How Many Hours Should a Fractional CMO Work Per Client?

Have you ever watched someone on a stage or on video and thought, "I could never do that"?That was me. Early on in my business, I told my coach I just wasn't the kind of person who could have a podcast. I was scared to charge more, scared to use my voice, and for years I thought that was just who I was. But it turns out I was wrong, and you're listening to that podcast right now.This is how I retrained my brain to become the person I wanted to be, because I really believe the only thing standing between you and who you want to be is you.In this episode, I'm sharing:The beliefs I had about myself when I started my business, and how they kept me charging less and staying quiet for YEARSThe moment I realized my lack of confidence wasn't my personality at all (and it started with a session I was SO sure wouldn't work on me)The four things I did to completely change how I see myself, including one I know sounds a little out thereHow it changed everything in my business, from the way I sell to what I charge to the kind of leader I am nowThe thing that still scares me today, and what I do when the fear comes back, because it always doesWhether you're a Fractional CMO, a consultant, or a marketer still working up the courage to go out on your own, if there's a version of you that you've been telling yourself you could never be, you'll love this episode.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 How I Retrained My Brain to Become Who I Wanted to Be00:45 The Limiting Beliefs That Held Me Back01:40 The Mindset Experience That Changed Everything02:50 How I Realized I Could Rewire My Thinking03:25 #1: Get Support to Change Your Mindset04:40 Why Changing Deep-Rooted Beliefs Is So Hard05:35 #2: Surround Yourself With People Who Inspire You06:45 Turn Comparison Into Proof of What's Possible07:45 #3: Start Before You Feel Ready08:40 #4: Give Yourself Permission to Be Bad09:40 Why Consistency Builds Confidence10:40 How I've Changed My Life & Business11:35 From Replacing My Salary to Earning 5X More12:20 How Mindset Work Changed My Leadership & Boundaries13:15 Why Imposter Syndrome Never Fully Goes Away14:10 Stop Letting Fear Dictate What's Possible14:50 You Can Become the Person You Want to Be15:15 Mindset & Leadership Support Inside Fractional CMO School

So, when IS the right time to hire a Fractional CMO?My answer is a lot earlier than most founders think. And yes, I know, of course the Fractional CMO thinks you should hire a Fractional CMO. But I've seen what waiting costs a business, and it's usually more than hiring one would have.I'm breaking down exactly how I decide, so founders know if they're ready and marketers know what to say when a lead isn't sure.In this episode, I'm sharing:Why so many founders think they're "too early" (and why I see it so differently)The three things I look at to decide if a business is ready, and the one that's a dealbreakerWhat it really costs a business to wait, from the hires you make to where your marketing budget goesWhen I'd tell a founder to hold off, because sometimes it really is too soonFor the marketers: what to say when a lead tells you it's not the right time yetWhether you're a founder wondering if it's time to bring in marketing leadership, or a marketer who keeps hearing "not yet" from the clients you want to work with, you'll love this episode.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ What I Do and Don’t Do: Hiring Edition podcastTIMESTAMPS:00:00 When Is the Right Time to Hire a Fractional CMO?00:50 Why You Should Hire a Fractional CMO Earlier Than You Think01:35 Benefit #1: Hire the Right Marketing Team in the Right Order02:45 Benefit #2: Stop Wasting Money on the Wrong Marketing03:30 The $30K Marketing Mistake You Can Avoid04:25 Benefit #3: Avoid Costly Mistakes & Grow Faster05:30 What to Say When a Client Thinks It's Too Early06:15 Why Advisory Support Can Be a Great Starting Point07:10 The 3 Signs a Business Is Ready for a Fractional CMO07:30 #1: Does the Business Have Proven Traction?08:40 When a Business Is Too Early for a Fractional CMO09:15 #2: Is There Someone to Execute the Marketing Strategy?10:15 Why I Prefer Helping Clients Build Their Marketing Team11:00 #3: Does the Business Have the Budget?12:05 How to Know If It's the Right Time to Hire12:35 Build Your Fractional CMO Business With Confidence

