Solanasis — Fractional Bridge Revenue Playbook

Last Updated: March 2026
Status: Active — 13 days into Solanasis
Author: Built for Dmitri Sunshine, CEO
Context: $0 revenue, 3-6 months runway, zero fractional consulting experience

Executive Summary

You have 3-6 months to generate bridge revenue without diluting Solanasis pipeline building. The goal: land 2-4 fractional engagements at $150 - 250/ h r (or$ 10K-15K/month retainer equivalent) within 8 weeks, generating $8K-12K gross monthly revenue while working 10-20 hrs/week fractional.

Why this matters: Fractional work is not a distraction; it’s a credibility accelerator. Every engagement becomes a case study, testimonial, and network expansion point that feeds directly into Solanasis pipeline. Your founder background (SaaS architect, systems thinker, operational resilience focus) is your edge; treat it as differentiation, not a liability.

The unconventional play (Smartcuts angle): Most fractional platforms prioritize ex-consulting firm alums. You’ll skip the crowd by positioning as a “founder-operator” solving problems that pure consultants miss: technical feasibility, implementation sustainability, founder mindset. This is your lateral move.

Immediate actions this week:

Apply to fractionaljobs.io (primary platform); complete in 2 hours
Draft positioning statement in your voice (earnest, direct, warm)
Warm outreach to Ivan + Dan with specific fractional CIO asks
Create LinkedIn profile update announcing fractional availability
Schedule 30-min weekly calendar block for platform management

Success definition: One qualified lead from fractionaljobs.io by end of week 1; first engagement signed by end of week 4.

1. Platform-by-Platform Breakdown

1.1 fractionaljobs.io (PRIMARY — Tier 1)

Overview: White-glove matchmaking platform, not a job board. 30,000+ vetted fractional professionals. $3 K -$ 5K one-time referral fee charged to companies, not to you. 86% hire rate once matched. You own the relationship directly post-placement.

How to apply/join:

Visit https://fractionaljobs.io and click “For Professionals”
Complete profile: name, bio (150-200 words), expertise areas, location, availability, hourly rate range, LinkedIn profile
Upload headshot (professional but approachable; use current Solanasis brand photo)
List 2-3 reference clients or testimonials (we’ll handle this in Section 3)
Indicate availability: “10-20 hours/week, flexible start date”
Select expertise tags: fractional CIO, cybersecurity, systems integration, data migration, startup operations

What makes profiles stand out:

Specificity over generic claims. Instead of “experienced in operations,” write “rebuilt ERP systems for 50+ mid-market SaaS companies; now fractional CIO helping SMBs with cybersecurity assessments and DR verification”
Founder/operator credentials with proof. Mention 13-year SaaS background; it signals systems thinking and founder empathy
Clear niche. Don’t say “available for anything.” Say “fractional CIO for nonprofits and SMBs 15-200 employees; cybersecurity, data migration, CRM setup, systems integration”
Testimonials/proof. If you have client intros from Ivan or Dan, get a quick quote first (“Dmitri helped us migrate 50GB of legacy data without losing audit trails; professional, methodical, founder-mindset”
Availability clarity. “10-20 hours/week, start date flexible” signals you’re seriously available, not window-shopping

Typical time to first engagement:

Profile completion to first qualified company inquiry: 3-7 days
Company intake process: 5-10 business days
Final proposal to signature: 3-5 days
Total: 2-3 weeks from profile launch to first engagement

Rate ranges (Denver/Boulder market):

Fractional CIO: $65 - 150/ h r, or$ 10K-22K/month retainer for 1-3 days/week
Your entry point: $150/ h ror$ 12K/month for 20 hrs/week (establishes credibility without underselling)
Negotiation range: $150 - 200/ h r f or f i rs t 1 - 2 e n g a g e m e n t s, t h e n$ 200-250/hr once you have case studies
Retainer preferred: Companies like predictability; frame as “$12K/month for 1-2 days/week on retainer”

Pros for Dmitri:

Best-fit platform for your profile; they actively seek founder-operators
White-glove vetting means less competition from generic “fractional leaders”
Company pays referral fee, not you; margins are clean
You own the relationship directly; no platform middleman taking 20-30% cut
86% hire rate is exceptionally high; suggests serious companies only
Covers all your service areas: CIO, operations, security, systems
Boulder-local advantage; they have Colorado market presence

Cons:

Application review takes 5-10 business days; not instant
Requires strong profile and preferably one client reference/testimonial upfront
Lower volume than some alternatives (but higher quality)
Regional bias toward East Coast/West Coast; smaller Colorado network than CA/NY

Action checklist:

Create fractionaljobs.io account this week
Write 150-word bio in your voice (earnest, direct, no fluff)
Select 3-4 expertise tags (fractional CIO, cybersecurity, systems integration, operations)
Set hourly rate at $150/ h r minim u m; re t ain er a t$ 12K-15K/month
Upload professional headshot
Request testimonial from Ivan or Dan if possible (2-3 sentence quote)
Set calendar reminder: follow up with fractionaljobs.io support on day 7 if no inquiry
Check weekly for company inquiries; respond within 4 hours

Pro Tip — The Softening Play: When you apply, mention in your bio that you’re “actively building Solanasis but taking 1-2 fractional CIO engagements to serve portfolio companies while scaling.” This frames fractional work as strategic, not desperate. Companies like founders who have other businesses; it signals confidence.

1.2 Bolster (SECONDARY — Tier 1)

Overview: Fractional executive platform focused on startup/venture-backed tech. 10,000+ fractional execs. Skews toward CPO, CMO, CFO, CIO, CRO roles. Strong fit for tech-savvy fractional CIO positioning. Companies pay $4K-8K placement fees.

How to apply/join:

Visit https://bolster.com and click “For Advisors/Fractional Executives”
Complete profile: executive roles, industry expertise, startup experience, hourly rate, availability
Link LinkedIn profile
Specify primary functional area (CIO) and secondary areas (ops, security, data)
Upload video introduction (30-60 seconds; optional but highly recommended; script below in Section 3)
Add references or past client logos if available

What makes profiles stand out:

Startup domain expertise. Mention “13-year SaaS founder background; understand early-stage financial constraints and growth-stage technical debt”
CIO title clarity. Bolster filters by “interim CIO” or “fractional CIO”; use exact phrasing
Tech stack knowledge. List systems you’ve managed: AWS, GCP, Salesforce, HubSpot, Quickbooks, etc.
Availability + time frame. “Available for 1-2 day/week engagements, 3-month minimum, flexible start”
Video intro (if you do it). Speak to why you love fractional work; 30 seconds of founder personality goes far

Typical time to first engagement:

Profile to first inquiry: 5-14 days
Bolster’s intake process: 7-10 days
Proposal to signature: 5-7 days
Total: 3-4 weeks

Rate ranges:

Fractional CIO on Bolster: $100-200/hr
Your positioning: $150 - 175/ h r f or f i rs t 1 - 2, t h e n$ 175-225/hr
Retainer: $8K-12K/month for 1-2 days/week
Bolster takes 15-20% platform fee (built into rate or charged to company; clarify in onboarding)

Pros for Dmitri:

Strong startup/tech founder fit; they respect SaaS experience
Active demand for CIO/fractional ops roles
Easier to get accepted than Catalant or BTG (less consultant-mafia gatekeeping)
Good for longer-term engagements (3-6 months)
Lower barrier to entry than Umbrex or top-tier platforms

Cons:

Slightly lower quality of lead than fractionaljobs.io (more tire-kickers)
Takes 15-20% cut; affects your net revenue ( $150/ h r b eco m es$ 120-127/hr)
Smaller network in Colorado specifically; more national
Less “white glove” than fractionaljobs.io; more self-service

Action checklist:

Apply to Bolster this week (after fractionaljobs.io)
Link LinkedIn profile during setup
Specify “Interim/Fractional CIO” primary role; “operations” secondary
Set rate at $150/ h r minim u m, re t ain er a t$ 10K/month minimum
Record 30-second video intro if comfortable (optional; do this by week 2)
List 3-5 core competencies: CIO, cybersecurity, systems integration, data migration, CRM
Follow up with Bolster support on day 10 if no activity

Pro Tip — Video Differentiator: Record a 30-second intro on your phone: “I’m Dmitri, fractional CIO for SMBs and nonprofits. Built a SaaS company for 13 years; now helping founders navigate the operational side of growth. Let’s chat about what you’re solving for.” Casual, warm, no corporate speak. This single video will get you 3-5x more inquiries than text alone. Post it to LinkedIn first, test it, then add to Bolster.

1.3 GigX (TERTIARY — Tier 2)

Overview: Self-service fractional executive directory. NOT a matchmaking service. Executives pay $29-89/month to list profiles; companies browse free. Low quality filtering. High visibility but lower conversion. Think “Yellow Pages for fractional execs.”

