Author:
Blendi Muriqi
“We found product-market fit super quickly, revenue, profit, all that. But now it’s about scaling our time.”
That sentence from Gerta Malaj, founder of YourNegotiations.com, perfectly captures the moment many niche founders hit and few are prepared for.
In this episode of Sip & Scale, Gerta and I talked about what happens after you prove demand. Not the hype stage. Not the launch. But the stage where the business works, and now you’re the constraint.
Gerta’s business focuses on negotiation skills, a niche that cuts across careers, founders, job seekers, and leaders.
Negotiation isn’t just about business deals. It shows up in salaries, partnerships, client conversations, and everyday decision-making. That’s why niche positioning works—it speaks directly to real pain points.
But niche clarity alone doesn’t guarantee scale.
Finding product-market fit quickly is a gift and a trap.
Revenue proves demand. Profit proves viability. But time becomes the next bottleneck. One-on-one consulting works early, but it doesn’t scale infinitely.
This is where many founders stall. They build something people want, but structure it in a way that ties growth directly to their own hours.
We spent time unpacking Gerta’s go-to-market strategy, which evolved as the business matured.
Early traction often comes from hands-on delivery. Scaling requires systems, marketing leverage, and repeatable distribution. What works at $10K/month rarely works at $100K/month.
Founders who scale successfully are willing to abandon tactics that once worked.
One thing we agreed on strongly: the startup landscape is shifting.
Raising money is no longer the flex it once was. Profitability is.
Founders are prioritizing sustainable growth, clean margins, and control. Especially in places like Silicon Valley, where capital efficiency is suddenly fashionable again.
One of the smartest moves Gerta shared was transitioning toward self-sufficient courses.
Courses decouple revenue from time. They allow founders to serve more people without adding hours. When paired with strong marketing and clear outcomes, they unlock true scalability.
This isn’t about “passive income.” It’s about designed leverage.
Another powerful moment in our conversation was around unlearning corporate habits.
In corporate environments, time is traded for money. In entrepreneurship, systems trade time for leverage. Founders who don’t make this shift stay trapped in operator mode.
Gerta also reframed how many people misunderstand negotiation.
It’s not about winning at someone else’s expense. The best negotiations are collaborative and creative, focused on win-win outcomes. This mindset applies directly to partnerships, hiring, and leadership.
We also talked about the future of education.
People want practical, specialized skills, not theory. E-learning models that deliver real-world outcomes are replacing traditional credentials.
For niche founders, this trend is a massive opportunity.
If your business works but you’re exhausted, the issue isn’t demand, it’s structure.
Scaling a niche business means redesigning how value is delivered so growth doesn’t depend entirely on you.
Sip & Scale is where we unpack what really happens after product-market fit—delegation, systems, leverage, and sustainable growth.
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