If you've ever lost a client you really wanted and thought, "Maybe I'm just bad at sales," this episode is for you.I hear this ALL the time, and listen, I get it. Selling felt pushy to me for a long time too. But you are not bad at sales, and you definitely don't need to knock two thousand dollars off your retainer.So I'm walking you through how I take a potential client from the very first conversation to a signed contract, step by step, so you can sign more of the clients you want without lowering your rates or feeling pushy.In this episode, I'm sharing:The seven places I see Fractional CMOs lose a client they should have signed (and how to figure out which one is costing you the most)The prep I do before every sales call, and why it changes the whole conversationHow I say my price out loud, because HOW you say it matters just as much as the numberWhat I say when a client tells me it's too expensive, needs to "think about it," or has to "run it by their partner"How I ask for the sale and follow up without feeling pushy, annoying, or like I'm chasingWhether you're a Fractional CMO, a consultant, or a marketing contractor, if you want to sign more of the clients you're already talking to without lowering your rates, you'll love this episode.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 Why You're Not Closing Fractional CMO Clients (It's Not Your Price)00:55 Why “You're Too Expensive” Isn't the Real Problem02:05 #1: You're Not Pre-Qualifying Your Leads03:30 #2: Your Discovery Calls Are Too Surface-Level04:45 #3: You're Emailing Proposals Instead of Selling Them06:15 Why Your Proposal Needs a Sales Call07:30 #4: You're Not Confident When Sharing Your Price08:45 Say Your Price & Stop Talking09:50 #5: You're Not Handling Sales Objections Properly11:00 How to Respond When Clients Say They Need Execution12:45 Stop Being Afraid to Push Back on Clients14:00 #6: You're Not Asking for the Close15:10 How to Uncover Hidden Sales Objections15:55 #7: You're Not Following Up Enough17:05 Why I Follow Up Until I Get a Clear No18:00 Audit Your Last 3 Lost Sales Opportunities18:45 Improve Your Sales Process & Close More Clients

At some point in your marketing business, you can't do all of the work yourself anymore.A client needs copy, or design, or paid ads, and now you have to decide who you trust enough to put in front of them. And that's the hard part of building a team, because whoever you bring in, their work goes out under YOUR name.I've gotten this wrong. I've made three big hiring mistakes over the years, and one of them ended with a contractor taking my money and ghosting me. So in this episode, I'm walking you through how I hire now.In this episode, I'm sharing:The one rule I have for anyone who works under my nameWhat I ask for before I'll hire someone I don't knowThe four things I look for in every single person I hireWhat the first few months look like once someone is on my teamWhy the traditional agency model isn't for meWho is on my team right now, and how I handle the financial sideWhether you're a marketing contractor bringing on your first subcontractor, a Fractional CMO building a bench of people you can call on, or you're helping a client hire, you’ll love this episode.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ Web/Branding Designer: Ria Johnston → https://studio-kind.com/aboutTIMESTAMPS:00:00 How to Build a Marketing Team Without the Overhead01:15 Why I Don't Run a Traditional Marketing Agency02:30 How I Structure My Subcontractor Team03:35 Why I'm So Selective About Who I Hire04:45 My 2 Rules for Hiring Subcontractors06:10 The Hiring Mistake That Cost Me a Vacation07:10 How I Make Money From Subcontractors08:30 How I Structure Contractor Payments09:45 Who's Actually on My Marketing Team?10:10 Why Hiring My Best Friend Works12:20 How Fractional CMOs Work Within My Agency13:15 The Marketing Specialists I Keep on My Team14:35 How I Find Great Contractors Without Recruiting16:05 My Process for Hiring New Team Members16:45 Why I Always Start With a Paid Test Project17:45 The 4 Things I Look for in Every Hire18:00 #1: Skills & Quality of Work18:45 #2: Strategic Thinking & Problem-Solving20:20 #3: Reliability & Accountability20:55 #4: Professionalism & Communication21:35 How I Onboard Contractors for Long-Term Success23:15 Why Setting Expectations Early Saves Time Later24:00 What to Do When a Contractor Isn't Working Out25:05 Who Should You Hire First?26:00 Start Building Your Team With People You Trust27:00 My Advice for Growing Your Team Slowly28:15 Grow Your Fractional CMO Business Without the Overhead