How to apply/join:

Visit https://gigx.co and sign up as “Executive”
Create profile: title, bio, rate, availability, expertise, LinkedIn link
Pay $49-89/month subscription (annual discount available)
Specify: “Fractional CIO for SMBs and nonprofits”

What makes profiles stand out:

SEO optimization. Use exact keywords: “fractional CIO,” “interim CIO,” “founder-led operations,” “cybersecurity assessment”
Founder credibility. Mention SaaS background; GigX users often prefer founder-operators
Clear availability. “20 hours/week, flexible start, $150/ h ror$ 10K/month”
Specificity. Instead of “general operations,” list your exact services: cybersecurity assessments, DR verification, data migration, CRM setup

Typical time to first engagement:

Profile setup to first inquiry: 2-3 weeks (organic discovery)
Usually lower-intent inquiries than fractionaljobs.io or Bolster
Conversion rate: 5-10% (vs 86% on fractionaljobs.io, 40-60% on Bolster)

Rate ranges:

You set your own rate; no platform fees
Post $150/ h r; b e p re p a re d t o n e g o t ia t e d o w n t o$ 125/hr
Retainer: $10K-12K/month

Pros for Dmitri:

No referral fee or platform cuts; you keep 100% of earnings
Simple to set up; low activation energy
Good for visibility and long-tail discovery
No gatekeeping; anyone can list
Monthly commitment only; cancel anytime

Cons:

Much lower quality of lead than fractionaljobs.io/Bolster
High volume of tire-kickers and spec-seekers
Requires active self-promotion (posting, outreach, engagement)
Less “professional” positioning; more “freelancer marketplace” feel
Low conversion rate; takes time to see results
Your monthly fee is a sunk cost if no inquiries

Action checklist:

Apply to GigX only AFTER fractionaljobs.io and Bolster are live (lower priority)
Pay for monthly subscription ($49/month) with quarterly review (cancel if zero inquiries after 30 days)
Write SEO-optimized profile with exact keywords
Link LinkedIn; keep profile updated
Post availability as “20 hrs/week, $150/hr, flexible start”
Do NOT actively promote on GigX; it’s passive discovery only
Review inquiries weekly; respond within 24 hours

Pro Tip — GigX as Passive: Think of GigX as a passive sales channel; you set it up and let it run. Don’t spend time here; focus efforts on fractionaljobs.io and Bolster where conversion is higher. GigX is the “free lead flow” while you actively work the other two platforms.

1.4 Catalant (SECONDARY — Tier 2, Lower Priority)

Overview: Enterprise-focused consulting platform. 70,000+ consultants. Skews heavily toward ex-McKinsey, Bain, BCG alumni. G2 reviews consistently note: “You need big consulting firm experience to succeed here.” Not ideal for Dmitri’s profile without significant repositioning.

How to apply/join:

Visit https://catalant.com and click “For Consultants”
Complete detailed application: resume, background, case studies, references
Brief phone screen with Catalant talent team
Approval or rejection within 2-4 weeks

What makes profiles stand out (if you apply):

Consulting firm credentials. Catalant heavily favors ex-Big 3/Big 4 backgrounds
Fortune 500 or mid-market client experience. Your SaaS founder background helps here; emphasize “worked with” large clients
Specific case studies. “Helped 50+ SaaS companies navigate CIO transitions during growth” positions well
Industry vertical expertise. Nonprofits + SMBs is a differentiator; most Catalant profiles focus on F500

Typical time to first engagement:

Application to approval: 2-4 weeks
Approval to first inquiry: 2-4 weeks
Total: 1-2 months

Rate ranges:

Fractional CIO: $200-300/hr
Project-based: $10K-50K+
Catalant takes 25-30% platform fee

Pros for Dmitri:

Higher-end clients (mid-market, large enterprises)
Premium positioning
Well-known brand; legitimacy boost
Good for long-term retainers (3-6+ months)

Cons:

Very gatekept; consulting pedigree required
Long approval timeline
High platform fees (25-30%)
G2 feedback suggests founder/non-consulting backgrounds struggle
May feel “stuffy” for your brand voice
Your SaaS founder background may be seen as “not consulting enough”
Not worth prioritizing in first 8 weeks

Action checklist (DO THIS ONLY AFTER fractionaljobs.io + Bolster are live):

Research Catalant application requirements (week 3)
If applying: wait for fractionaljobs.io/Bolster traction first to build credibility
If accepted: treat as supplementary channel, not primary
Default: SKIP for now; focus on better-fit platforms

Pro Tip — Skip or Delay: Catalant is a “nice to have” not a “must have” for your first 8 weeks. The approval timeline is long, consulting gatekeeping is real, and platform fees are steep. Once you have 1-2 fractional CIO case studies from fractionaljobs.io/Bolster, Catalant becomes much easier to sell into. Apply in week 6-8 with proof of traction, not upfront.

1.5 BTG (Business Talent Group) (SECONDARY — Tier 2, Lower Priority)

Overview: Heidrick & Struggles subsidiary. Ultra-premium positioning. F100 clients. 310% increase in demand for interim/fractional executive work since 2020. But: very corporate, heavy consulting bias, high fees (30%+).

How to apply/join:

Visit https://btgtalent.com and apply as “Executive”
Detailed vetting; extensive background check
Likely rejection if non-Big-4 background
Approval timeline: 4-6 weeks

Verdict for Dmitri: SKIP for now

Application approval is slow and uncertain
Platform fees are highest in industry (30%+)
Consulting firm bias is extreme
Your founder background is an asset elsewhere; it’s a liability here
Not worth distracting from better opportunities
Revisit in 6 months with track record

1.6 Toptal (SECONDARY — Tier 2, Medium Priority)

Overview: Top 3% acceptance rate. Rigorous screening. Business consulting track exists alongside software development. $50-130/hr typical range. Takes 20-25% platform fee.

How to apply/join:

Visit https://toptal.com and apply as “Consultant”
Select “Business Consulting” track, not software development
Complete application: resume, background, case studies, cover letter
Pass Toptal screening tests (varies; may include case study evaluation)
Approval timeline: 2-6 weeks

What makes profiles stand out (if you apply):

Clear business consulting (not dev) positioning
Case study with measurable results: “Helped SaaS company reduce ops costs 20% through systems integration and CRM automation”
Founder experience as differentiator: “13-year SaaS founder; understand technical and operational challenges”
Professional profile photo and polished LinkedIn

Rate ranges:

Business consulting: $75-130/hr typical
Your positioning: $100 - 120/ h ro n T o pt a l (pl a t f or m t ak es 20 - 25$ 75-95/hr; not ideal but okay for volume)
Toptal clients skew toward budget-conscious startups; not premium tier

Pros for Dmitri:

Legit platform; clients are vetted
No referral fees; you own relationship
Good for case study generation if you get accepted
Screened talent reputation helps
Easier to get accepted than Catalant/BTG if positioned right

Cons:

Rigorous screening; 97% rejection rate
Lower rates than fractionaljobs.io or Bolster
Platform fees (20-25%) eat margins
Smaller focus on fractional exec work (more dev-heavy)
Application can take 4-6 weeks; longer approval timeline

Action checklist:

Apply to Toptal in week 3-4 (after fractionaljobs.io/Bolster submissions)
Position as “Business Consultant” not software dev
Highlight founder/SaaS background prominently
Prepare 2-3 case studies or client examples
Set rate at $100/hr minimum
If rejected: don’t worry; focus on better platforms

Pro Tip — Toptal as Backup: Apply to Toptal as a “backup channel” in week 3-4. If accepted, great; it’s another source of qualified leads. If rejected (likely given your non-traditional background), no big loss. You’ll have traction from fractionaljobs.io/Bolster by then anyway. Toptal is worth applying to, but not worth stressing over if rejected.

1.7 LinkedIn + Direct Warm Outreach (PRIMARY — Tier 1)

Overview: Your existing network (Ivan, Dan, Jaime, Ian, Evan, RMAG community) is your fastest, highest-intent channel. LinkedIn is the megaphone. Direct outreach is the spear.

