Seven Figure Consultant with Jessica Fearnley
201 episodes - English - Latest episode: about 1 month ago - ★★★★★ - 1 ratingWelcome to the Seven Figure Consultant Podcast, your ultimate resource for transforming your consulting business from "booked up and burned out" to thriving as the CEO of a seven-figure enterprise. Jessica Fearnley, a renowned Business Coach and LinkedIn Top Voice, guides you on a journey to discover how you can significantly boost your income while working smarter, not harder.
Are you tired of content that doesn't quite fit your unique consulting niche? Look no further. The Seven Figure Consultant Podcast is tailored specifically for consultants who straddle both the corporate and entrepreneurial worlds, offering practical insights and strategies that resonate with your distinct needs and aspirations.
Join us as we break free from conventional boxes and redefine success on our own terms. No more "boss babe" clichés or unrealistic portrayals of entrepreneurship here. Instead, we're creating a new narrative - one where you can achieve seven-figure success without sacrificing your work-life balance.
Jessica Fearnley and her expert guests share valuable advice, real-world experiences, and actionable tips to help you scale your consulting business to new heights. Discover the winning formula that allows you to work less and earn more while maintaining your professional integrity.
Are you ready to take your consulting business to the next level? Tune in to the Seven Figure Consultant Podcast and jumpstart your journey towards financial freedom, business growth, and a thriving consulting career. Start working smarter today!
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Episodes
050: Adapting Your Consultancy In A Post-Covid World
November 09, 2020 08:00 - 13 minutes - 12.2 MBWe are in Lockdown 2.0 in the UK at the moment. It’s a bit of a blow, but also not really a surprise. Back in March there was a real sense of shock and trauma. Companies were planning to furlough or postpone projects. This time around, there’s more of an emphasis on continuity. We want things to be as normal as possible. Your B2B clients can’t afford to stay on pause for another 6 months. So, how can you prepare yourself for the months ahead, with yet more uncertainty and a question ma...
049: Are You Giving Away Your Power?
November 02, 2020 08:00 - 12 minutes - 11.8 MBConfidence and assertiveness are both issues that come up often for women, and they can be huge issues in our professional lives as well as our personal lives. When you run your own business, despite being in charge, making decisions, you can still find yourself in situations where you are on the back foot. Those times when you want a conversation, or a situation to have a particular outcome, but you feel you aren’t allowed it. This week on the podcast, I am talking about power because w...
048: Developing a Journaling Practice
October 26, 2020 08:00 - 37 minutes - 25.5 MBWhat do you do with all the thoughts, ideas, notes, and possibly doubts that don’t necessarily belong on your task list or in your business planner? We have so much in our heads, and when you run your own consulting business it feels like you are juggling a million thoughts at the same time. We need somewhere to put the thoughts which don’t necessarily need to be acted on today, or this week, or that is not part of a work we are doing with our clients. Something which has really helped m...
047: Are You The Bottleneck In Your Consulting Business?
October 19, 2020 07:00 - 10 minutes - 7.54 MBAre you finding it hard to get projects finished? Is your to do list bursting at the seams? No matter how many hours you work, that list of tasks keeps growing. None of us like not reaching our own standards, we are all trying to do our best. You might find this a painful realisation, but you could be the bottleneck in your business. This week on the podcast I am talking about what happens when you are the one holding up progress. I discuss: Wanting to do more than is physically pos...
046: Time To Get Brave
October 12, 2020 07:00 - 8 minutes - 5.62 MBWe often spend our time sitting on the sidelines, telling ourselves we will take a particular step in 6 months’ time. It might be starting your consulting business, or perhaps approaching a company you know you want to work with. Maybe you are planning to make your first hire or starting to scale your business with additional revenue streams. This week on the podcast, I am talking about getting brave. If you have goals in your notebook that you haven’t started taking action on yet, this ...
045: How Women Consultants Can Lead Inclusion with Kay Fabella
October 05, 2020 07:00 - 44 minutes - 30.7 MBWhat are you struggling with right now? What do you see holding back people around you? Your answer will be different to my answer, and our answers will not be the same as the next person’s. So many women consultants start their businesses because they want to make a change. They want to change the way things are done in their industry. They might need to change the way they work to fit around other aspects of their lives such as illness or caring for someone else. Our role as businesswo...