AI is getting better at doing the work marketers have been paid to do for years.And whether you’re a Fractional CMO, a strategist, a consultant, or working on a marketing team, I think there’s a question worth asking now:What is going to make you MORE valuable as AI gets better?Because I don’t think the marketers who thrive over the next five or ten years will necessarily be the ones who can produce the most, work the fastest, or even use the most AI tools.There’s a much bigger shift happening in what great marketing is worth, and where companies are going to need humans most.In this episode, I’m sharing:The shift I think is going to have one of the biggest impacts on marketing careers over the next few yearsWhy some incredibly talented marketers may still find their value getting squeezedWhere I believe the biggest opportunity is for marketers who want to become more valuable, not lessWhat I would be paying very close attention to if I were building my marketing career todayOne question you can use to look at your own work and see whether you’re moving in the right directionI don’t know exactly what AI will be capable of five years from now. None of us do.But I do think we can already see where things are heading.And if you work in marketing, I think understanding this shift now could completely change what you choose to get really, really good at next.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 Will AI Make Your Marketing Skills Less Valuable?00:40 The Marketing Work AI Is Making Less Valuable02:30 Why Execution Alone Is No Longer Enough04:05 Where the Real Value in Marketing Is Moving05:30 The 3 Skills That Make Marketers More Valuable05:55 #1: Know What Marketing Is Actually Worth Doing07:20 #2: Develop Better Taste & Strategic Judgment09:35 #3: Make Confident Marketing Decisions11:50 How to Make Your Marketing Expertise More Valuable12:50 Stop Selling Deliverables & Start Showing Your Strategy14:20 Show Clients the Thinking Behind Your Work15:35 The “So What?” That Makes Your Reporting Valuable16:40 Stop Being an Order Taker & Start Leading17:50 Use Your Expertise to Improve AI-Generated Work18:55 The Career Exercise Every Marketer Should Do20:15 Find the Work That Energizes You21:15 Should You Move Into Marketing Leadership?22:10 How to Stay Valuable If You Love Execution22:55 The Opportunity AI Creates for Marketers23:25 Build Your Strategic Marketing Skills With Fractional CMO School

There are WAY more ways to find Fractional CMO clients than you probably realize.I've personally used 12 different strategies to find clients over the years, which is exactly why I don't believe there is one "right" way to build your pipeline. And in this episode, I'm breaking all 12 of them down.I'm sharing:How I think about finding clients before I ever start looking for themThe two client acquisition strategies I personally wouldn't prioritize, and where I'd put that energy instead12 different ways I've actually found Fractional CMO clients throughout my careerA 13th, AI-focused bonus strategy I'm experimenting with right nowThe exact steps I'd take to turn all of these options into an actionable client acquisition planThe best part is that you don't need a massive audience, a complicated funnel, or one perfect lead generation strategy to build a strong pipeline.You need to know where the opportunities are, choose where you're going to focus, and consistently put yourself in the right places. By the end of this episode, you'll have plenty of ways to do exactly that, plus a clear plan for what to do next.FREE cold outreach email templates: Fractional CMO Sales Email Templates — The CMO Office Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 12 Ways to Find Fractional CMO Clients in 202601:05 Don’t Lower Your Standards Just Because You Need Clients02:15 2 Client-Getting Strategies I Would Skip02:25 Why I Wouldn’t Start With Paid Ads03:15 Why Cold DMs Don’t Work for High-Ticket Services04:05 #1: Cold Outreach to Dream Clients06:15 How to Make Cold Outreach Actually Work07:45 #2: Optimize Your LinkedIn Profile09:20 #3: Post Strategic Content on LinkedIn11:15 #4: Tap Into Your Existing Network13:10 #5: Build Relationships With Other Fractional CMOs14:30 #6: Connect With Advisors Around Your Ideal Client16:05 #7: Build Referral Partnerships With Agencies18:35 #8: Get in Front of Communities Your Clients Already Trust20:30 #9: Be a Guest on the Right Podcasts22:10 #10: Connect With Recruiters & Fractional Staffing Firms23:50 #11: Use Job Sites & Fractional Marketplaces25:25 Don’t Disqualify Yourself Before You Apply26:15 #12: Use Upwork Strategically27:25 BONUS: Get Found Through AI Search28:35 Your 3-Step Plan to Start Getting Clients28:50 Step 1: Pick Your 3 Best Lead Generation Tactics29:20 Step 2: Set Measurable Weekly Goals29:50 Step 3: Give Your Strategy Enough Time to Work30:25 Stop Researching & Start Taking Action