How to activate:

Update LinkedIn headline: “Fractional CIO for SMBs & Nonprofits | Systems Architecture | Cybersecurity | Ex-SaaS Founder”
Update LinkedIn summary (see Section 3 for template)
Post LinkedIn announcement: “Excited to announce I’m taking 1-2 fractional CIO engagements alongside Solanasis growth”
Send warm emails to: Ivan, Dan, Jaime, Ian, Juan, Evan (see Section 9 for exact scripts)
Join RMAG community Slack/Discord; post fractional availability announcement
Engage with 3-5 founder/SMB posts weekly on LinkedIn; build visibility

What makes LinkedIn profiles stand out:

Headline clarity: “Fractional CIO” + “Cybersecurity” + “Former Founder” signals exactly what you do
Summary as story: “After building a SaaS company for 13 years, I moved from full-time CEO to fractional CIO. I help SMBs and nonprofits strengthen operational resilience through cybersecurity assessments, data migrations, CRM setup, and systems integration. Founder mindset; no corporate fluff.”
Featured content: Link to Solanasis case studies (once you have them)
Endorsements: Ask network to endorse “Fractional CIO,” “Cybersecurity,” “Systems Architecture”
Engagement: Comment thoughtfully on 2-3 founder posts weekly; build authority
Video intro: Post 30-second intro video (same as Bolster script; repurpose)

Typical time to first engagement:

LinkedIn post announcement + warm outreach: same day/week
Ivan/Dan intros: 2-7 days to initial conversation
Warm lead to engagement: 1-3 weeks
Total: 1-3 weeks from activation

Rate ranges:

Negotiated per relationship; often starts with hourly, transitions to retainer
With Ivan/Dan: set rate at $150/ h ror$ 12K/month (don’t discount for warm intros)
Retainer preferred with warm leads (easier to negotiate, more predictable)

Pros for Dmitri:

Fastest activation; no platform approval needed
Highest-intent leads (warm, specific, founder-friendly)
You own relationship 100%; no platform fees
Ivan/Dan are actively offering intros; use this immediately
RMAG community is founder-heavy; aligned with your positioning
LinkedIn is where buyers are; visibility = lead flow

Cons:

Requires active networking effort; not passive
Limited to size of existing network (manageable at 8-week scale)
Requires discipline to stay engaged without getting pulled into Solanasis work
LinkedIn algorithm changes affect reach; need consistent posting

Action checklist:

Update LinkedIn headline this week (30 seconds)
Rewrite LinkedIn summary in your voice (tomorrow; see Section 3)
Post LinkedIn announcement: “Excited to take 1-2 fractional CIO engagements” (this week)
Send warm emails to Ivan + Dan this week (see Section 9 for script)
Send warm emails to Jaime, Ian, Evan, Juan by end of week 2
Schedule 15 min/day LinkedIn engagement (comment on 1-2 posts, reply to messages)
Join RMAG community; post fractional availability announcement (week 1)
Record LinkedIn video intro (optional; week 2)
Set calendar reminder: review warm leads daily; respond within 4 hours

Pro Tip — The “Warm Lead Hierarchy”: Ivan > Dan > Jaime. Ivan is actively offering client intros; Dan has referral network; Jaime knows the platforms. Reach out in this order: Ivan first (highest intent), then Dan, then Jaime. This creates urgency and social proof. When you reach out to Jaime, mention “Ivan and Dan are already looking to connect me with clients.” Psychological amplification.

1.8 Umbrex (SKIP — Do Not Apply)

Overview: Invitation-only platform. 90%+ McKinsey/Bain/BCG alums. Premium F500 clients. $250-500/hr rates.

Verdict: DO NOT APPLY without an explicit referral from someone inside

Invite-only gatekeeping; cold applications rejected 99% of the time
Consulting firm pedigree non-negotiable
Your founder background is valuable elsewhere, not here
If someone in your network has an inside referral, revisit in 6 months
Not worth time or mental energy now

2. My Positioning Strategy

2.1 Your Unique Angle

You are not a consultant. You are a founder-operator fractional CIO solving problems that pure consultants miss.

This is your edge. Lean into it hard.

The differentiation:

Aspect	Pure Consultant	You (Founder-Operator)
Background	”Consulted at Big 3"	"Built SaaS company for 13 years”
Mindset	”Follow the playbook"	"What trade-offs are we making? What’s sustainable?”
Speed	”Takes 4 weeks to diagnose"	"I’ve been here; let’s move fast”
Bias	”This needs a full digital transformation"	"We need a sustainable fix, not a three-year project”
Risk tolerance	”Minimize downside"	"Understand founder constraints; help them win”
Implementation	”Hand it off to your team"	"Stay adjacent; make sure it sticks”
Cost awareness	”Bill by the hour"	"Understand your margin; price accordingly”

Why this matters: SMBs and nonprofits are tired of consultants. They want someone who understands technical complexity AND founder constraints. You’ve been a founder. You know the CFO gets twitchy at $50K/month spend. You know three-month implementations mess with runway. That’s gold.

Your strongest positioning: “Fractional CIO for founders and nonprofit leaders who need operational resilience without the consulting overhead.”

2.2 Recommended Titles and Taglines

Primary Title (LinkedIn, all platforms):

“Fractional CIO for SMBs & Nonprofits”

Secondary Titles (situational):

“Interim Chief Information Officer”
“Systems Architect” (if CIO feels too formal)
“Operations + Cybersecurity Lead” (if talking to nonprofits)

Taglines (for platform profiles, email signatures, LinkedIn headline):

Option A (Earnest, Direct): “Fractional CIO for founders and nonprofit leaders. Cybersecurity, systems integration, data migrations. I’ve built products; now I help yours survive and scale.”

Option B (Warm, Founder-Focused): “Former SaaS founder turned fractional CIO. I help SMBs and nonprofits strengthen operational resilience without the consulting theater.”

Option C (Branded): “Operational Resilience, Proven — Fractional CIO for founders who want real answers, not recommendations.”

My recommendation: Use Option A for platform profiles (clearest value prop). Use Option C on LinkedIn (branded, memorable). In emails/warm outreach, lead with your founder story (Option B tone).

2.3 The “Founder-Operator” Angle as Differentiation

In your pitches, emphasize:

You’ve been in their shoes. “I led a SaaS company for 13 years; I understand what it feels like when your security is not audit-ready and you can’t migrate legacy data.”
You think like an operator, not a vendor. “I’m not here to upsell you a $200K system. I want to find the 80/20 solution that your team can maintain post-engagement.”
You understand sustainability. “Three-month projects fail because they’re not baked into your team’s DNA. I help you build resilience you can actually sustain.”
You move fast. “As a founder, I’m used to constraints: budget, time, team bandwidth. That’s exactly how I scope fractional work.”
You’re founder-empathetic on pricing. “I don’t have a minimum project size. If you need 30 hours/month at $150/hr, let’s do that. No consulting firm overhead.”

In emails, use language like:

“I’ve been there” (signals empathy from experience)
“Let me be direct” (founder directness, no fluff)
“What trade-offs matter most to you?” (operator thinking)
“I’ll stay close” (commitment to implementation, not just recommendations)
“No multi-year transformations” (realistic scope; sets founder expectations)

3. Profile Templates

3.1 LinkedIn Headline + Summary

Headline (160 characters max):

Fractional CIO for SMBs & Nonprofits | Cybersecurity | Systems | Ex-SaaS Founder

Summary (2-3 paragraphs, in your voice):

I spent 13 years building a SaaS company from scratch. That taught me how to think like an operator: fast, pragmatic, founder-empathetic. Now I'm bringing that mindset to SMBs and nonprofits as a fractional CIO.

I help founders strengthen operational resilience through:
• Cybersecurity assessments and compliance readiness
• Data migrations and system integrations
• CRM setup and tech stack optimization
• Responsible AI implementation
• Interim executive support during key transitions

The thing I do differently: I don't recommend three-year digital transformation projects. I work with founders to find sustainable solutions that actually stick, at a pace and budget that makes sense for your stage. No corporate theater; just real answers.

Currently taking 1-2 fractional CIO engagements (10-20 hrs/week). Also building Solanasis, our fractional CIO/CSIO/COO firm for Boulder-area companies. Let's chat about what you're solving for.

Available for: fractional CIO roles, 30-day assessments, interim executive coverage, systems integration projects.

3.2 fractionaljobs.io Profile

Bio (150-200 words, max):

Fractional CIO for SMBs and nonprofits; founder of Solanasis (fractional operations firm). 

13-year SaaS founder background; architected systems for startups through mid-market scale. Now fractional, helping founders navigate operational resilience: cybersecurity assessments, data migrations, CRM setup, systems integration, responsible AI implementation.

What I bring: Founder empathy + technical depth + operator speed. I don't believe in multi-year consulting projects; I scope real solutions that your team can sustain. I've been in your shoes; I understand budget constraints, time pressure, and the frustration of legacy data.

Services:
• Cybersecurity readiness assessments (ORB methodology)
• DR verification and business continuity planning
• Data migration from legacy systems
• CRM setup and sales ops alignment
• Systems integration and tech stack audit
• Responsible AI strategy and governance
• Interim CIO coverage during transitions

Availability: 10-20 hours/week, flexible start date. 3-6 month typical engagement, project-based also available. Rate: $150/hr or $12K-15K/month retainer.

References available upon request. Let's talk about what you're solving for.

Expertise tags (select 5-6 of these):

Fractional CIO
Cybersecurity
Data Migration
Systems Integration
Operations
Startup Experience

Proof/Testimonials (if you have them): Get 1-2 quick testimonials before launching, even if informal. Example:

“Dmitri helped us migrate 50GB of legacy customer data without missing a beat. Methodical, founder-minded, absolutely professional.” — Ivan Smirnov, CEO, [Company]

3.3 Bolster Profile (Video Intro Script)

30-second video intro (shoot on your phone; casual, warm):

[Casual attire, good lighting, genuine smile]

"Hey, I'm Dmitri. I'm a fractional CIO for SMBs and nonprofits. 

I spent 13 years building a SaaS company, and now I help founders navigate the operational side of growth: cybersecurity, data migrations, CRM setup, systems integration.

I work 1-2 days a week on fractional engagements, and I love it because I get to solve founder-specific problems without the overhead.