044: When Imposter Syndrome Comes Knocking
September 28, 2020 07:00 - 11 minutes - 7.61 MBDo you have an intense feeling of angst about your work? Perhaps there is a nagging doubt that you have done something wrong or that you are about to get ‘found out’ and will be asked to leave, or to give a client a refund. You are not alone. This is an issue many consultants come across: it is called imposter syndrome, the feeling that your success is down to luck rather than being something you have earned. You might feel unworthy, or anxious, or overwhelmed. It is normal to be nervous...
043: Adding Revenue Streams To Your Business
September 21, 2020 07:00 - 10 minutes - 7.33 MBIs your business reliant on everything staying the same? It needs you, your expertise, and your presence. It needs the world to keep working the way it does. Perhaps it is reliant on one or two big clients. This can put your business at risk if something goes down in your sector or industry, with a particular client you work with, or even within your own business. You are extremely vulnerable if you only do one thing. Adding revenue streams to your business means adding a corresponding s...
042: Women Consultants Need To Find One Another
September 14, 2020 07:00 - 11 minutes - 7.98 MBOne thing that has really been a surprise for me to discover while hosting this podcast, is how many women there are out there in the world, who are either in the process of setting up their own independent consulting business, or are already consulting under their own independent brand, but who don’t yet feel part of a cohesive group of women consultants. It never fails to amaze me that there can be so many amazing women who work as consultants and are building consultancy firms who just ...
041: Unlocking The Potential Of Your Brand Story, With Lucy Eckley
September 07, 2020 07:00 - 32 minutes - 22.4 MBWhen you are super clear on who you’re talking to, and what they want to know about you, it’s so much easier to communicate confidently and consistently every time you speak and write about your business. My friend Lucy Eckley is founder and director of strategic communications consultancy Build Your Brand Story. She helps independent consultants build a unique story so they can stand out in their industry, get hired by their ideal clients and grow their expert status. I invited her ont...
040: Is It Really Possible To Work Less and Earn More In Your Consulting Business?
August 31, 2020 07:00 - 12 minutes - 8.59 MBThe narrative around growing a business suggests that in the beginning things are quiet and you have lots of time on your hands but you don’t have much money coming in. And then as it grows, the amount of money coming in gets bigger, but the amount of time you have available gets increasingly smaller. And because of that, your workload and the pace the business moves at are continually increasing. You know, the hamster on the wheel, it just runs with its little paws faster and faster. But ...
039: How To Build Reserves In Your Business
August 24, 2020 07:00 - 10 minutes - 7.09 MBIs there such a thing as a stress-free business? I don’t know that any business will ever be 100% stress free. But you can minimize the stress you experience, by taking one small, but important action every single month - building up your cash reserve. When you compare it to the alternative, living hand to mouth, it’s really no contest. In this week’s podcast episode I discuss: What a business reserve is, and why it matters How much cash you should be holding in your business Wh...
038: Speeding Up Your Sales Cycle, with Laura Wright
August 10, 2020 07:00 - 44 minutes - 30.6 MBThe sales process with corporate firms can take quite a long time. Sometimes we do get in touch with the right person at the right time, and you can meet the person, shake their hand, and have the contract in the bag by the end of the week. That does happen (but not often). Sometimes it can take six months. Sometimes it can take 12 months. And these really long lead times can have a huge impact on your cash flow, and your anxiety levels. On this week’s podcast, I’m talking to Lau...
037: Should I Work With Someone Who Isn’t An Ideal Client?
August 03, 2020 07:00 - 19 minutes - 13.7 MBIn the middle of the Covid crisis, many of us are in an uncertain season, a ‘between Winters’ stage and we don’t exactly know how things will play out in the months ahead. This uncertainty can cause a sense of scarcity, even desperation, and a feeling that we should take on any and all work offered to us, even if it isn’t the work we would usually do. I encourage my clients to have an Ideal Client in mind for their consulting services. If there’s a type of business you prefer to work wi...
036: How To Plan The Next Phase Of Your Consulting Business
July 27, 2020 07:00 - 11 minutes - 7.91 MBLast week I had two separate conversations where basically the same question was being asked. And I realised this is totally something that other women consultants will want to hear the answers to, so I’ve recorded this podcast episode. The question that came up was ‘how can I plan for anything in my business at the moment? Everything shifts so much from one week to the next.’ So in this week’s episode I explore: The challenges that may come up for all of us before the end of this year....