One of the biggest unlocks in my Fractional CMO business was realizing I could make more money by selling LESS of my time.Because if every new client requires another 10, 15, or 20 hours of your week, there's eventually a ceiling on how much you can earn. And if getting faster and better at your job means you simply have to take on more work to make more money... something about that model is broken.So in this episode, I'm getting really transparent about what the math actually looks like inside my Fractional CMO business.I'm sharing:Why I stopped thinking about Fractional CMO work in terms of billable hoursThe three problems I see with hourly pricing as you move into a leadership roleHow I structure and scope my packages insteadHow many hours I actually spend on different types of clientsThe effective hourly rate I aim for behind the scenesHow to know if you're spending way too much time on your own clientsThe goal isn't to squeeze more clients into an already packed calendar. It's to get really good at understanding the value of your time, protecting your scope, and building offers where the numbers actually work.Because the better you get at this work, the more valuable your time should become. And your business model should allow you to benefit from that.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 How Many Hours Should a Fractional CMO Work Per Client?01:05 Why I Don’t Charge Hourly01:25 Reason #1: Hourly Pricing Rewards Inefficiency02:30 Reason #2: Your Value Isn’t Your Time03:45 Reason #3: Stop Trying to “Fill” Your Hours05:00 How I Scope My Fractional CMO Packages Instead06:25 My Target $300–$500 Effective Hourly Rate07:05 How Many Hours I Actually Work Per Client08:15 Advisory vs. Full Fractional CMO Hours09:15 How to Know If You’re Working Too Much09:45 #1: Look at Your Scope10:25 #2: Look at Your Time10:55 #3: Calculate Your Effective Hourly Rate11:45 Make Your Hours Work for Your Business Model12:25 Build a Business That Doesn’t Run You Into the Ground

You know those seasons where business (or life) just feels harder than it should?A few things haven't gone your way. You've lost some momentum. You're questioning decisions you normally feel confident about. And somehow, without really noticing when it happened, you just don't feel quite like yourself.I've been through enough of these seasons to know that there are a handful of patterns I fall into every single time. They seem small in the moment, but together they can keep me stuck in a rut for way longer than I need to be.In this episode, I'm sharing:The five patterns I watch for when business (or life) starts to feel hardThe subtle ways we can accidentally make a difficult season feel even heavierWhat I do differently now when I notice myself slipping into one of these patternsHow I start finding my way back to feeling clear, grounded, and like myself againThe questions I ask myself before making big decisions from a difficult headspaceIf you're in a season where you're overthinking everything, questioning what's next, or simply feeling a little off, this episode is for you.You might not be able to change everything that's happening around you right now. But there are things you can change about how you move through it, and sometimes that makes a much bigger difference than you'd expect.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 What to Do When Everything Feels Hard01:30 The Habits That Make Hard Seasons Even Harder02:25 #1: Take Care of Your Body First04:15 Start Small When Your Routine Falls Apart06:00 #2: Stop Isolating Yourself08:20 #3: Make Space to Actually Feel What You’re Feeling10:35 Why Your Problems Feel Smaller When You Regulate Yourself11:10 #4: Get Outside of Your Own Head13:10 Helping Someone Else Can Shift Your Perspective13:55 #5: Stop Believing Every Thought You Have15:35 Separate the Facts From the Story You’re Telling Yourself16:50 Borrow Confidence From Your Past Self17:45 Don’t Make Big Decisions From a Bad Headspace18:35 Get Back to Yourself Before You Fix the Problem

