The Business of Freelancing, Episode 44: Bart Mroz on What He’s Learned Growing His Business from 2 to 20 Employees


Today we’re joined by Bart Mroz: consultant, co-founder of SUMO Heavy, and long-time friend. Bart is an expert at experimenting new things in his business and using the discoveries to increasingly improve it and their strategy. Not only have they done this with billing models, but with trial periods, sales processes, and basically everything else.

What he’s discovered is that experimentation is the only way of finding out what works best for your business specifically. You need to approach the business from different levels, and be the consultant (for example) who’s seen as a trusted advisor rather than a salesperson.

Today’s topics included:

  • Pricing versus billing
  • Perspectives about growth ambitions
  • Dealing with procurement departments
  • The issues with paying and getting paid
  • How Bart grew his business x11
  • Road mapping and sales processes
  • The power of tweaking and experimenting over time

You always want to sell value, and be sure that you’re taking the necessary steps to do so. Ever since the first call, start building trust and make them feel like they’re where they belong.

“You have to be comfortable with yourself first.” – Bart

Take time to hone in on your specific skill-set, and use it to your advantage. When you invest your time into experimenting and discovering, you’re investing time into making your business succeed. Bart shares this and more really solid advice on how to follow in his footsteps, so you can start building and scaling your business, too.  

Links and resources:

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