How to Work On Your Business
And stop working in it
Last week, we saw why working on your business is a big deal. Today, I’d like to share how I’m doing it.
So, how do you go about working on your business instead of being buried in it?
Some say sales, that you got to have a flood of clients come running after you with their credit cards.
You know what?
It’s not sales.
Yes, you must have sales to have a business.
Clients are your lifeblood.
But it’s not like with a sudden influx of clients; you can work on your business.
Some say systems.
Nope, it’s not just systems too.
It’s also not only processes.
Truth is, it’s all of them combined → Productize
Systems + Processes + Positioning + Specialize → Productize
Now that you know the equation to work on your business, how do you apply this and take action for this to happen?
Here’s the roadmap I’m using, broken down into the factors that changed everything:
How to Work On Your Business Rather Than In It
1. Systems: Your Business Blueprint
At one point, I was the system. Every email, every invoice, every tiny tweak—it all went through me. Exhausting, right? The first step to breaking free was building actual systems to handle the repetitive tasks.
What I did:
Automated Admin Work: I used tools like Zapier or Make and invoicing software to handle client follow-ups and payments automatically.
Standardized Tasks: I created templates for project proposals and email responses, so I wasn’t reinventing the wheel every time.
This wasn’t easy for a control freak like me, but once I let go, I realized how much brain space I’d been wasting.
Why it matters:
Without systems, you’re running on adrenaline and sticky notes, which is a one-way ticket to burnout. Systems allow you to automate repetitive tasks and create consistency, freeing up your time to focus on growth.
Imagine waking up to find that client invoices have been sent, follow-ups are happening, and deadlines are being tracked, all without you lifting a finger.
2. Processes: Your Playbook for Success
I hated the idea of documenting my work. I thought, No one else will understand my process and it’s faster that I do it rather than explaining it. But when I finally sat down and wrote out step-by-step guides for how I did things, I felt like I’d uncovered a secret weapon.
What I did:
Documented Everything: From onboarding clients to delivering designs, I wrote down every step.
Tested It: I handed my process to a junior designer and watched them follow it.
Update It: At the start, it may not be perfect, they came to me a few times to ask questions. I gave them the instructions and updated the processes.
At first, I was scared to let others take over, but creating clear processes made it so much easier for my team to deliver the same quality I was known for.
Why it matters:
Processes are like a recipe for success, without them, every project feels like starting from scratch. By documenting your workflows, you create a roadmap that anyone can follow, ensuring quality and consistency across the board.
3. Positioning: Be the Go-To Expert
In my early days, I was a generalist. I’d take on any project, logos, websites, social media graphics, you name it. But you know what that got me? Overwhelmed and underpaid. Once I narrowed down who I wanted to serve and how, everything changed.
What I did:
Chose a Niche: I focused on small business owners who needed ongoing design support.
Refined My Messaging: Instead of offering “design services,” I promised “ongoing consistent branding for busy entrepreneurs.”
Leveraged Testimonials: Happy clients started talking about how easy and reliable my service was, and the referrals rolled in.
Why it matters: I believe that different is better than better, and strong positioning sets you apart in a crowded market. When you try to appeal to everyone, you end up attracting no one, or worse, low-paying, high-maintenance clients.
Clear positioning makes your service memorable and helps you become the go-to expert for a specific group of people. Clients will seek you out, not because you’re cheap, but because you’re the best at solving their problems.
And the best part? When your positioning is on point, you can charge premium rates and attract dream clients who value your expertise.
4. Specialize: Do One Thing Exceptionally Well
The turning point for me was realizing I didn’t have to do everything. Instead, I asked myself: What’s the one service clients need over and over again? For me, it was design tweaks, changing colors, fonts, and layouts.
What I did:
Focused My Offer: I created a “design refresh” package and made it my signature service.
Streamlined My Workflow: With one core service, I could optimize my processes and deliver faster.
Why it matters:
Specializing helps you escape the feast-and-famine cycle of freelancing. When you’re a generalist, every project is different, and you’re constantly reinventing the wheel. But when you specialize, you become highly efficient, reduce scope creep, and build a reputation as the expert in your niche.
This not only simplifies your business but also makes it easier to scale. Instead of chasing clients, you’ll have clients coming to you because they know you’re the person for their specific needs.
5. Productize: Scale Without Losing Your Mind
Here’s where it all comes together. Once I had systems, processes, positioning, and specialization nailed down, I turned my service into a productized business. This was a game-changer.
What I did:
Packaged My Service: I offered flat-rate monthly design support with clear deliverables.
Simplified Pricing: No more haggling or custom quotes—just one price for one service.
Delegated Delivery: My team could handle most of the work, so I could focus on growing the business.
Why it matters:
Productization takes your specialized service and turns it into a repeatable, scalable offering. With clear packages and pricing, you eliminate the endless back-and-forth of custom quotes and proposals. That alone, you will save a lot of time and cut short the sales cycle.
This also makes productized services easier to deliver, and delegate, making them ideal for scaling your business without burning out. Most importantly, productizing creates consistency in your income, allowing you to break free from trading time for money.
It’s how you go from being a freelancer to building a business that can thrive without you.
Tired of Scope Creep?
If you’ve ever found yourself doing “just one more revision” or adding extras to a project without charging for it, you know the pain of scope creep. It’s like quicksand for your business, slowly pulling you under and stealing your time, energy, and profits.
Join my 5-Day Free Email Course: Stop Scope Creep and learn how to:
Set clear boundaries with clients.
Prevent over-delivering while keeping clients happy.
Communicate confidently when clients ask for extras.
This mini-course is packed with actionable strategies you can implement immediately to keep your projects on track and your sanity intact.
👉 Sign up here and get your time back!
Break Free From the Chaos
It’s not easy to transition from “working in” to “working on” your business. But anyone can do it!
By building systems, documenting processes, refining your positioning, specializing, and ultimately productizing, you can transform your business into a well-oiled machine that runs without you being involved in every detail.
The rewards are more than just financial; it’s about reclaiming your time, energy, and creativity. Imagine having the freedom to spend time with your family, take on passion projects, or simply take a well-deserved break without the constant fear of everything falling apart.
So, take that first step today. Start small, whether it’s automating one task, documenting one process, or refining your niche.
Before you know it, you’ll have a business that not only grows but also gives you the life you’ve always dreamed of.
You’ve got this!
Marilyn
love this, checking out Make as well :)