By Andrew Neitlich

Holy Cow! My pipline is full already for 2005. How about you?

By Andrew Neitlich

Have you started looking at your prospects for 2005?

I’m going to share something with you that’s never been the case for me before and is amazing to me:

1. My pipeline is full for 2005, even if I turn off ALL marketing right now.

2. (And this blows me away) I have the potential to make 7 figures as a standalone consultant in 2005. Not 6 figures, but 7!

All of this has come about for a couple of reasons:

1. I’ve become skilled at creating value propositions that lead to extreme compensation. Even if I do the same tasks that bring others $20 per hour, I know how to position those same tasks to get $500 per hour. Hopefully you’ve learned some of those skills by reading this blog and my articles.

2. I’ve started to focus on companies that can structure deals with significant upside, especially public companies willing to part with guarantees of options/equity. I haven’t written much about this yet, and probably should.

3. I’ve also focused on a very few core referrals sources that bring me significant work, and understand my value and ways to structure highly profitable compensation. Instead of spreading myself thin, I’ve learned how to identify key referrers and nurture relationships with them. In other words, as the famous media mogul J.Trout advises, find a good horse to ride rather than creating your own horse.

So I share this with you not to brag, but to let you know that these kinds of results are possible. But you have to work smarter, do some things that might be outside your comfort zone, and be a bit patient. And I know others of you have done the same….you can buy Sitepoint’s book by Brendon Sinclair to learn how he does it.

So how is your pipeline and financial picture looking for 2005?

  • Joseph

    Wow, very impressive. Reading your blogs and articles makes me want to start my own business, not right now though. You are recommending Brendon Sinclair’s book, what about your IT Business Manual Package? Does your package and Brendon’s book talk about the same thing? or is it different?

  • Dano

    (not so for me)

    Anyway, i feel i’m well oriented. Just starting another new bizz on february with my brother, and we had a discussion about how to approach to prospects.

    He told me how wrong i am when “trying to charge what people wont consider to pay for”.
    I convinved him (as a difficult client) because i show him how to put value first instead of price.

    I think i m learning.

  • KrisLeslie

    My web biz hasn’t jumped yet cause of school/work woes but I’m definately one to say that I haven’t really had to break a neck to find business it seems unlike when I first starting getting into Web Dev ( 1998 ) that there are actually more customers to either start a site for or redesign for ( standards based that is ) because to be honest many compaines have wasted $$$ on all those worthless tablebased, non-standards sites, and its a bit#h to make em think they need to change but once you do hey its well worth the time. I work for Verizon Online and as far as internally I wont comment about them to be benign but I will say even as big as a company as we are our corporate site dslstart.verizon.net all the way down to the internal guts have pitiful pages that aren’t complaint. I checked one help desk page the other day it had 300 errors and it is a fairly simple/crappy site lol but I do admit I am definately wanting 6 figures and 7 one day.

    I do plan on buying your biz kit and keep up the good work I try to read anything you make my friend good day and good biz and God bless you for your hel to us designers and coders!

  • It’s not bragging, it’s inspiring! Successful people should talk about their situation, so the rest can take energy from it, dream about it and work hard for a successful tomorrow.

    I can’t match you, because our company isn’t in business yet. But I had my first client meeting for this company today, and it feels great to be back in action after a couple of years out of the loop. I’ll race you for 2006 and 2007, though. Deal? :-)

    Thanks for sharing!

  • aneitlich


    Sure, I’ll race you for 2006 and 2007, but only if I’m still working! See next blog when it comes, about the definition of enough.



  • Congrats Andrew! It’s always great to hear success stories form positive thinkers who are focused on their goals.

    I am very lucky in that 2005 is already booked for me as well. In fact in 2004 I had to turn away 80% of the affiliate management consulting leads that I got. So my goal for 2005 is to somehow scale so I can take on more business this year.

    I am also a stand alone consultant making 6 and hoping for 7 figures, but I have developed some very strong strategic alliances which will help be scale up in the coming year. (Fingers crossed)

    Best to all in 2005!

  • Well, I’cant beat you either, but I’m thankful (and proud) to say that have the first 6 months of 2005 covered :)

    I’m starting up another business first thing in the new year.