If you're a founder thinking about bringing on a fractional CIO who's been where you are, let's chat."

[Warm close; brief smile]

Record on iPhone in natural light, standing or sitting casually. No background noise. Keep it conversational; this is a human intro, not a sales pitch.

3.4 Profile Keyword Strategy

Use these keywords across all platforms (fractionaljobs.io, Bolster, GigX, LinkedIn):

Fractional CIO
Interim CIO
Cybersecurity Assessment
Systems Integration
Data Migration
CRM Setup
Operations
Founder-Led
SaaS Experience
Business Continuity
DR Verification
Tech Stack Audit
SMB Operations
Nonprofit Operations

Why keywords matter: Platforms search by these terms. Companies filter by “Fractional CIO + Cybersecurity.” Use exact keywords in headlines, summaries, and expertise sections.

4. The Parallel Play: Fractional Work + Solanasis Pipeline

The trap: You take two fractional engagements and wake up six months later having done zero pipeline work for Solanasis. Fractional work is seductive; it’s immediate revenue, quick wins, clear deliverables. Solanasis pipeline is slower, longer, messier.

The solution: Intentional compartmentalization. Fractional work is a feature of Q1/Q2. It funds runway and builds credibility. But Solanasis is the main business.

4.1 Time-Blocking Framework

Weekly allocation (assume 50 hours/week available capacity):

Activity	Hours	Days	Notes
Fractional Client Work	15-20	Tue/Wed/Thu	Deep work blocks; limit context switches
Solanasis Pipeline	15-20	Mon/Fri + overflow	Prospecting, LinkedIn, warm outreach, proposal writing
Admin/Ops	5-10	Mon/Fri	Invoicing, email, scheduling, learning
Buffer/Overflow	5-10	As needed	Meetings, unexpected urgent items

Weekly rhythm:

Monday: Solanasis pipeline focus. Outreach to 3-5 warm leads. Respond to proposals. Engage LinkedIn.
Tuesday-Thursday: Fractional client work deep blocks. Minimize Solanasis distractions.
Friday: Solanasis week wrap-up. Proposal writing. Network follow-ups. Plan next week.
Weekend: Completely off (or light email catch-up, but no client work).

4.2 Calendar Setup (Critical)

Block your calendar visibly:

Fractional client time: Tuesday-Thursday, 9am-1pm (marked “Deep Work; No Meetings”)
Solanasis pipeline: Monday/Friday 2pm-6pm (marked “Solanasis Outreach; Focus Time”)
Admin/Ops: Monday/Friday 9am-12pm (marked “Admin”)

Rules:

No fractional client work on Monday or Friday (protects pipeline time)
No Solanasis meetings during Tue-Thu fractional blocks (except emergencies)
Turn off Slack/email notifications during deep work blocks
Friday 4pm: Weekly review; did pipeline get enough attention?

4.3 What to Prioritize When

When fractional engagement is ramping up (weeks 1-4):

Solanasis pipeline takes 60-70% of focus time (the urgency is finding revenue fast)
Fractional work takes 20-30% (onboarding, first month delivery)
Still spend Monday/Friday on warm outreach; don’t go silent

When you have 1-2 fractional clients locked in (weeks 5-8):

Fractional work takes 50-60% (delivery and results matter for case studies)
Solanasis pipeline takes 30-40% (less urgent pressure now, but ongoing)
Use fractional wins as pipeline fuel (case studies, LinkedIn content, testimonials)

When fractional engagement hits steady state (beyond week 8):

Reassess: If fractional is 15-20 hrs/week at $150 - 200/ h r, t ha t^{'} s$ 8K-12K/month.
Question: Is this worth time? Or does it distract from Solanasis pipeline at critical growth moment?
Option 1: Keep fractional; it’s proven revenue with low effort. Reduces Solanasis urgency.
Option 2: Sunset fractional by month 4; focus entirely on Solanasis direct business.
Pro tip: Don’t sunset fractional until Solanasis has $5K+/month in traction first.

4.4 How to Prevent Scope Creep

Fractional work is seductive because clients ask for “just a few more hours.” Prevent scope creep with:

Written engagement letter, upfront. Even if informal: “15 hours/week on Tue/Wed/Thu, focused on cybersecurity assessment and data migration plan. Not includes implementation support, user training, or emergency support outside these hours.”
Clear deliverables. Instead of “be available for operations,” say “deliver cybersecurity assessment report by March 31; 12 hours for discovery, 3 hours for writeup.”
No “quick questions” outside blockers. If client texts at 2pm on Tuesday, respond: “Great question; I’m deep in focus time. Let’s cover this in our Thursday sync or next week.”
Weekly sync (45 min max). Keeps alignment tight; prevents drift into unscoped work.
Hard stop at engagement end date. “Our engagement wraps March 31. Post-engagement, I’m available for follow-on projects at our standard rate.”

4.5 Solanasis Wins from Fractional Work

Every fractional engagement is a Solanasis flywheel, IF you capture it:

Case study: After engagement wraps, turn it into a 1-page case study (anonymized if needed): “Fractional CIO helped nonprofit migrate 50GB of data; secured 95% uptime during transition.”
Testimonial: Get a 2-3 sentence quote from client for LinkedIn/website.
LinkedIn content: Post a lesson learned or insight from fractional work; attribute to anonymized client. “Worked with a nonprofit this month on DR planning; here’s what I learned…”
Network: Meet their team, understand their business, get referrals (most underutilized).
Warm intro: Ask client if they know any other founders/nonprofit leaders looking for fractional CIO work. One fractional engagement often leads to 2-3 warm intros.

5. Week 1-4 Sprint Plan

Goal: Land first fractional engagement signed by end of week 4.

Week 1: Platform Seeding + Warm Outreach

Monday (Day 1):

9am-10am: Update LinkedIn headline + summary (see Section 3 templates)
10am-12pm: Apply to fractionaljobs.io (complete profile, upload headshot, set rate at $150/hr)
1pm-2pm: Write warm outreach email to Ivan Smirnov (see Section 9)
2pm-3pm: Write warm outreach email to Dan Garfinkel (see Section 9)
3pm-4pm: Post LinkedIn announcement: “Excited to take on 1-2 fractional CIO engagements alongside Solanasis growth”
4pm-5pm: Join RMAG community Slack; post fractional availability announcement

Tuesday (Day 2):

9am-10am: Send Ivan + Dan emails (warm outreach)
10am-12pm: Apply to Bolster (complete profile, set rate at $150/hr)
1pm-3pm: Begin working on Bolster video intro script
3pm-5pm: First Solanasis pipeline day; reach out to 3 warm contacts

Wednesday (Day 3):

9am-10am: Record Bolster video intro (30 seconds; iPhone)
10am-12pm: Upload video to Bolster + finalize profile
1pm-3pm: Fractional work deep block (if any early inquiries)
3pm-5pm: Respond to any fractionaljobs.io/Bolster inquiries (respond within 4 hours of receiving)

Thursday (Day 4):

Morning: Check fractionaljobs.io + Bolster for new inquiries; respond immediately if any
10am-12pm: Prepare call structure / qualifying questions (see Section 8 for red flags)
1pm-3pm: Fractional work deep block (if engaged)
3pm-5pm: Engage LinkedIn; comment on 2-3 founder posts

Friday (Day 5):

9am-10am: Weekly review; did Ivan/Dan respond? Any fractionaljobs.io inquiries?
10am-12pm: If no response from Ivan/Dan, send follow-up: “Hey, wanted to circle back…”
1pm-2pm: Apply to GigX (optional; lower priority)
2pm-4pm: Solanasis pipeline work; prepare proposals or reach out to warm leads
4pm-5pm: Plan next week

Key metrics for Week 1:

LinkedIn updated and announcement posted
fractionaljobs.io application submitted
Bolster application submitted
Warm emails sent to Ivan + Dan
At least 1-2 inquiries received (fractionaljobs.io/Bolster typical)

Pro Tip — Week 1 is setup; don’t expect engagement yet. fractionaljobs.io/Bolster take 5-7 business days to surface inquiries. Use this week to seed platforms and activate warm network.

Week 2: Inquiry Handling + Profile Optimization

Monday-Friday general rhythm:

Morning (9am-12pm): Check all platforms for inquiries; respond within 4 hours
Midday (1pm-3pm): Fractional work deep block (if engaged)
Afternoon (3pm-5pm): LinkedIn engagement + Solanasis pipeline

Monday (Day 6):

9am-10am: Compile all inquiries from fractionaljobs.io/Bolster/LinkedIn (expected: 1-3)
10am-11am: Respond to each with discovery call offer; suggest Tue-Thu time slot
11am-12pm: Create simple discovery call template (see below)
1pm-3pm: Fractional work (if engaged)
3pm-5pm: Work on Solanasis proposals

Discovery Call Template (20-min call):

[Intro, 2 min] "Hey [Name], thanks for reaching out. I'm excited to chat. Quick context: I'm a fractional CIO helping SMBs and nonprofits with cybersecurity, data migrations, systems integration. I recently transitioned from being a full-time SaaS founder to fractional work specifically to stay hands-on with operations. Curious what brought you to reach out?"

