this summer teaching the fundamentals of the DYFR framework, I almost always end up getting asked the same question from people after I describe my method of writing proposals:

What if I can’t guarantee my client a specific return-on-investment (ROI)?

A quick refresher if you’re new: One of the concepts of the framework is to anchor your costs against what I call the Financial Upside of a project, or the long-term value of the project for the client’s business. This makes it so you don’t end up pricing yourself in a vacuum, but instead have something (ideally less than what you’re asking!) to contrast your price to.

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