The long view.
WHAT SUSTAINS IT
Recurring revenue that covers the time it consumes Clients who stay because they are looked after Processes that work without heroics Documentation that survives you forgetting Pricing that reflects the actual cost
WHAT DESTROYS IT
Underpricing, then resenting the support Growing faster than you can support Taking difficult clients for the revenue No systems, so everything depends on memory Burnout from being permanently available
THE HONEST CONSTRAINT
Your time. Not your allocation.
Twenty clients well supported is a better business than sixty badly supported, and it is more profitable per hour.
WHAT TO BUILD
A maintenance offering, which is recurring and predictable Documentation, per client and for processes Monitoring, so you find problems first Stated hours, so the business does not consume everything
WHERE THE BUSINESS ACTUALLY MAKES MONEY
Not hosting. The relationship: maintenance, builds, changes, and being the person they call.
Hosting is what keeps you in that position.
THE TEST OF SUSTAINABILITY
Could you take two weeks away? If not, the business owns you rather than the reverse.
