Actions to consider_

1. Audit your current delivery time

- Calculate how many days per week your current client work requires. If it's more than 2 days/week, you cannot sustainably grow your business because you lack time for marketing and business development.

2. Identify your "doorway" offering

- Stop selling what you think clients need (like "strategy") and identify what they actually ask for and have budget for (like "storytelling," "coaching," or other established categories). This is your entry point to deliver the real value you provide.

3. Reduce delivery time, not just revenue

- Redesign your service delivery to maximize profit and minimize time, not maximize revenue. A £10K one-day workshop is better than a £30K six-month engagement if the latter consumes all your available time.

4. Allocate 3+ days per week to marketing

- Treat marketing as non-negotiable. If you 10x your marketing activities, you will inevitably generate more and bigger business purely as a function of scale. Without marketing time, growth is mathematically impossible.

5. Choose your lead generation approach based on your strengths

- Whether it's LinkedIn content, extensive coffee meetings (like Silvia's 80-90 meetings), or referral-based approaches, pick the method that aligns with your personal abilities and what you genuinely enjoy doing.

6. Reframe your credentials and experience

- Don't lead with where you worked (especially if it's education, charity, or other industries seen as less commercial). Lead with the insights you gained and the value you can deliver. Your experience is a source of insights, not a qualification.

7. Consider budget sources when positioning

- Understand where the money comes from for what you do (L&D budgets, executive coaching budgets, marketing budgets, etc.) and position accordingly. The category you fit into determines whose budget you're tapping.

8. Reject the myth that you need to work harder on delivery

- The solution to business growth is not putting more hours into doing excellent work for clients. You're likely already excellent. The solution is reallocating time from delivery to marketing by making delivery more efficient or selective.