My recent email suggested that if you can't name five things that differentiate you there is probably only one - price! Not a good look. Among the responses was this one: I'm so sick of working harder and not smarter with the middle to lower end. I want to start all over again and aim at the high end of the market with the best products and service. I have never done an album before. I made the decision to specialise in babies, children and family portraiture. I can visualise beautiful portrait albums sitting on my coffee table in the studio, but I don’t know where to start. Albums are not the place to start. The place to start is with some deep thinking about where you are now, where you want to be and most important, the little steps that get you closer every day. Changing your business model is never easy, but I believe that anything you're doing now that's taking you in the wrong direction (eg "working harder and not smarter with the middle to lower end") is a real problem. If you could afford it, having too little work could be better than have too much of the wrong work. At least that way you'd have time and energy to work on change. Too much of the wrong work wears you out, takes up your time and stops you making change. And prospects coming to see you (especially those who know of you from previous customers) come wanting the old you, not the new you. Of course the wrong work is probably what's paying the bills! But you have to work out what to do about that. Most small businesses face this challenge. Many don't solve it. One solution might be to find a new revenue stream ... a day job. Heather and I started like that. Getting back to albums… As my email suggests, provided you and we are a good fit, Queensberry will be one of those differentiating "steps along the way". But first you need to work out what your business will look like when it's done, and how to get there. Cheers, Ian