Tired of hitting a wall with your client-based business? You don’t have to build a course or start a membership to scale.

In this episode of Calm is the New KPI, host Susan Boles talks with Janet Alexandersson—an international licensing lawyer and founder of Piggy Bank Legal—about how licensing can become a powerful, margin-creating revenue stream for service-based business owners.

If you've ever wondered how to productize your existing client work without burning out or shifting your entire business model, this episode is your permission slip. Janet walks us through the practical, strategic, and protective aspects of licensing, and shares how this often-overlooked business lever can change how you earn, design, and rest.

What You’ll Learn

• What licensing actually is—and why it's not just for tech or big corporations
• The step-by-step process to start licensing your existing IP
• Common pitfalls to avoid in licensing deals (and how to protect yourself)
• Why pricing should reflect their value, not yours
• How licensing can support a hybrid model with clients and passive income

Learn More About Janet

• Piggy Bank Legal
• LinkedIn

Learn More About Susan

• Beyond Margins
• LinkedIn

• (00:00) - Introduction: The Struggles of High-Touch Client Work
• (01:21) - Exploring a New Revenue Stream: Licensing
• (02:16) - Understanding Licensing with Janet Alexander
• (05:35) - The Licensing Process: Step-by-Step
• (10:18) - Protecting Your Intellectual Property
• (19:58) - Real-World Licensing Examples
• (38:49) - Final Thoughts on Licensing and Business Design

Grab the Calm Service Design + Delivery Swipe File here

You’ve duct-taped your service business together with tools and automations. But now things are breaking, you’re chasing Zapier errors, and client delivery is starting to feel like a drag. What if the next step wasn’t hiring a team or flattening your services—but turning your system into the service?

In this episode, we're geeking out with Dylan Kinder, founder and CEO of DataCose, about how service-based businesses can scale by transforming parts of their delivery into software. We explore how to spot the signs that you’re ready to make that shift, where to start, and why automation and AI don’t have to mean less human work—just less draining work.

Whether you’re dreaming of fewer tabs, smoother client onboarding, or a more proactive delivery experience, Dylan brings a thoughtful, non-spammy approach to scaling with tech. We’re diving deep into internal vs. client-facing tools, the role of AI in small business, and how to avoid building a digital Frankenstein.

What You’ll Learn:

• The two biggest signals it’s time to turn part of your service into software
• Why internal automation is the best starting point
• How to think like an engineer (even if you're not one)
• The role of client portals in scaling calm service delivery
• Why AI should be used with human oversight—not instead of it

Connect with Dylan:
LinkedIn
DataCose

Connect with Susan:
LinkedIn
BlueSky

Work With Susan:
Explore how we can build calm systems together → https://beyondmargins.com/services

• (00:00) - Introduction: The Struggles of Scaling a Service Business
• (00:43) - Reimagining Service Delivery with Smart Systems
• (02:12) - Exploring Automation and AI with Dylan Kinder
• (03:06) - The Two Paths to Scaling a Service Business
• (10:28) - Real-World Examples of Successful Automation
• (24:33) - The Role of AI in Modern Service Businesses
• (34:35) - Conclusion: Building Margin and Calm with Technology

Grab the Calm Service Design + Delivery Swipe File here

Eliminate Sales Calls? Yes, Really.

What if your entire sales process could feel human, high-touch, and not require a single call?

This week on Calm is the New KPI, I’m joined by Becky Pierson Davidson, founder of Affinity Collective, a product strategy agency for community-driven businesses. Becky shares how she’s turned the traditional, time-consuming sales process on its head—closing $15K+ client engagements with zero sales calls.

Instead of long proposal timelines, back-to-back Zooms, and ghosted bookings, Becky uses a thoughtful, asynchronous process: pitch decks, Loom videos, and warm DMs. The result? A system that respects her time, delights clients, and converts beautifully.

We talk about:

• Why she ditched the “book a call” CTA after one too many no-shows
• How to build a sales process that mirrors your service delivery
• Creating personalized-but-repeatable Loom videos that sell for you
• Building referral relationships that actually work
• The key role productized services play in making async sales possible

Whether you're an introvert, hitting a capacity ceiling, or just curious about doing sales differently, this episode is a must-listen.

Learn More about Becky Pierson Davidson

• Affinity Collective Website
• Connect on Instagram or LinkedIn
• Subscribe to her newsletter for community-driven strategy insights

Learn More about Susan Boles

• BeyondMargins.com
• Check out the Services Guide
• Follow Susan on LinkedIn

✨ Want a sales process that works while you sleep?
We can design and implement your asynchronous sales system in a single-day intensive. Learn more at beyondmargins.com/services.

• (00:00) - Introduction: The Sales Call Dilemma
• (01:39) - Scaling a Client-Based Business
• (02:04) - Eliminating Sales Calls: Is It Possible?
• (03:16) - Guest Introduction: Becky Pearson Davidson
• (04:26) - Becky's Asynchronous Sales Process
• (11:11) - Building Trust and Customization
• (36:57) - Final Thoughts and Takeaways

Grab the Calm Service Design + Delivery Swipe File here