Stability rather than projects.
WHY IT MATTERS
Project revenue is unpredictable. A month with no projects is a month with no income.
Recurring revenue covers fixed costs and makes the business survivable.
WHAT IS RECURRING
Hosting Maintenance plans Domain renewals Monitoring Retainers for ongoing work
THE TARGET
Enough recurring revenue to cover your fixed costs and a living, before any project work.
That is when the business stops being precarious.
HOW TO BUILD IT
Convert project clients to maintenance clients at the end of every build Price maintenance properly, so it is worth doing Sell annually where you can
THE CONVERSION MOMENT
When a project finishes. The client is satisfied and the site needs maintaining.
"Now it is built, here is what keeps it working." That conversation, at that moment, converts well.
WHAT UNDERMINES IT
Doing maintenance free for good clients. Kind, and it prevents the business becoming stable.
MEASURING IT
Monthly recurring revenue, tracked over time. That single number describes the business's health.
