This week, I'm breaking down why playing small in your fractional business is the fastest path to burnout and underearning. I contrast two consultant profiles: Consultant A, who accepts any client, charges low rates, and relies solely on referrals, versus Consultant B, who sets premium rates, actively develops business, and fearlessly pursues high-value clients. The difference? Consultant A might juggle three $5K clients for $15K monthly while drowning in work, whereas Consultant B lands one $15K client with room to scale to $45K with three clients.

I emphasize three critical mindset shifts: deeply understanding the value you bring to clients, accepting rejection as part of growth, and learning to say no to opportunities that don't align with your goals. I challenge you to recognize that you've already proven your worth in corporate roles, where employees always generate more value than their salaries. As a consultant, you can finally capture a fair share of that value. I conclude with a powerful practice: weekly intention-setting to identify needle-moving activities and embody the identity of a bold entrepreneur.

Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/

00:00 Introduction and playing big overview

00:55 What playing small actually looks like

02:15 The consequences of playing small

03:23 Why we default to playing it safe

04:42 Consultant A vs Consultant B scenario

06:56 The power of playing big without fear

07:47 Three critical mindset shifts

08:20 Understanding your true value

10:19 Doing business development right

11:10 Being okay with rejection

12:50 Learning to say no to bad-fit clients

14:00 Weekly practice for moving the needle

15:09 Wrap up and Mylance product mention