035: Busting Myths About Seven Figure Consulting Businesses
July 20, 2020 07:00 - 14 minutes - 9.77 MBThere are some misconceptions around building, and having, a seven figure consulting business. There are so many things that can affect our mindset in the area of business and money, and talking about a business with a turnover more than 1 million each year can open up all kinds of related issues around identity, what we feel able to receive, what we feel we ‘deserve’, what we have grown up believing we are capable of achieving. It can be a real hot mess of different mindset issues, whic...
034: The Things Women Consultants Should Stop Apologising For
July 13, 2020 07:00 - 18 minutes - 13 MBDo you ever feel like the content you see online for people who run their own business, isn’t well suited for you? That even the premium offers, like memberships and group coaching won’t work for you, or aren’t what you want. I speak to female consultants every week that have felt like they don’t fit the female entrepreneur mould. In this week’s podcasts I explore why you need to be careful about the content you consume, and the programmes you sign-up to, because as a consultant, you’re r...
033: Does Everyone Need a Business Coach?
July 06, 2020 07:00 - 14 minutes - 9.66 MBEveryone would benefit from having a business coach. You should have a business coach all the time. You should choose a coach with the opposite personality type to your own. These are just a few myths around business coaching that I get asked about. In this week’s podcast I’m addressing these, and exploring how you can decide whether a business coach is right for you, including: The empowerment that comes from a business coaching relationship The role your coach should never play ...
032: Making Spending Decisions for Your Consulting Business
June 29, 2020 07:00 - 11 minutes - 7.86 MBHow confident are you about spending money in your consulting business? What metric do you use to decide if an investment in your business is affordable or not? There is so much material available online on how to market your business, get more clients, generate more income. We tend to be more comfortable asking for and receiving help in these areas. But as turning a profit is the goal of our business, and that depends on income and expenses, it’s equally as important to talk about ou...
031: Presenting Yourself With Confidence, With Tracy Hooper
June 22, 2020 07:00 - 34 minutes - 23.5 MBOften as consultants, we know that we're really good at what we do, we are the expert in our field, but it can be really difficult to be confident in the way that we present ourselves. We want our appearance to affirm that we are who we say we are, and we can do the things that we say we can do. In this week’s podcast, I interviewed Tracy Hooper, a personal stylist who helps professional women create a style that helps them stand out, look great and make an impact. We talked about the ...
030: How To Recharge in a Demanding Phase of Business
June 15, 2020 07:00 - 19 minutes - 13.5 MBThe world has been a heavy place to be. Social media has been… A lot. We’ve had months of coronavirus and lockdown, and protests and riots triggered by the George Floyd tragedy, and flare ups and backlashes, and amazing conversations and eyes being opened to the endemic problem of racism… But there’s been such a lot of activity in such a short space of time. The emotional weight to nearly everything has been so much heavier than we would normally expect. And it all takes its toll. Doesn...
029: Preparing Your Consulting Business For The Next Phase
June 08, 2020 07:00 - 19 minutes - 13.5 MBAs the UK makes a tentative return to work and school, we’re starting to wonder what the next phase looks like for our businesses. In this episode I’m looking at the transition into the next phase of working, especially if you’re accustomed to working in close proximity to your client, working in their office, travelling to meet them in person, or delivering events in person. This is a huge thing for a lot of consultants, especially in the HR space, but also health and wellbeing and some o...
028: Helping Your Clients to See the Signs of Life Post Lockdown
June 01, 2020 07:00 - 8 minutes - 5.94 MBWhen lockdown first began back in March it felt in a lot of ways that life just hit pause. And certainly for me, that felt traumatic. It was the weight of it all, the unknowns and the fear of what this terrible disease would do to us as a population. As we move into a phase of easing the lockdown restrictions, I’m feeling a bit of a return to that brain-fuzz trauma uncertain place. So in this week’s podcast I’m talking about how we can see past this new phase of uncertainty, and start wo...
027: Do you know where the value is in your business?
May 25, 2020 07:00 - 10 minutes - 6.96 MBOften when I start working with clients they have a good handle on what tasks they need to do to run their consulting business, and how much money they make month on month. But what they don’t see is which activities are generating the most value. So often in business we can form a real attachment to certain marketing activities, or particular programmes or groups, or even an individual client or company. We can find ourselves putting so much of our time and energy into one area, and i...