Anyone can put together a deck full of marketing recommendations. Building a strategy that actually feels like it came from a really good CMO requires a completely different level of thinking.Over the years, I've realized there are a handful of principles I come back to every single time I'm building strategy for a client. They've changed the way I make recommendations, how I work with founders, and honestly, how confident I feel making the calls I'm being paid to make.This week's episode is actually pulled from a training I taught inside Fractional CMO School, and I'm walking you through what I call the Six Laws of CMO-Level Strategy.In this episode, we're covering:The six laws I use when building high-level marketing strategy for clientsHow to start thinking like the person leading marketing instead of simply doing the marketingThe common mistakes that can make an otherwise solid strategy feel more junior or execution-focusedHow to develop stronger strategic judgment when there isn't one obvious "right" answerHow to make recommendations you can actually stand behind and communicate confidently to your clientsThe more you develop this way of thinking, the easier it becomes to walk into a business, see what's actually going on, know where to focus, and make the calls your clients are looking to you to make.And that's such a huge part of stepping into the CMO role with confidence. You trust your thinking more, your clients trust your recommendations more, and you start showing up as the person who can actually lead the marketing.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 The 6 Laws of a CMO-Level Marketing Strategy01:14 How to Think Like a Marketing Leader01:55 Law #1: Think Like an Owner, Marketer Second05:25 Law #2: Your Client Is an Unreliable Narrator08:10 Law #3: Trust Your Strategic Instincts10:40 Law #4: Be a Leader, Not an Order Taker14:40 The Client Mistake That Taught Me to Speak Up16:35 Law #5: Right-Size Your Strategy to Their Resources18:50 Law #6: Know When to Zoom In & Zoom Out20:20 Stop Overcomplicating Your Marketing Strategy

Ever found yourself questioning whether you're actually good at marketing?Maybe you had a client launch go poorly, or they were unhappy with their marketing results. Either way…cue existential crisis. It doesn't matter how much experience you have – most marketers go through periods where they lose confidence in themselves. It's easy to assume the problem is you, when it’s usually just a mismatch in expectations.The more I've spoken to marketers over the years, the more I've realised this isn't just my experience. So many of us carry this around, but very few of us actually talk about it.In this week's episode, I'm unpacking:Why self-doubt is SO normal, even if you're experiencedThe three growth phases every business experiences AND what happens in marketing at each phaseThe framework I use to regain my confidence when I'm starting to feel imposter syndrome creep inIf you've ever found yourself lying awake wondering whether you've still "got it," or questioning everything after a few disappointing weeks, I really hope this episode reminds you that you're probably doing better than you think.Ready to take the next step?If you’re ready to step into the Fractional CMO role but want support as you do it, Fractional CMO School is a 6-month coaching program + community to help you confidently land high-ticket clients and build a 6-figure (and beyond) business as a Fractional CMO.🎓 Learn More → http://www.fractional-cmo-school.com/ TIMESTAMPS:00:00 Do You Ever Feel Like You're Bad at Marketing?01:20 Why Even Experienced Marketers Lose Confidence03:00 The Real Problem Isn't Your Marketing04:20 Phase 1: Build06:45 Phase 2: Stabilize09:20 Phase 3: Grow11:10 Why Most Businesses Stay Stuck12:20 Ask This Before You Change Your Strategy13:20 Stop Measuring Success Against the Wrong Phase14:00 You're Probably Doing Better Than You Think