[Understand their challenge, 8 min] "Tell me about what you're solving for. What's the burning problem? What have you tried so far?"

[Your fit, 5 min] "Here's what I typically do: I spend the first 2-4 weeks understanding your current state (tech stack, security posture, pain points). Then I scope 1-3 specific projects that move the needle. I'm not here to recommend a three-year transformation; I want to help you solve real problems sustainably."

[Logistics, 5 min] "My typical engagement is 15-20 hours/week on retainer, $12K-15K/month, or project-based at $150/hr. I'm flexible on scope, but I work best with a clear 30-60 day focus."

[Close] "Does this sound like something worth exploring? If so, let's set up a 60-min working session where I can do a quick assessment and we can talk next steps."

Tuesday (Day 7):

9am-11am: First discovery calls (if any lined up)
11am-12pm: Take notes; assess fit (see Section 8 red flags)
1pm-3pm: Fractional work
3pm-5pm: Solanasis pipeline

Wednesday (Day 8):

Follow same rhythm; respond to new inquiries immediately
Schedule any follow-up working sessions / assessments
Fractional work deep block

Thursday (Day 9):

Same rhythm
If you have a good fit from week 2, prepare simple proposal

Friday (Day 10):

Review week; how many qualified leads?
Expected: 2-4 inquiries, 1-2 discovery calls, 0-1 moving to proposal stage
Do any profiles need optimization? Update fractionaljobs.io/Bolster if low inquiry volume
Plan week 3

Key metrics for Week 2:

2-4 inquiries received
1-2 discovery calls scheduled
0-1 moving toward proposal

Week 3: First Proposal / Engagement Negotiation

Goal: Get one engagement into proposal/negotiation stage.

Monday (Day 11):

9am-11am: Follow-up with best lead from week 2; if fit is good, move to proposal
11am-12pm: Draft simple 1-page proposal (see template below)
1pm-3pm: Fractional work
3pm-5pm: Solanasis pipeline + continue LinkedIn engagement

Week 3 Simple Proposal Template:

[Your letterhead / email]

Engagement Proposal
[Client Name]

Project: Cybersecurity Assessment + Data Migration Planning
Proposed Timeline: April 1 - May 15 (6 weeks)
Engagement Model: 15 hours/week, Tue-Thu preferred

Scope:
1. Cybersecurity readiness assessment (using Operational Resilience Building framework)
   - Review current security posture, compliance gaps, risk areas
   - Deliverable: 1 assessment report with prioritized recommendations
   - Time: 8 hours (weeks 1-2)

2. Data migration planning
   - Audit current legacy systems and data architecture
   - Design migration approach; identify risks and mitigation
   - Deliverable: 1 migration plan with timeline and team requirements
   - Time: 7 hours (weeks 2-4)

3. CRM setup + systems integration recommendations (if applicable)
   - [Customize based on discovery call]
   - Deliverable: [Specific deliverable]
   - Time: [Hours]

Engagement Model:
- 15 hours/week, Tue-Thu, 9am-1pm preferred time blocks
- Weekly sync: Friday 2pm (45 min)
- Rate: $150/hr = $2,250/week or $9,000/month for 6-week engagement
- Invoice: $4,500 upfront (50% deposit); $4,500 on completion (May 15)

Post-Engagement:
- Follow-on work available at same rate, project-based, no minimum commitment
- Testimonial + case study optional (we'll anonymize if needed)

Next Steps:
- If this resonates, let's do a 60-min working session to validate scope (no charge)
- Then we finalize engagement letter + kick off

Looking forward to working together.
[Your name]

Tuesday (Day 12) - Friday (Day 14):

Follow up on proposal if sent (expect 3-5 day response time)
Continue discovery calls with other leads from week 2
Prepare 1-2 additional proposals if you have multiple good fits
Keep fractional + Solanasis pipeline rhythm

Key metrics for Week 3:

1-2 proposals sent
0-1 engagements moving toward signed contract

Week 4: First Engagement Signature + Onboarding

Goal: Get first engagement signed; begin delivery.

Monday (Day 15) - Friday (Day 21):

If proposal was accepted by mid-week:

Monday: Send engagement letter for signature (see template below)
Tuesday-Thursday: First week of fractional work; deep delivery blocks
Friday: Kick-off sync with client; clarify scope, deliverables, weekly rhythm

Simple Engagement Letter Template (email or formal doc):

Engagement Letter

Client: [Client Name]
Engagement Start Date: [Date]
Engagement End Date: [Date]
Rate: $150/hour or $[X]/month retainer

Scope:
[List specific deliverables from proposal]

Availability:
[Hours/week, days/times, communication preferences]

Invoicing:
[50% upfront, 50% on completion] or [Monthly in arrears]

Post-Engagement:
Follow-on engagements available; no automatic renewal; we'll discuss options at end date.

Termination:
Either party can terminate with 1 week written notice.

By signing below, both parties agree to the terms above.

Client: _________________  Date: ______
Dmitri: _________________  Date: ______

If multiple proposals are pending:

Don’t panic if week 4 doesn’t close an engagement yet
Follow-up on outstanding proposals early in week 4
Expect engagement 2-3 to close in weeks 5-6 once you have delivery momentum on first engagement

Key metrics for Week 4:

1 engagement signed
1-2 additional engagements in negotiation
First payment received (50% deposit)

6. The Credibility Flywheel

Every fractional engagement should feed back into Solanasis pipeline. This is the long game. Short-term, fractional work is bridge revenue. Long-term, it’s your distribution channel.

6.1 Case Study Creation Process

Immediately after client engagement delivers value (week 3-4 of engagement):

Step 1: Capture the story (15 min)

What was the client’s starting state? (e.g., “nonprofit with no cybersecurity baseline, worried about donor data compliance”)
What did we fix? (e.g., “conducted full security assessment; identified 12 priority vulnerabilities; built 90-day remediation plan”)
What’s the result? (e.g., “now ready for compliance audit; confident in security posture”)
What was the time/cost? (e.g., “6 weeks, 15 hrs/week, $9,000 total engagement”)

Step 2: Draft 1-page case study (30 min)

Template:

[CASE STUDY] [Client Industry]: [Problem] → [Result]

Client Profile:
[Industry], [Size], [Location], [Challenge]

The Challenge:
[Narrative of the problem; why it mattered]

Our Approach:
1. [Phase 1 - what we did]
2. [Phase 2 - what we did]
3. [Phase 3 - what we did]

Results:
- [Specific metric 1]
- [Specific metric 2]
- [Client quote, 1-2 sentences]

Engagement Model:
15 hours/week fractional CIO, 6-week engagement

Key Takeaway:
[One insight that other SMBs/nonprofits can learn]

Step 3: Get testimonial (email, 2 min)

Email client: “Hey [Name], loved working with you. Would you be open to a 2-3 sentence testimonial I could use on our website/LinkedIn? Super brief, just your honest take on the engagement.”
Expected response rate: 70%+ if engagement went well
Use testimonial on LinkedIn, website, platform profiles

Step 4: Post on LinkedIn (15 min)

Share case study with narrative: “Worked with [Industry] client on [challenge]. Here’s how we approached it: [narrative]. The result: [result]. Key takeaway: [insight].”
Tag client if appropriate (if they’re comfortable being named)
Link to full case study
Expected reach: 200-500 views, 10-20 engagement (reactions, comments)

Step 5: Repurpose as content (30 min)

Turn case study into LinkedIn post (different angle): “3 mistakes we see nonprofits make with cybersecurity assessments — and how [client] avoided them”
Turn into email template for Solanasis prospects: “We help organizations like [client] strengthen operational resilience”
Add to website case studies section

6.2 Testimonial Capture

Best practices for testimonials:

Ask at the right moment. Midway through engagement (week 2-3) or right after a key win; not at end when engagement fatigue sets in.
Make it easy. “Would you share 2-3 sentences on what this engagement meant for your team?” is better than “Please provide a detailed testimonial.”
Offer specific prompts if needed:
- “What was the biggest challenge before we started?”
- “What changed most?”
- “Would you recommend us to other founders/nonprofits? Why?”
Use their words, don’t edit heavily. Authenticity > polish.
Ask permission to use. “Can I use this on our website and LinkedIn? I can anonymize if you prefer.”
Attribution. Get name, title, company, LinkedIn profile.

Target testimonials to capture: At least 1 per engagement. By engagement 3, you have 3 testimonials; that’s gold for pipeline.

6.3 Network Expansion Inside Engagements

Every fractional engagement is a network opportunity; most first-timers miss this.

