Shower thoughts

Philip Morgan

For me, the most optimistic moment in my day might be while I am taking a shower.As a result, the thoughts I have while in the shower are also optimistic. I often get a flood of interesting ideas and insights while showering.Sometimes those ideas turn out to be garbage.... but while I'm in that moment those shower thoughts seem perfect.Funny Midnight in Paris gifContrast that with the thoughts I have while lying in bed before falling asleep. Oof...Complete opposite vibe. Doubt. Pessimism. Fear, sometimes.I guess that's just how I'm wired.That's a bit of context in service of the following.The transition from providing 100% work-for-hire services (building things for your clients) to 100% advisory services (helping clients make decisions) is a strange one. Or it can be. Or it can be if you think about it as you're lying in bed before falling asleep. :)I strongly believe that for some of you, a business where most or all of your income comes from providing advisory services will be a profitable, satisfying, exciting business to run. And even if that's not your desired goal, moving in that direction will improve your business significantly because your marketing and client relationships will improve. 20% advisor+80% maker is a better situation to be in than 0% advisor+100% maker.When less of your income comes from things that you have directly built, it can feel strange because some of your income comes from the following sources:

  • Asking the right questions
  • Discussing options
  • Making verbal recommendations that someone else carries out
  • Looking for patterns your client cannot easily see from their vantage point
  • Educating

Those activities have the potential to produce significant impact and even dramatic value, but they feel insubstantial compared to building something yourself.Or at least they do at first until enough time has passed for you to see your client manifest an improved condition. In some cases, this can take years.I suspect the difference is that advisory services are less immediately tangible than code, copy, a wireframe, or other deliverable you'd produce when providing done-for-you services. There's often nothing you can observe directly and say, "I built that, yo."If you change someone's thinking, it takes time for that to turn into something tangible. If you help someone make a better decision, they probably still have to follow through on it before something tangible emerges.And when you're lying in bed before falling asleep at night--if that's when your thoughts turn pessimistic--you can start to question the value of what you're doing for a living. Even though you'll wake up the next day absolutely in love with what you get to do for a living, there can still be those moments of doubt about the value of offering advisory services.If your goal is to build a better business, don't let that stop you.-PWant help improving your positioning or marketing? I offer a small group program to help you do exactly that: http://positioningacceleratorprogram.comKnow a self-employed software developer who might benefit from specialization? Send 'em this free gift! Details here --> /referrals/