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How narrow should my niche be?

Narrow enough that buyers recognise themselves and the problem, but broad enough to build pipeline. Treat early positioning as a testable hypothesis.

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What should I sell first?

A bounded paid diagnostic is often a strong first offer because it reduces client commitment while creating evidence for larger implementation work.

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How many stakeholders should I interview?

There is no universal number. Cover materially different perspectives: sponsor, process owner, frontline users, exceptions and adjacent teams. Add interviews until the picture stops changing materially while ensuring important roles are represented.

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Should I price by day rate?

Use day rates when buying capacity is genuinely the model. For a repeatable diagnostic, fixed or value-informed fixed pricing usually creates clearer scope and incentives.

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What if I am strong technically but weak commercially?

Focus first on positioning, discovery, business language, qualification and proposal discipline. Technical depth only becomes commercially useful when tied to an important client problem.

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When should I hire?

When the bottleneck is consistently delivery capacity or a repeatable specialist need—not simply because one month is busy.