During engagement:

Meet the full team, not just your primary contact
Understand their business challenges (even outside your scope)
Ask thoughtful questions; show genuine interest
Build relationships, not just transactional value

At engagement midpoint:

Ask your primary contact: “Who else in your network is wrestling with operational challenges similar to what we’re solving here?”
Most contacts will give you 1-3 names
Request warm intro: “I’d love to connect with [Name] about what she’s working on”

Post-engagement:

Invite client to coffee/call in 30-60 days: “Hey, thinking about you; curious how the security work is landing. Also happy to grab coffee if you want to brainstorm anything.”
Ask for referrals explicitly: “If you know any other founders/nonprofit leaders navigating this stuff, I’d love an intro”
Stay in touch; monthly check-in email with industry insight or relevant article

Expected outcome: One fractional engagement typically yields 1-3 warm introductions to similar clients. That’s your Solanasis pipeline feeder.

7. Pricing Strategy

7.1 What to Charge as a First-Timer with Founder Experience

Your market position:

You are NOT:

Entry-level fractional consultant ($75-100/hr)
Pure management consultant ($250-400/hr)
Big consulting firm ($300-500/hr)

You ARE:

Founder-operator fractional CIO with deep technical + ops experience
Targeting SMBs and nonprofits (not F500)
Bringing founder empathy and sustainability focus

Recommended initial pricing:

Engagement Type	Rate	Notes
Hourly (discovery/audit)	$150/hr	Entry point for first engagement; establishes credibility
Retainer (1-2 days/week)	$12K-15K/month	Preferred model; easier to scope; more predictable
Project-based	$5K-25K depending on scope	E.g., “data migration planning,” “cybersecurity assessment,” “CRM setup”
Retainer (after case study)	$15K-20K/month	Once you have proof of impact, raise rates

Why $150/hr for first engagement:

It’s below market for your experience level ($200-300/hr is standard for fractional CIO)
But it’s not discount pricing (freelancers do $75-100/hr)
It signals “I’m serious, professional, and confident in my value”
It’s high enough to attract serious clients (tire-kickers negotiate away)
It gives you room to raise rates once you have case studies

7.2 Negotiation Tactics

If client pushes back on price:

Tactic 1: Hold firm on first engagement. Client: “Can you do $120/ h r ? " Y o u : " I a pp rec ia t e t h e a s k . M yr a t e i s$ 150/hr based on my experience and focus on outcomes, not just hours. If that’s outside budget, let’s talk about scope or timeline instead.”

This works 70% of the time. Clients respect founders who know their value.

Tactic 2: Scope instead of discount. Client: “We can do $125/ h r ma x ." Y o u : " L e t^{'} s t a l kab o u tw ha t^{'} s m os t im p or t an t . I f I f oc u s 12 h rs / w ee kin s t e a d o f 15, t ha t^{'} s$ 9K/month instead of $11,250. Does that work?”

This reframes negotiation away from hourly rate.

Tactic 3: Add value instead of lowering price. Client: “Your rate is higher than other fractional CIOs we’ve talked to.” You: “What are they promising? I’ve found that founders gravitate to me because I’ve been in your shoes; I’m not here to recommend a three-year project; I scope real wins. Happy to chat about what they’re offering; I think you’ll find the value diff is significant.”

Confidence + founder positioning usually wins.

Tactic 4: Introductory offer (carefully). After first engagement goes well: “First engagement was successful. For referrals you send me, I’ll do first month at $125/hr if they sign a 3-month minimum. But that’s it; after that, standard rate.”

This incentivizes client to refer you without devaluing your normal work.

When to actually discount:

Referral from a trusted network member (Ivan, Dan) who has influence: Consider $125/ h r f i rs t m o n t h, t h e n r ai se t o$ 150/hr
Nonprofit in genuine financial constraint: $125/hr retainer okay if their mission aligns with Solanasis values (but check; nonprofits are often price-sensitive but well-funded)
Opportunity for a 6-month retainer that funds your runway: $120/hr okay for 6 months guaranteed
Never discount for “exposure” or “case study potential” (it’s a trap; case studies work regardless of what you charge)

7.3 Hourly vs Retainer vs Project-Based

Hourly ($150/hr):

Pros: Clear, simple, easy to bill, good for discovery/audit work
Cons: Creates incentive misalignment (you benefit from long work); clients feel nickel-and-dimed
Use for: First engagement, discovery calls, small follow-up projects
Expected: 15-20 hrs/month

Retainer ($10K-15K/month):

Pros: Predictable revenue, aligns incentives (you want them to win quickly), easier to build relationship, preferred by clients
Cons: Less revenue per hour if you’re highly efficient; creates expectation of ongoing availability
Use for: Primary engagement, preferred model
Expected: Two retainer clients = $20 K - 30 K / m o n t h g rossre v e n u e (n e t$ 16K-24K after platform fees, taxes)

Project-based ($5K-25K):

Pros: Clear scope, clear completion, good for defined deliverables (assessments, migrations)
Cons: Requires tight scoping upfront; hard to estimate accurately as first-timer
Use for: “30-day cybersecurity assessment,” “data migration project,” “CRM setup”
Expected: 1-2 projects/quarter

Recommendation for first 4 weeks: Start with retainer. Much easier to sell, better revenue, cleaner engagement.

8. Red Flags & Pitfalls

8.1 Common Mistakes First-Time Fractional Consultants Make

Mistake 1: Underpricing and never raising

You start at $100/hr to “get experience”
Six months later, you have three clients all at $100/hr
You’re stuck; can’t raise without losing clients; feels wrong to raise on existing clients
Prevention: Start at $150/hr. It’s not cheap, but it’s not premium either. Anchor high; it’s easier to negotiate down than up.

Mistake 2: Saying yes to everything

Client asks: “Can you also handle our bookkeeping? We pay extra.”
You: “Sure, I’ll figure it out.”
Now you’re doing accounting, CRM, cybersecurity, and IT ops
You’re terrible at most of it; client is confused about your value
Prevention: “I focus specifically on [your core offering]. For bookkeeping, I recommend you hire an accountant; I can help integrate them into your systems.”

Mistake 3: No engagement letter or clear scope

Client assumes you’re available 24/7 for questions
You answer Slack at midnight; they expect that forever
No written clarity on deliverables, timeline, costs
Engagement drifts; scope grows; you resent them; relationship dies
Prevention: Every engagement needs a 1-page engagement letter signed by both parties (see Section 5 template). Clarity = sanity.

Mistake 4: Letting fractional work crowd out your main business

Fractional client has a crisis; pulls you into emergency mode
You drop Solanasis pipeline work; urgency takes over
Six weeks later, you have $10K in fractional revenue but zero Solanasis progress
Prevention: Hard calendar blocks. Fractional work is Tue-Thu 10am-2pm. Outside that? It’s Solanasis time. Enforce it.

Mistake 5: No case study capture

Engagement ends; client is happy
You move to next client without documenting what you did, what changed, what you learned
Six months later, you have revenue but zero proof of impact
Prevention: Case study capture is mandatory, week 3 of every engagement. 30 min of work; massive ROI for pipeline.

Mistake 6: Not asking for referrals

Engagement wraps; you’re thrilled with results
You never ask client if they know others who need fractional CIO work
Client thinks you’re done; doesn’t refer you
Prevention: “Hey, loved working with you. If you know any other founders/nonprofit leaders wrestling with [your focus area], I’d love an intro. No pressure; just if it comes up.”

8.2 Scope Creep Prevention

Red flag phrases from clients:

“As long as you’re here, could you…”
“While you’re at it…”
“One more quick thing…”
“This shouldn’t take long…”

Your response:

“Happy to help. Let me add that to our tracking list. If it’s under 30 mins, I’ll roll it in. If it’s more, we can scope it as a follow-on project at our standard rate.”
This signals: You hear them, you’ll help if it’s small, but you’re tracking work and not doing unlimited unscoped work.

Weekly sync structure (45 min max):

Last week wins/blockers (10 min)
This week priorities (15 min)
Out-of-scope requests / new asks (10 min)
Next steps / sign off (10 min)

This discipline prevents drift.

8.3 When to Say No

Say no to:

Engagements that require you to learn new tech you don’t know (unless you have runway to learn; usually no)
Clients who demand 24/7 availability (they’re scope-creep disaster waiting to happen)
Engagements that require working outside your Tue-Thu blocks (protects Solanasis time)
Scope that’s outside your core offering (bookkeeping, HR, fundraising if that’s not you)
Clients who negotiate hard on price but don’t respect your time (usually bad relationships)
Engagements under 3 weeks (not enough time to add real value; creates weird perception)

How to say no professionally:

“I appreciate the opportunity. This one’s not the right fit for me because [specific reason]. But I have [alternative recommendation]. Happy to send an intro if that’s helpful.”

Example: “This one’s not the right fit for me because it requires 24/7 availability and I scope my work differently. But I have a great operations manager I can refer who takes that type of engagement. Want an intro?”

This keeps the relationship warm; they refer you other clients.