026: “I feel guilty that my business isn’t struggling right now”
May 18, 2020 07:00 - 11 minutes - 7.55 MBIs your consulting business thriving during the Covid crisis? We have all these tragic news stories coming at us all day every day. I know women who have felt the impact of the virus first hand – either because they’ve been ill themselves or they’ve suffered a tragic loss in their family. And I also know many businesses are struggling, or are simply on hold until further notice. But for many of us, our experience of this pandemic is considerably less bleak - and that can feel a bit a...
025: Can You Recession-Proof Your Consulting Business?
May 11, 2020 07:00 - 13 minutes - 9.55 MBThis week’s episode is based on a lively debate I had on LinkedIn, started by a friend of mine, Christine Mortensen. Christine wrote “Recession-proof your business is BS” Do you agree? Over the last few weeks ‘Recession-proof your business’ has become the new hyper-inflated promise touted by formula-flogging ‘coaches’. It’s the Covid-crisis equivalent of ‘six-figures in 30-days’ that has been pedalled over the last few years (can you tell I’m not a fan). In this episode I explore: What ...
024: Selling To Corporates In Uncertain Times with Catherine Watkin
May 04, 2020 07:00 - 36 minutes - 25.4 MBThe current crisis seems to have split small businesses, including consulting businesses, into three camps: Everything’s cancelled Everything’s carrying on as normal Everything’s ramped up and they’ve got more enquiries than they can handle In this interview with Catherine Watkin (who coaches people on how to sell from the heart) we discussed how to handle selling to corporates at this time, including: How to keep selling without feeling like you’re profiteering How to respond if a...
023: Attracting Higher Value Consulting Clients
April 27, 2020 07:00 - 11 minutes - 7.97 MBRecently, I did a small survey of my email subscribers asking ‘what are the topics you would most like to hear more content about’. The most popular response was - how to attract higher value clients to your business. Once you really get your head around attracting these clients – your business will never quite look the same again. And it’s something that, as women, I think needs to be said. This is a drum that I want to keep on banging on this podcast because it is so important for wome...
022: Consulting Business Hit A Plateau? It’s Down To At Least One Of These
April 20, 2020 07:00 - 10 minutes - 7.06 MBHas your consulting business hit an income ceiling? An amount of money that comes in month after month, which is reassuring yet deeply frustrating at the same time. If you’ve reached this plateau it can be a lovely place to pause and enjoy the view from for a while, catch your breath and plan your next move. But many of my clients first come to me because they’ve found themselves trapped at that level for far too long. They’re frustrated because working harder doesn’t yield the results ...
021: Leveraging Your Network with Jessica Lorimer
April 13, 2020 07:00 - 42 minutes - 29.3 MBIt may seem counterintuitive but selling to corporate clients can be quicker and easier than selling directly to customers or to micro-businesses. The busy corporate world prefers a more direct approach that today’s podcast guest, Jessica Lorimer has honed herself, and now teaches to others. Jess is the UKs most influential sales coach for service-based entrepreneurs who are looking to sell their services to corporates. In this episode we discuss: The disappointing (but unsurprising...
020: Helping Your Business Bounce Back After A Crisis
April 06, 2020 07:00 - 10 minutes - 7.06 MBToday’s topic was already on the schedule for this month, but it links nicely with the impromptu mini-series off the back of the coronavirus crisis and what it means for consultants. This topic is relevant now and when we are operating under normal circumstances: How to manage your business spending and know what you can afford. Because that is a question that gets asked often – how do I know how much I can budget for running my business. In this episode I talk about: Disposable vs i...
019: What To Do Next After A Crisis Hits Your Business
March 30, 2020 07:00 - 15 minutes - 10.8 MBLast week I did a spontaneous episode about how to navigate your business through a crisis and it’s had a great reaction, so I wanted to spend some time today unpacking that a little more as the situation with the Coronavirus develops for all of us, and the knock-on effects of it all become more clear. The theme of this episode is really – Moving on from a crisis, and what we can be doing next, and I’ll be covering: What your clients need from you most right now. What to do if your clie...