    And by the way, thanks for sharing. It’s really nice to hear these “sunshine-stories”, it makes me optimistic and helps one think “I could succeed as well!”.

    Merry Christmas from Denmark.

  • Well done Andrew. January has traditionally been a *very* quiet month for us, but I’m happy to say we have anough work to keep us going solid for several months, and my pipeline still has some unclosed sales left in it yet. Not quite a spectacular result (by the above standards) – but I’m very happy with it all the same.

  • By the way. Do any of you guys have a good idea of how I should name my new company:

  • Congratulations Andrew and thanks for the inspiring words. I ran my freelance development business for 2 years and I made a lot of mistakes and was fed up with it. Therefore three weeks ago I’ve started to work for a company in full-time and guess what happened–finally I realized that I cannot do this anymore. Being an employee again, it just doesn’t work, it’s a huge step back. I missed the business element a lot and realized that I’m much more than a simple developer. What’s more, I’m in a very unique position in my country and also in the world. Looks like I have great chances for the future. In fact, I work transparently behind web development companies. Thanks to my expertise, by keeping the deadlines it’s not really hard to keep them satisfied. This means that my queue is full until June 2005. Soon I’ll need to look for additional developers for my first company :-) Thank you Andrew, thank you this blog. I learned a lot here and hope to do so in the future as well.

  • Congrats, Andrew. 7 figures is huge! I hope to get there some day! :) PS – no competition from me on the income OR pipeline… :(

  • hehe well my pipeline for 2004 is full ;) I have four sites to complete by the end of the year. I’ve only just started my business though and my first set of advertising doesn’t kick in untill late Jan next year so well see where it goes from there.

  • Aaron

    I don’t think I’ve ever left a comment for your blog yet, so here’s my first. I’m only starting to pull in clients for web design. I’m currently 18 and many people have been very supportive to me since I’m starting out so young instead of going to college. I’m impressed you’ve filled your 2005 pipeline, and best of luck to you for getting those 7 figures if it’s worth it. I would also like to hear your response to the very first comment (by Joseph).

  • Congrats. You’ve got some really enlightening posts here. While I won’t be able to claim such a high expected figure for this year, I’ve only *just* started my own company, I’m exceedingly optimistic about my future.

    I picked up Brendon Sinclair’s business kit just the other week, and I will say that it’s worth twice the asking price, and then some. The time it’s going to save me is phenomenal. All the tedious stuff is covered by the documents, which I’ve already begun implementing on a couple prospects with good success thus far, and the finer points discussed in the manual are a life saver. All in all very thorough, and very confidence building.

  • whackaxe

    you know your reading a good blog when the blog writer can bring in 7 figures :D congrats

  • aneitlich


    Yes, my manual is good, too (but I’m biased). You can do a search on sitepoint to see the difference between Brendon’s and mine. His is VERY specific to web designers/developers. Mine is based on the principles of establishing trust. Mine comes with one-on-one support, which is generally the most valuable part of the program.

    But check out http://www.attractnewclients.com which is an automated, low-cost service for professionals based on my materials. It’s in pre-beta (a formal announcement will come out soon) but still groundbreaking. I’ll give sitepoint readers my manual for free if they sign up.


  • That’s really amazing, congratulations! I sell products online, unlike consulting, I don’t expect to be rich in the foreseeable future, but hope to be better than when I was working.

  • I too will be making 7 figures next year, but there will be a decimal place before the last two ;)

  • pdxi

    I’ve beaten my expectations for the first month of 2005. I planned to be doing this well by mid 2005, and it all came to me through hard work and determination. It’s not bragging: it’s encouragement. Thank you for sharing! :)

  • DShaz

    Nice job. I look forwarding to reading more business oriented articles from you. I just started my own business this month and I have a lot to learn.

    Hopefully there is still room for more in the web development / consulting market.

  • Kevin


    do you have a book on web design business? Where can I get your book?

    I’m thinking of starting out myself as freelance developer. Any tips??

    Thanks and congratulations!!


  • Its great to hear your doing really well, but can you give us some tips on how to start with say a $1,000 (strict) budget – how would you spend that money and how would you measure the results?

Get the latest in Entrepreneur, once a week, for free.