8.4 Contract Essentials

Every engagement needs a document (email, Google Doc, or formal contract) that covers:

Scope of work. What you’re delivering; what you’re not delivering.
Timeline. Start date, end date, typical hours/week.
Rate and payment terms. $/ h ror$ /month, when you invoice, when they pay (e.g., net 15, or 50% upfront/50% on completion).
Hours and availability. “Tuesday-Thursday, 10am-2pm” or “flexible, 20 hrs/week”
Out-of-scope clarification. What’s NOT included (e.g., “Does not include 24/7 support, user training, or post-engagement implementation support”)
Termination clause. Either party can end with [1 week? 2 week?] written notice. Minimum commitment of 30 days.
Post-engagement. Option for follow-on work available; no automatic renewal.
Confidentiality. You won’t share client data; client can decide on case study/testimonial usage.

Use the template from Section 5 for first three engagements. After that, refine based on what you learned.

8.5 The “Golden Handcuffs” Trap

What it looks like:

You land a great client at $12K/month retainer
They love the work; you love the revenue; relationship is smooth
But they also own your time; you can’t take on Solanasis work without disrupting their engagement
12 months later, you’re fully booked with fractional clients; Solanasis stalled out
The fractional work is your only revenue; you’re now a fractional CIO consultant, not a Solanasis founder

How to avoid it:

Cap fractional work at 3 clients max. More than that, and you’re spreading thin and can’t focus on Solanasis.
Build exit clause into retainer. “We review this engagement monthly. If Solanasis accelerates and I need to step back, we’ll discuss transition with 30 days notice.”
Plan end date from the start. “This retainer is a 3-month trial. At month 3, we’ll assess: stay on, graduate to project-based, or wrap. No expectation of indefinite engagement.”
Use fractional work as bridge, not destination. The goal is to fund Solanasis runway, not replace it.
Decision trigger at 6 months: “If Solanasis has $5 K + / m o n t h t r a c t i o n, I^{'} m w in d in g d o w n f r a c t i o na lw or k t o f oc u so nmainb u s in ess . I f S o l ana s i s i ss t i ll$ 0, fractional continues to fund runway.”

9. Network Activation Scripts

9.1 Warm Outreach to Ivan Smirnov

Email (send this week):

Subject: I'm taking fractional CIO engagements — can I help your network?

Hey Ivan,

Quick update on Solanasis. I'm still heads-down building the company, but I realized I have 15-20 hrs/week available for fractional CIO work. Given my background building SaaS ops, I can help companies navigate cybersecurity, data migration, CRM setup, systems integration — the operational resilience stuff that matters as companies scale.

You mentioned wanting to help with client intros. I wonder if any of your founders or nonprofit leaders are wrestling with:
- Security readiness without hiring a full-time security team
- Data migrations from legacy systems
- CRM setup and sales ops alignment
- General "we need a fractional CIO to untangle our tech stack" situations

I'm working at $150/hr or $12-15K/month retainer, depending on scope. Happy to do 30-min discovery calls to see if it's a fit; no pressure.

Would you be open to introductions if the right person comes up?

Thanks, Ivan. Still grateful for your offer to help Solanasis directly too.

Heya,
Dmitri

If Ivan responds positively:

“Awesome. I’m in fractionaljobs.io and Bolster, so they can find me there, or just send intros my way directly.”
Ask: “Anyone come to mind right now?”
If yes: “Great; let me know when you can make an intro. Happy to jump on a call.”

9.2 Warm Outreach to Dan Garfinkel

Email (send this week):

Subject: Quick ask — can I tap your referral network for fractional CIO work?

Hey Dan,

You mentioned you had referral connections in the fractional space. I wanted to circle back on that.

I'm 13 days into building Solanasis, but I've got 15-20 hrs/week open for fractional CIO engagements. I'm specifically helping SMBs and nonprofits with:
- Cybersecurity assessments and compliance readiness
- Data migrations without losing your mind
- CRM setup and tech stack optimization
- Just general "help us untangle our operations" situations

Rate: $150/hr or $12-15K/month if you want to scope it as retainer.

Are there clients or founders in your network who are looking for that kind of help? I'm on fractionaljobs.io and Bolster if that's helpful, but warm intros from you would be massive.

Thanks for thinking of me.

Heya,
Dmitri

Follow-up (if no response after 5 days):

Hey Dan, just circling back on my last email. No pressure if the timing's off, but if any referral opportunities come up, I'm your guy for fractional CIO work. Thanks!

9.3 Warm Outreach to Jaime Haak

Email (send week 2):

Subject: Following up on fractionaljobs.io recommendation

Hey Jaime,

Thanks for recommending fractionaljobs.io. I've applied and am waiting to hear back. 

Since you know the fractional space, curious about your take: any other platforms or networks worth my time as a fractional CIO looking to work with SMBs and nonprofits? I'm also reaching out directly to my network (Ivan, Dan, others), so if you know anyone I should be talking to, always happy to hear it.

Also: if your network ever needs a fractional CIO, I'm available 15-20 hrs/week at $150/hr.

Thanks for being generous with advice early on.

Heya,
Dmitri

9.4 Warm Outreach to Ian Crafford / Evan Shortreed / Juan

Email (send week 2):

Subject: Fractional CIO work — can I help?

Hey [Name],

Quick update: I'm taking on 1-2 fractional CIO engagements alongside building Solanasis. Given my background, I'm helping companies with cybersecurity, data migrations, systems integration, and general ops resilience.

15-20 hrs/week available; $150/hr or $12-15K/month retainer.

If any of your founder friends or nonprofit connections are wrestling with operational stuff, I'd love an intro. No pressure; just putting it out there.

Thanks,

Dmitri

9.5 LinkedIn Announcement Post

Post (this week; keep to 2-3 paragraphs):

Excited to announce I'm taking 1-2 fractional CIO engagements alongside building Solanasis.

After 13 years building SaaS operations, I've learned that most SMBs and nonprofits are one cybersecurity incident or bad data migration away from serious trouble. But they don't need a full-time CIO; they need an operator who speaks founder.

Availability: 15-20 hours/week. Focus areas: cybersecurity assessments, data migrations, CRM setup, systems integration, responsible AI strategy.

If this sounds relevant to your organization or someone in your network, let's chat.

#fractionalCIO #founders #operations

Expected reach: 300-800 views, 20-50 engagement. Response rate: 2-5% (very few people see this and think “that’s me,” but those who do are high-intent).

9.6 RMAG Community Announcement

If you’re in RMAG Slack or Discord, post in general channel:

Hey RMAG folks — quick update. I'm taking 1-2 fractional CIO engagements to fund Solanasis runway while I build the company. If anyone in the community is looking for help with cybersecurity, data migrations, systems integration, or just general "we need to clean up our tech stack" work, I'm available 15-20 hrs/week at $150/hr or $12-15K/month retainer.

No pressure; just wanted to put it out there. Happy to chat about specifics or just help think through whether it's a fit.

Expected: A few DMs; 1-2 exploratory conversations.

10. Success Metrics

10.1 Weekly Tracking Metrics

Track these every Friday:

Metric	Target	Notes
Warm outreach sent	2-3/week	Ivan, Dan, Ivan, Jaime, Ian, Evan, Juan spread across 4 weeks
Platform inquiries received	2-4/week (avg)	Expected to be zero week 1, ramp weeks 2-4
Discovery calls scheduled	1-2/week	Expected weeks 2-4
Discovery calls completed	1-2/week	Expected weeks 2-4
Proposals sent	0-1/week	Expected week 3 onward
Solanasis pipeline activities	3-5/week	Prospecting calls, warm outreach, proposal writing
LinkedIn posts/engagement	2-3/week	Posts or thoughtful comments on founder content

Friday ritual:

Review metrics; do they support your goal? (First engagement signed by week 4)
If inquiry volume is low (zero after week 2), iterate: update profiles, add keywords, reach out to platforms

10.2 Leading vs Lagging Indicators

Leading indicators (predict future success):

Warm outreach sent to network (you control this)
Quality of platform profiles (you control this)
LinkedIn engagement and posts (you control this)

Lagging indicators (result of leading indicators):

Number of inquiries received
Number of discovery calls
Proposals sent
Engagement signed

Insight: If leading indicators are strong but lagging indicators are weak, something’s wrong with profiles or positioning. Iterate.

10.3 Decision Triggers (Pivot or Double Down)

After 4 weeks, assess:

Scenario	Decision
1+ engagement signed, pipeline active	DOUBLE DOWN. Keep fractional + Solanasis rhythm. Scale to 2-3 clients
2-3 proposals pending, good signals	DOUBLE DOWN. Give it another 2 weeks; expect signature
Zero inquiries despite strong profiles	PIVOT. Update profile copy, add testimonials, reach out to platforms directly
Multiple low-fit inquiries	REFINE. Clarify positioning; update keywords

At 8 weeks:

If you have 1+ engagement generating $8K+/month: Fractional work is working. Consider taking 1-2 more clients, cap at 3 total.
If you have $0 revenue: Something’s not working. Either pivot positioning, focus harder on warm network, or try new platforms (Toptal, Catalant).

