Yesterday I spoke about the four phases of engagement.

I’ve been running a software development business for over ten years now. And I never realised that for years, I only ever worked in the last two phases of engagement.

Implementation and Maintenance.

This seemed like a good idea. I was a developer. The client had a problem. I had a fix. I could build the fix and then get recurring revenue looking making sure that the problem never reoccurs.

But the problem with this model is that it’s open to commoditisation. Frankly, there’s always someone who can do it cheaper.

I’ve realised that my business model was all wrong. Which is why I’ve spent the last two years changing it.

Take action: Can what you do be done cheaper? What’s stopping your clients from leaving?

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