Are you constantly pulled toward the next big idea? If you’re a consultancy owner, it’s likely you’ve felt the lure of shiny objects—those “next best things” that promise growth but often leave behind a trail of half-finished projects and unfulfilled ideas. But what if you could channel that curiosity into a focused strategy that delivers real results? That’s where the 1-3-10 strategy comes in.

Introducing the 1-3-10 Strategy

The 1-3-10 Strategy is all about focusing on the essentials: one ideal client, one core offer, and one marketing channel for one year. It’s a practical, repeatable framework that lets you scale without spreading yourself thin.

Focusing on the One

One means commitment. It’s about choosing one ideal client profile, one offer, and one marketing channel—and sticking with them for a full year or until you’re getting consistent results. Why? Because focus amplifies results by reducing problems.

• One ideal client: Knowing your ideal client inside-out lets you tailor your services in a way that deeply resonates. The better you understand them, the stronger your positioning and messaging become.

• One core offer: A single offer allows you to refine and perfect your value proposition. It also gives your market enough time to recognise your solution and understand its impact.

• One marketing channel: Mastering one channel keeps things manageable and allows you to maximise reach and engagement. For instance, LinkedIn alone offers multiple engagement methods—organic posts, direct messages, articles, and more.

Generating and iterating with Three

Three is about creating cycles and benchmarks to measure your progress effectively. Aim to generate at least three quality sales opportunities each month and assess your outcomes every three months.

Why three-month cycles? They allow you to test and learn without being reactive. With three months, you get enough data to make informed decisions, and you can account for variances like holidays or seasonal trends, which you’ll see in each quarter.

Scaling with Ten

Winning one ideal client is a start, but you can’t plan your future around one. When you’re consistently generating three leads a month and closing at least one sale, you’ll have a pathway to convert ten new clients a year—enough to create a stable, growth-oriented business.

This ten-mark milestone also applies to revenue: whether it’s hitting £10k, £100k, or £1M in monthly recurring revenue, each step gives you the confidence to scale sustainably.

Common Pitfalls to Avoid

Mistake 1: Setting expectations too high

It’s easy to get excited by new initiatives, but remember, building consistency takes time. Expect your strategy to go through phases—building, testing, and refining. Each phase typically takes around three months. If things aren’t working, it’s often a sign to give it more time, to identify and fix the problems rather than give up.

Mistake 2: Abandoning the One

When results feel slow, it’s tempting to diversify. Maybe there’s another client type or marketing channel that seems promising. But adding new things before the first is fully tested is a surefire way to dilute your efforts. Keep your focus on solving any issues in your initial approach before adding more complexity. If you have to change, don’t hedge your bets and try to chase two rabbits. Agree on your new direction and commit to it as your new One.

Mistake 3: Trying to scale before reaching Ten

You may be eager to scale immediately when you see signs of success. However, hold back until you’ve closed ten deals with ten ideal clients, hit your ten revenue target, or have ten months of consistent progress. This way, you have a clear picture of what’s working before investing more heavily in scaling to the next level.

Putting the 1-3-10 Strategy to work

The 1-3-10 Strategy is more than just a tactic—it’s a framework to help you stay focused, refine your approach, and ensure that your growth is sustainable. It’s a way to prevent distraction and channel your energy into real, repeatable results.

This strategy is the backbone of my Ready-To-Buy Consultancy Funnel, which generates 4+ ready-to-buy calls with ideal prospects every month. To get started, download the playbook here and build a steady pipeline for your consultancy.

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