I have to admit, I often daydream about those big-ticket clients — You know, the ones who bring in hefty budgets and prestigious projects. In fact, it's sometimes quite tangible. We send out A BUNCH of quotes; some small, some medium and some juicy! And when I send those juicy ones out, I seal them with a kiss for good luck, haha, But the reality is, before you start landing those high-ticket deals on a consistent basis, you need to build your business’s capacity. That means developing your own skills, your team’s skills, and expanding your service offerings. This process of growth isn't just about adding new tools to your belt; it's about setting up your business for long-term success and sustainability.
At the heart of any successful business is mastery. For my business, @recording-box , it's currently audio recording/editing with a strong focus on podcasting. If you're doing 2D animation, or 3D design, it's essential to ensure your core services are the cream of the crop. I know, It’s tempting to spread yourself too thin by diving into new areas too quickly, but the foundation of your business needs to be solid.
Take the time to become known for your expertise. Mastering your craft not only builds your brand's reputation, but it also lays the groundwork for future growth. Potential clients are more likely to trust you when they see consistent quality in your core services. Your reputation then becomes a launchpad for offering new services as your skills (and the skills of your team) evolve.
One of the most important things we did at our agency was to identify complementary services to our core offerings and begin developing the skills necessary to offer them. For us, it was expanding from audio design into more visual design: 2D animation as well as 3D design.
You might have seen me posting about dabbling with Blender.
Right now, growth has been quite slow; and even a little bit painful. But who said it was easy?
Leveling up will require investment in training, tools, and experimentation. But every new skill you develop increases your potential for higher-paying work. Once you've added new services, be strategic about how you market them. Highlight how your expanded offerings solve more complex problems for clients.
Right now, my team and I are starting to wear multiple hats. We're putting together interview and podcasting sets, doing sound engineering and video editing with Adobe Premiere and After Effects and even a little bit of Photoshop for thumbnails and logos.
But as we start to scale, I hope this becomes unsustainable and we're bringing in enough revenue to hire a new designer who can specialize in either 2D animation or 3D design.
Once you've built a solid foundation, expanded your skillset, and hired specialized talent, you’ve set yourself up to start attracting those industry whales (high-paying clients). At this point, you're not just selling a service; you're offering expertise, creativity, and the ability to handle projects at scale. Clients will see that your business is equipped to deliver on their vision, no matter how complex.
When pitching to bigger clients, showcase how your business has evolved. Talk about the training, the specialized hires, and how each of these investments has improved your ability to offer unique solutions. High-paying clients are willing to invest in agencies that can prove their value. They want partners who bring more to the table than just execution — they want strategic thinkers who can elevate their projects.
Building your business’s capacity is a journey that requires patience, investment, and a willingness to evolve. It’s about more than just scaling for the sake of growth. It’s about creating a strong, skilled team and offering high-value services that clients can’t find anywhere else. When you take the time to build your skills and bring in the right talent, you’re not only preparing for high-paying clients — you’re building a business that’s designed to last.
So, to all the fellow entrepreneurs out there: Don’t rush into landing the big clients. Instead, focus on growing your capabilities first.
Continue to work ON your business instead of IN your business
The high-paying clients will come, and when they do, you’ll be more than ready.
Have an awesome weekend lions!
