Tim shares a framework from entrepreneur Ryan Deiss that reframes how they think about scaling: every company really only has two core processes, an acquisition workflow (how you get new clients) and a fulfillment workflow (how you deliver the work), and most businesses get this backwards by hiring people first and trying to build systems around them afterward.

The takeaway hits home for Helium specifically as they build out their new simplified packages: map the entire workflow and refine it before adding more headcount, so the system can eventually run without founders sitting inside every single step.

The episode ends with a concrete goal, selling 20 of the new packages a month, and a plan to map out the exact process needed to hit that number.