The method
Seven steps.
Always this order.
You're past £250,000 and you want seven figures. This is the
order it actually happens in. It isn't a menu, and you only need to
fix the first step that's broken.
You don't have a tactics problem. You have a sequence problem. It's how an owner at £340,000 spends eleven months and a lot of money on marketing and finishes the year at £350,000, exhausted and none the wiser.
The tactics weren't wrong. They were out of order.
If your offer's vague, paid traffic buys you expensive proof that it's vague. If your price is too low, more customers means more delivery, more delivery means more of you — and more of you was the problem you started with. If nothing's written down, hiring gets you somebody to supervise rather than somebody who helps.
Everything downstream of a broken step costs you double.
Here's the part most owners are relieved to hear: you don't rip the business up. You find the earliest step that's broken, you fix that one, and a surprising amount downstream stops being broken on its own. Nobody sensible rebuilds seven things at once, and you won't be asked to.
So — seven steps, in order. Below you'll find each one, what it looks like when it's broken in your business, and what changes when you fix it. If you'd rather cut to yours, the seven questions further down this page will point at it in about ninety seconds.
Dr Vish
Founder, Premier Entrepreneurs
1
Clarify
Who you're actually for — and who you're quietly hoping never rings again.
2
Package
Turn bespoke-every-time into something named, scoped and repeatable.
3
Price
Price against the outcome, not against the person down the road.
4
Attract
One channel you own that brings you enquiries whether or not anyone refers you.
5
Convert
A conversation with a shape, so winning work stops depending on your mood.
6
Deliver & retain
Someone other than you doing the work, to your standard, repeatably.
7
Scale
Numbers you steer by, a team that owns them, and a business that survives your holiday.
Step one — Clarify
What it is: you decide, on purpose, who this business exists for. Not a target market slide. An actual decision about which enquiries you say yes to and which ones you send somewhere else.
Broken looks like: you take almost anything that pays. Your website describes six services to four audiences. You can't answer "who's this for?" without using the word "anyone".
Fixed looks like: you can name your buyer, their situation and the moment they go looking. Your marketing gets cheaper, because it stops talking to people who were never going to buy from you.
This is where the identity ceiling shows up first, and you're in good company if it stings — narrowing feels like turning down money, and it is, right up until it isn't.
Step two — Package
What it is: you turn what you already do into something with a name, a defined scope, a fixed path and a price. You're not dumbing it down. You're making it repeatable.
Broken looks like: every quote written from scratch. Every job slightly different. No two clients getting the same thing, and no way to hand any of it over.
Fixed looks like: a small number of packages you can explain in a sentence, train someone to deliver, and market without writing new copy every time.
Full detail: how to productise a service business.
Step three — Price
What it is: you set price against what the outcome is worth and what the alternative costs you, rather than against local competitors or against what you charged in 2021.
Broken looks like: prices that have drifted rather than been set. Discounting the moment somebody pushes. A vague sense that you're underpaid, and nothing done about it.
Fixed looks like: price that reflects the work, margin that funds the hires you need, and the confidence to hold it in the conversation without flinching.
This is the fastest lever you own and the one you'll be tempted to touch last. See raising your prices without losing clients. Any pricing change has VAT and tax consequences — talk to your accountant before you move, because this is education, not advice.
Step four — Attract
What it is: one channel you control, built end to end, producing enquiries on a predictable basis.
Broken looks like: your revenue depends on other people's goodwill. Feast and famine. No real idea what next month looks like.
Fixed looks like: you turn enquiries up or down, you forecast with some confidence, and you hire ahead of demand instead of behind it.
Referrals are a wonderful result and a terrible system: why, and what to build instead.
Step five — Convert
What it is: a repeatable structure for the conversation between enquiry and customer, including the follow-up almost nobody does.
Broken looks like: your conversion depends on how you're feeling that day. No qualification, no agenda, no defined next step, and nothing after the first silence.
Fixed looks like: a conversion rate you can measure by source, improve deliberately, and eventually hand to somebody else.
More: converting more enquiries into clients.
Step six — Deliver and retain
What it is: the work gets done to standard by people who aren't you, and your customers stay longer.
Broken looks like: quality dips whenever you step back, so you stop stepping back. Hiring has failed on you once or twice already. Nothing's written down.
Fixed looks like: a documented path, a named person who owns it, and four weeks off without the revenue moving.
The first hire that actually helps you is usually not another pair of delivery hands: the founder bottleneck and the operations hire. Take qualified HR or legal advice on any employment decision — a solicitor, not us.
Step seven — Scale
What it is: you run the business on a small set of leading numbers, reviewed weekly, owned by named people.
Broken looks like: the bank balance is your dashboard. The P&L turns up a quarter late. You're deciding on feel.
Fixed looks like: a one-page weekly view that tells you what's coming, not only what's happened. This is also the point where the business becomes worth something to somebody other than you.
See the numbers to track weekly and what makes a service business sellable. Your management figures aren't statutory accounts — your accountant stays the source of truth, and anything touching your own money is a conversation for an independent FCA-regulated adviser.
Which step
are you stuck on?
Seven questions, ninety seconds, no scoring. Answer them honestly — most owners are certain they've got a step-four problem and turn out to have a step-two problem.
Step 1 — If I asked five of your customers what you do, would they all give me the same answer?
Step 2 — Could somebody else quote a job without coming to find you?
Step 3 — When did you last raise your prices on purpose, rather than by drift?
Step 4 — Where are next month's customers coming from? Name the channel out loud.
Step 5 — What's your conversion rate, by source, this quarter?
Step 6 — If you vanished for four weeks, what breaks first?
Step 7 — What did you look at last Monday to decide what mattered this week?
If more than two of those made you shift in your seat, you're normal, and you're not the first person in that chair. The scorecard will tell you which one of them is costing you the most money right now.
Next live training
See all seven,
live, on Thursday
Ninety minutes, all seven steps in order, and the one almost every owner at £250K skips. You'll be in there with owners at your stage. Free, live, no replay.
Free · live · no recording · you'll hear the offer in the first ten minutes
You're past £250,000 and you want seven figures — without being in the middle of everything. Dr Vish is the seven-figure scaling expert who gets you there, and beyond it.
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