Stop Selling Advice. Start Selling a Score.
Advice is a commodity; a measurement system is an asset. From the EOS Organizational Checkup to Priestley's KPI Scorecard — 90,000 completions, $20 million attributed — the expertise businesses that scale all lead with a proprietary assessment. Here's how to design, price, and compound yours.
READ ▸Full Calendar, Flat Revenue: The Structural Flaw That Keeps Expertise Businesses Small
A booked-out calendar and a top line that won't move is not a marketing problem — it's an architecture problem. There are three ways to structure an expertise business, each with a radically different ceiling, and most founders never consciously chose theirs.
READ ▸From Practice to Platform: The MACHINE Operating System for Expertise Businesses
Most consultancies, agencies, and coaching firms fail a simple test: remove the founder for four weeks and revenue stops. MACHINE is a seven-pillar operating system — distilled from 35 business books across seven strategic domains — for turning founder-dependent expertise into a platform that sells, delivers, and compounds on its own.
READ ▸Decided by Default: The 50-Point Strategic Audit Your Service Business Is Overdue For
Fifty structural questions sit underneath every expertise business, and each one gets answered — by you or by inertia. A scoring method plus the full tour: identity, price, ecosystem, sales, the machine, and money.
READ ▸The Salesperson That Never Sleeps: Publishing Is Your Real Growth Engine
Before a buyer ever calls, they consume roughly 7 hours of your thinking across 11 touchpoints on 4 platforms. Build the publishing engine that does that selling for you — or keep carrying every sales conversation on your own back.
READ ▸Pick Your Acquirer First: Why Platform, Network, and Hybrid Exits Are Built Years Apart
Acquirers don't pay for what you earned last year — they pay for what keeps earning after you leave. The platform, premium-network, and hybrid architectures attract different buyers at very different multiples, and the choice between them gets made years before any term sheet arrives.
READ ▸Earn the Right to Scale: The Three-Year Plan for Methodology Businesses
Every year of a methodology business ends with a test: does it run without you, does supply come to you, does the market cite you? Here is the stage-gated plan — with targets, founder time splits, and the proof point that unlocks each next phase.
READ ▸From Selling Work to Running a Marketplace: When a Methodology Business Becomes a Platform
Training practitioners to deliver your methodology makes you a franchise, not a platform. The real shift happens when the network starts generating value you never created — and it changes what your business is worth at exit.
READ ▸Stop Emailing Surveys: Build a Diagnostic Clients Pay to Take
A questionnaire in an inbox converts nobody. A designed diagnostic — structured dimensions, weighted scores, named levels, delivered as a guided conversation — becomes your sales tool, your moat, and your most valuable product.
READ ▸Stop Writing Your Operations Manual. Record It Instead.
Your operations manual will never get written at a desk. Capture it where your expertise actually lives — inside real client work — and let a trainee's first attempt show you exactly what's missing.
READ ▸Same Revenue, Different Price: The Eight Tests Buyers Run on Your Service Business
Two service businesses with identical revenue can sell for 2x and 12x. John Warrillow's eight value drivers explain the gap — and most expertise firms flunk the majority of the tests without knowing it.
READ ▸The Founder Time Audit: Four Modes of Work, and Only One Builds Equity
Track one week of your calendar and sort every hour into Doing, Deciding, Delegating, or Designing. The ratio you find will predict whether your firm can ever run without you.
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