018: How To Navigate Your Business In Uncertain Times
March 24, 2020 09:14 - 13 minutes - 9.61 MBThis week’s episode wasn’t what we originally had on the schedule, but now seems like the right time to discuss this - navigating your business through uncertain times. I’m talking about: The impact your mindset will have on your business and your day-to-day experience, and how to take control of that. How to move past fear and disbelief and into acceptance and planning. How staying calm and looking for opportunities will help your business survive (and even thrive). The importance ...
017: Booked Up and Burning Out - What To Do Next
March 16, 2020 11:54 - 14 minutes - 9.65 MBToday’s episode is all about that ‘booked up and burned out’ stage of a consulting business that we often find ourselves in when our turnover is in the low 6 figures. In this episode I discuss: Why striving for a six-figure business is often a mistake. How this tends to be the breaking point for many unscaled consulting based businesses. What you can do about it to comfortably go beyond multiple six figures and still enjoy working in your business.
016: Coping With a Business That Grows Too Fast
March 09, 2020 14:37 - 12 minutes - 8.45 MBIt is entirely possible to grow your consulting business too quickly. It’s not uncommon, and it is hugely overwhelming. Your business may have grown too fast because you’ve set the business up and it has taken off from the word go, or because you’ve been trundling along for a while and suddenly you’ve won a big contract or a succession of big contracts. However you achieved phenomenal growth, this podcast is for you. I’ll be talking about: How success can cause just as many (maybe m...
015: Mastering Sales as a Consultant with Leah Neaderthal
March 02, 2020 10:48 - 31 minutes - 21.8 MBMany of us became consultants because we are experts in a particular field - but that isn’t enough to guarantee success. We must also become experts in selling. In this podcast episode I’m talking to Leah Neaderthal, sales coach for women entrepreneurs and consultants. During our interview we discuss: How Leah honed her sales skills through building and selling three businesses of her own. The one thing that can stop you executing your well-intentioned plans. The revenue forecasting...
014: Target the Sharks
February 24, 2020 08:00 - 7 minutes - 5.23 MBToday’s episode is one of my favourite business topics to talk about because it’s a real paradigm shifter when it comes to networking and sales. A mistake that we often make when it comes to strategic relationship building in our businesses, is misinterpreting the usefulness of our contacts. We haven’t built our network at the right level. In this episode I discuss: How making relationships with the wrong people can cause you to waste your time, and miss opportunities. Who you need to...
013: How To Reduce Your Working Hours
February 17, 2020 08:00 - 10 minutes - 7.4 MBYou’re self-employed as a consultant. You’re the boss. Surely if you want to reduce your working hours, it’s easy – just work fewer hours. Job done. If only it were that simple. I know this is one of those areas where we may have the intention of carrying it out, but it just feels impossible. But I also know that to transition from six to seven figures you need to be working LESS not more. In this episode we explore: Why we get sucked into overworking. How to identify if you...
012: Risk, Caution and Growing Your Business
February 10, 2020 08:00 - 12 minutes - 8.61 MBI recently posted a discussion prompt on Linkedin asking whether people felt that investing in their business was a high risk activity. The results were fairly mixed, so in this episode I’m looking at the need for us to balance risk and caution as we build our businesses, and the ways in which we can get this wrong, including: How going big on sales doesn’t always lead to big profit How being thrifty can also negatively impact profit The most important question you should be askin...
011: Succeeding at Corporate Sales with Dylis Guyan
February 03, 2020 08:00 - 44 minutes - 30.3 MBIn this week’s podcast, I welcomed our very first guest interviewee, Dylis Guyan. Dylis is an international B2B sales and marketing leader, mentor, speaker and podcast host. She has more than 30 years in the sales and marketing environment - 14 of those years were spent in the financial services sector. Back in 2000 Dylis (reluctantly) left her corporate career, going on to develop a seven-figure consulting business. Now she helps her clients to attract new customers, increase conversion...
010: More Than Just Money
January 28, 2020 08:00 - 9 minutes - 6.22 MBIt’s not about the money - key motivators for women as we build our businesses. So often, when women hit the six-figure income mark, and look to stretch themselves to the next level, this is an area where all kinds of mindset issues can come into play. Shouldn’t it be enough to go for 6 figures, why do I want to go for 7 figures? For a lot of women, it’s not just about the take home pay and nice holidays and paying off the mortgage. It’s very often not about flashy cars or impressing...
