Here is a problem your clients will raise regularly.  They know they need to make the changes you are suggesting - but they can't find the time. They might say they have made little progress on systemising their business because they have spent so much time working on projects/jobs/sales/etc (even though they employ people to do these things). When you challenge them on this you'll get some or all of a) their employees made mistakes, b) your client does a better job than the employees and c) they enjoy doing this technical work. Probably there will be a complaint about the hours they are woring mixed in there as well.. They might talk about sub-contracting and the benefits of using third-parties who work to a fixed-price and "don't need motivating". They may end up saying something lame about wanting to make their business systemised and scalable but needing to "get over this busy period and then I can set some time aside for this."