Nuggets:

• Learn what the power is in aiming higher and serving niches that demand better services.
• Learn how having an audience that emulates your business leads to rapidly scalable revenue opportunities.
• Love what you do and you’ll never work a day in your life? Chad doesn’t buy it. Understand his distinction between caring about what you do and loving it.

Action Steps:

1. Do some fact-finding. What are the logistics of providing payroll, benefits, and HR management services? How do these services make money? What are their margins?
2. Pick a niche and contact HR or management to discover their pains, their willingness to try something new and the value of your solution. Chad suggests working with Design and Development teams because that’s his niche already. You could discover a new niche that works well for you. 
3. Tip. Contact growing teams of 20 or less that are considering hiring an HR director and propose to save them 80K per year implementing your services instead.
4. Take advantage of the Q4 open enrollment period when these topics are top-of-mind to start discussions with businesses.
5. An advantage of working in the design and development niche is that you can focus on smooth attractive interface and robust API where it will be appreciated most. Scale as the most elegant solution to a broader audience from there.
6. Don’t forget, if things go right, you've got a great potential partner and customer with Chad and thoughtbot.

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