10.4 30/60/90 Day Milestones

Day 30 (End of Week 4):

1 fractional engagement signed
$4,500-9,000 in revenue (50% deposit collected)
1-2 proposals pending
0-1 warm referrals from network
Solanasis pipeline still active (no more than 2 meetings missed due to fractional work)

Day 60 (End of Week 8):

1-2 active fractional engagements
$8K-18K gross monthly revenue (retainer-based)
1-2 case studies drafted
2-3 testimonials captured
1-2 warm referral intros from fractional clients
Solanasis pipeline has 3+ active prospects

Day 90 (End of Week 12):

2-3 active fractional engagements
$15K-30K gross monthly revenue (sustainable bridge)
2-3 published case studies
3-5 testimonials on LinkedIn/platforms
3-5 warm referrals converted to new prospective fractional clients
Solanasis pipeline has $5K+/month in opportunities in pipeline
Decision: Continue fractional 1-2 more clients, or sunset by month 4 to focus on Solanasis?

11. Pro Tips & Smartcuts

11.1 The Founder Differentiation Play

Most fractional CIOs position as “ex-consultant.” You position as “founder-operator.”

Why this is a Smartcut: Founders trust founders. You’ve been in their shoes. Most fractional platforms are packed with consulting firm alumni. You’re not. That’s your edge.

In every conversation, emphasize:

“I’ve built a company; I understand your constraints”
“I’m not here to recommend a three-year project”
“I think like an operator, not a consultant”
“I understand the difference between technical perfection and business reality”

This positions you NOT as a cheaper consultant, but as a DIFFERENT kind of consultant. That justifies $150/hr and attracts founders.

11.2 The Case Study Multiplier

One fractional engagement should yield:

1 published case study (LinkedIn + website)
1-2 testimonials (LinkedIn + platforms)
2-3 referral intros to warm network
1 piece of LinkedIn content (lesson learned)
3-5x ROI on visibility vs time investment

If you do 2-3 fractional engagements and capture case studies from each, you have proof of work that will make Solanasis pipeline dramatically easier.

This is the long game: fractional work now = pipeline fuel later.

11.3 The Warm Network Leverage

Ivan + Dan + Jaime + RMAG community are your Smartcut to first engagement.

Cold platforms take 2-4 weeks to surface inquiries
Warm network can deliver qualified leads in days
Warm leads have 10x better close rate than cold inquiries

Spend 1 hour this week activating warm network. It’s the highest ROI activity you can do.

11.4 The Retainer Default

Always propose retainer, not hourly.

Why: Retainer aligns incentives (you want them to win fast), creates predictable revenue, makes it easier to build relationship, signals confidence.

Formula: Your hourly rate × hours per week × 4.3 weeks = monthly retainer

$150/ h r \times 15 h rs / w ee k \times 4.3 =$ 9,675/month (round to $10K)

Most clients prefer retainer; they’re more predictable than variable hourly work.

11.5 The Quick Win Play

In your first engagement, deliver one fast win by week 2.

This could be:

“Identified top 5 security vulnerabilities; here’s the 90-day fix plan”
“Mapped your tech stack; found $5K/month in unused SaaS licenses you can cut”
“Designed CRM implementation plan; ready to execute”

Why: Quick win builds trust. Client feels momentum. Client becomes more likely to extend engagement or refer you.

11.6 The Testimonial Play

After first engagement, get testimonial immediately.

Don’t wait. Ask client while engagement is hot.

“Hey, I loved working with you. Would you be willing to share a quick 2-3 sentence testimonial? Helps me show other founders/nonprofits what we can do together.”

Expected response rate if engagement went well: 80%+

Why: Testimonials in fractionaljobs.io/Bolster profiles = inquiry rate multiplier. One testimonial can double inquiry volume.

11.7 The Positioning Clarity Play

Be so specific in your profile that there’s zero confusion about what you do.

Instead of: “Fractional executive available for consulting”

Write: “Fractional CIO for nonprofits and SMBs 15-200 employees. I help you strengthen cybersecurity posture, migrate legacy data, and set up modern CRM systems. Founded SaaS company for 13 years; now fractional. No corporate fluff; just real answers.”

Specificity attracts right-fit clients and repels tire-kickers.

11.8 The Platform Timing Play

Apply to platforms in this order:

Week 1: fractionaljobs.io (primary), Bolster (primary), warm outreach
Week 2: LinkedIn announcement
Week 3: GigX (if you want passive channel)
Week 6-8: Toptal (after you have traction to reference)
Never: Catalant, BTG, Umbrex (not worth focus now)

Why: Stagger applications so you’re not drowning in inquiries simultaneously. Phase in volume gradually as you get better at discovery calls.

12. Final Checklist: Week 1 Actions (Do This)

This week, complete these 8 actions. Nothing more. Don’t overthink.

Monday: Update LinkedIn headline + summary; post announcement
Monday: Apply to fractionaljobs.io (2 hours)
Tuesday: Send warm email to Ivan + Dan
Tuesday: Apply to Bolster (1.5 hours)
Wednesday: Record Bolster video intro (30 seconds on phone)
Thursday: Join RMAG community; post fractional availability
Friday: Review week; any inquiries yet? (Probably not; that’s normal)
Friday: Plan week 2

Expected outcome after week 1:

2 platform applications submitted (fractionaljobs.io, Bolster)
2 warm emails sent (Ivan, Dan)
LinkedIn update live
Calendar reminder: Check for inquiries daily next week

You’re done for week 1. Go build Solanasis the rest of the time.

The One Thing to Remember

You are not a fractional consultant; you are a founder building Solanasis who is being strategic about bridge revenue.

Fractional work is not distraction. It’s:

Proof of value (every engagement is a case study)
Credibility acceleration (testimonials + case studies)
Network expansion (every client is a potential warm intro)
Founder revenue (funds runway, takes pressure off)

Do this right for 8 weeks: you’ll have $10K-15K/month in revenue, 2-3 case studies, and a pipeline of warm referrals for Solanasis.

That’s the play. Execute on it.

Document Status: Approved and ready for execution
Last Updated: March 19, 2026
Next Review: April 30, 2026 (90-day milestone assessment)

Solanasis Docs

Explorer

Solanasis_Fractional_Bridge_Revenue_Playbook

Solanasis — Fractional Bridge Revenue Playbook

Executive Summary

1. Platform-by-Platform Breakdown

1.1 fractionaljobs.io (PRIMARY — Tier 1)

1.2 Bolster (SECONDARY — Tier 1)

1.3 GigX (TERTIARY — Tier 2)

1.4 Catalant (SECONDARY — Tier 2, Lower Priority)

1.5 BTG (Business Talent Group) (SECONDARY — Tier 2, Lower Priority)

1.6 Toptal (SECONDARY — Tier 2, Medium Priority)

1.7 LinkedIn + Direct Warm Outreach (PRIMARY — Tier 1)

1.8 Umbrex (SKIP — Do Not Apply)

2. My Positioning Strategy

2.1 Your Unique Angle

2.2 Recommended Titles and Taglines

2.3 The “Founder-Operator” Angle as Differentiation

3. Profile Templates

3.1 LinkedIn Headline + Summary

3.2 fractionaljobs.io Profile

3.3 Bolster Profile (Video Intro Script)

3.4 Profile Keyword Strategy

4. The Parallel Play: Fractional Work + Solanasis Pipeline

4.1 Time-Blocking Framework

4.2 Calendar Setup (Critical)

4.3 What to Prioritize When

4.4 How to Prevent Scope Creep

4.5 Solanasis Wins from Fractional Work

5. Week 1-4 Sprint Plan

Week 1: Platform Seeding + Warm Outreach

Week 2: Inquiry Handling + Profile Optimization

Week 3: First Proposal / Engagement Negotiation

Week 4: First Engagement Signature + Onboarding

6. The Credibility Flywheel

6.1 Case Study Creation Process

6.2 Testimonial Capture

6.3 Network Expansion Inside Engagements

7. Pricing Strategy

7.1 What to Charge as a First-Timer with Founder Experience

7.2 Negotiation Tactics

7.3 Hourly vs Retainer vs Project-Based

8. Red Flags & Pitfalls

8.1 Common Mistakes First-Time Fractional Consultants Make

8.2 Scope Creep Prevention

8.3 When to Say No

8.4 Contract Essentials

8.5 The “Golden Handcuffs” Trap

9. Network Activation Scripts

9.1 Warm Outreach to Ivan Smirnov

9.2 Warm Outreach to Dan Garfinkel

9.3 Warm Outreach to Jaime Haak

9.4 Warm Outreach to Ian Crafford / Evan Shortreed / Juan

9.5 LinkedIn Announcement Post

9.6 RMAG Community Announcement

10. Success Metrics

10.1 Weekly Tracking Metrics

10.2 Leading vs Lagging Indicators

10.3 Decision Triggers (Pivot or Double Down)

10.4 30/60/90 Day Milestones

11. Pro Tips & Smartcuts

11.1 The Founder Differentiation Play

11.2 The Case Study Multiplier

11.3 The Warm Network Leverage

11.4 The Retainer Default

11.5 The Quick Win Play

11.6 The Testimonial Play

11.7 The Positioning Clarity Play

11.8 The Platform Timing Play

12. Final Checklist: Week 1 Actions (Do This)

The One Thing to Remember

Graph View

Table of Contents