009: The Things I Won't Be Taking With Me Into 2020
January 21, 2020 08:00 - 15 minutes - 10.7 MBAs women who are self-employed and independent workers, we have SO MUCH freedom. I have always said this from the moment I started my business 5 years ago. We have so much choice but it is hard to embrace that and actually choose the things in the short-term that add up to the things we want in the long term. As we head into a new decade I’ve been reflecting on what I’d like to take with me, and what I’d like to leave behind. In this episode I’m sharing three things that I have no space ...
008: It's Time To Ask For More
January 14, 2020 08:00 - 10 minutes - 7.47 MBWhen I’ve started talking about the issue of the gender pay gap for consultants, lots of women have said they didn’t realise this was a thing. We all hear about the gender pay gap for employed women, and that’s across the board from low paid jobs to corporate career jobs. In this episode I’m talking more about the gender pay gap for independent consultants, and what we can all do about that, right now, including: Why the gender pay gap for independent consultants is a hidden problem. Th...
007: The Micro-Decisions That Improved My Business In 2019
January 07, 2020 08:00 - 8 minutes - 6.02 MBAt the end of the year I like to do a big review and reflection on how my business has been doing during the year. And how I’ve been doing. I use those reflections to create an even better plan for the business in the year to come. I refer to it as my business ‘super plan’, because when I go through the process I feel super empowered to name and fix the issues I’ve faced. In 2019, some of the things that have been most effective in my business weren’t big overhauls and new systems and co...
006: Closing the Gender Pay Gap for Consultants
December 16, 2019 23:17 - 15 minutes - 10.8 MBIn Eden McCallum’s recent research project, conducted in conjunction with the London Business School and Harvard Business School, women seemed to be getting a better deal as independent consultants. The results of a survey of 300 independent consultants and 100 traditionally employed consultants showed that the gender pay gap is much smaller for independent consultants than the employed consultants. But is that the whole story? No! In this episode we look at: Why independent consulting ...
005: Building A Team Without The Drama
December 10, 2019 08:00 - 17 minutes - 11.9 MBDo you live in fear of building a team in your business? Have you been putting it off for as long as possible? I hear you – it’s a big step to take. It raises the stakes to build a team in your business. One minute it’s just you in your business and you can shut up shop if it all gets too much. But once you take on people – this changes. It’s a greater level of responsibility. And it’s more pressure. In this episode I’m going to explore: Why building a team is so difficult. Th...
004: Separating the Personal and the Professional
December 03, 2019 08:00 - 14 minutes - 10.2 MBThe real reason you can’t make those business changes, you KNOW you need to be making. Your business can mean too much to you - here’s why. In the early days, you can chop and change things in your business until you find your zone of genius, the one thing that you can really help your clients with and your messaging just seems to fall into place. You really start to make money in a way you haven’t before and the business grows. Until one day, it starts to level off. You’ve hit the d...
003: Do You Have The Right Business Model?
November 26, 2019 08:00 - 13 minutes - 8.95 MBDo you have the right business model for your business at the moment? If there’s a problem with the model, you will see this play out in your business. It impacts your turnover, your profit, your day-to-day experience of running your business. It doesn’t get more foundational than this! In this episode: Why mapping out your business model is essential (even if it’s just on a scrap of paper) The two essential insights your business model will reveal - these will help you know how to gr...
002: Ready to Scale
November 19, 2019 08:00 - 17 minutes - 31.5 MBAre you scaling towards success or chaos? If you can scale your business successfully, that is the stuff that dreams are made of. To make the transition from having one stream of income that consists of selling hours of your time to your client in exchange for money, to a way of doing business that isn’t time-based. But when it isn’t done right, scaling is probably the quickest path to overwhelm and burnout in a business you will ever encounter. In this episode we explore how to buil...
001: Welcome to the Seven Figure Consultant Podcast
November 12, 2019 10:00 - 15 minutes - 10.7 MBWelcome to the Seven Figure Consultant Podcast, the show that takes you from booked up and burnt out in your consulting business to THRIVING as the CEO of your 7 figure enterprise. If you’re a consultant with your own business, looking to scale to a 7 figure turnover without the drama, you will love what we’re going to be covering. Maybe right now it’s just you in the business, or you may have a small team on the go already. It’s not impossible that you’re still in your corporate job b...