Ditching Hourly

Genevieve Hayes - Podcasting for Expertise-Based Businesses

Jonathan Stark — Tue, 28 Apr 2026 06:00:00 -0400

Data science consultant and podcast host Genevieve Hayes joined me on Ditching Hourly to talk about podcasting as a boost for an expertise-based business.

Chapters

00:00 - Genevieve Hayes and Value-Driven Data Science
02:27 - Committing to Start a Podcast
05:35 - Simple Production Is Good Enough
07:02 - First Guests and Inbound Momentum
11:46 - The 100-Episode Surprises
15:07 - Relationships Beat Direct Lead Gen
18:12 - Pitching Guests and Building Luck Surface Area
29:30 - Buyers, Peers, and Referral Paths
34:58 - Almost Quitting, Seasons, and Persistence
39:00 - Preparation, Editing, and Production Workflow
42:18 - Editing as Learning and Content Fuel
49:20 - What You Actually Need to Start
58:20 - Guest Referrals, Swaps, and Live Formats
68:40 - Podcasting vs. Writing for Trust
78:30 - Landing Dream Guests and Wrap-Up

Guest Bio

Genevieve Hayes is an actuary and statistician-turned-data scientist who helps organizations improve decision-making by quantifying uncertainty, often when data is sparse. She became a soloist in early 2022 and provides data science consulting services. She also mentors data professionals who want to transform their technical skills into strategic expertise and move from tactical execution to strategic advisory roles. Genevieve hosts Value-Driven Data Science, a podcast for practicing data professionals making that technical-to-strategic shift. Learn more at Value-Driven Data Science.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Carl Franklin - A Love Letter to Value Pricing

Jonathan Stark — Tue, 31 Mar 2026 06:00:00 -0400

In this episode of Ditching Hourly, host Jonathan Stark welcomes Carl Franklin, co-host of the .NET Rocks podcast, to discuss the intricacies and benefits of value pricing. Listeners will gain insights into how value pricing can transform their business approach, moving away from the traditional hourly billing model.

The conversation covers key topics such as the differences between fixed pricing and hourly billing, the importance of the "why" conversation with clients, and strategies for handling project changes. Carl shares his experiences with proposal options, client negotiations, and overcoming resistance to value pricing.

(00:00) Introduction
(00:15) Carl Franklin's Background
(02:09) Early Podcasting Days
(04:39) The Starbucks Card Story
(05:44) Introduction to Value Pricing
(07:06) Fixed Pricing vs. Hourly
(08:01) The Why Conversation
(08:45) First Experiences with Value Pricing
(20:39) Proposal Options and Client Choices
(23:09) Handling Project Changes
(25:02) Partnering and Value Pricing
(27:00) Payment Terms and Client Negotiations
(40:59) Expertise and Pricing Strategy
(41:52) Overcoming Resistance to Value Pricing
(44:02) Collaborative Projects and Revenue Sharing
(45:44) Carl's Current Projects and Podcasts
(48:54) Closing Remarks

Carl Franklin is a seasoned podcaster and developer, best known as the co-host of the .NET Rocks podcast, which has been a staple in the developer community since 2002. Learn more about Carl and his work at .NET Rocks.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

An Insider's Perspective with Pranav Kale: Jonathan’s Productivity System for Soloists

Jonathan Stark — Mon, 16 Mar 2026 06:00:00 -0400

Pranav Kale returns for another reverse interview — this time grilling Jonathan about his personal productivity and time management system.

Jonathan walks through the system he's refined over two decades and used with his private coaching students: from consolidating all your to-dos in one place, to creating SOPs for recurring tasks, to the "event loop" that drives his day. The core idea: when you have the right things on your list and the right things in your calendar, you can just do whatever you feel like — and your business still moves forward.

Topics covered include why your calendar is not a to-do list, how procrastination is actually a useful signal, the "love-hate list" for designing your ideal workday, why batching doesn't work for everyone, and the Segovia principle — why one focused hour beats five mediocre ones.

This one's especially relevant for soloists who've tried rigid productivity systems and found they don't stick.

Chapters

00:00 Introduction
01:00 The Three Buckets Every Soloist Needs
06:16 Get All Your To-Dos in One Place
09:14 SOPs and Checklists: Stop Winging It
18:23 The Feast-Famine Trigger
20:16 Why Your Calendar Is Not a To-Do List
25:40 The Event Loop
30:20 Procrastination Is a Signal
37:37 When You Hate Part of a Task, Cut It
42:06 The Love-Hate List
49:15 Batching vs. Gardening Your Business
56:22 How the System Came Together
59:00 The Segovia Principle
67:05 Adapting This to Your Personality
70:41 Pranav's Takeaways

Pranav Kale helps soloists find their one big idea through his Big Idea Sprint. Learn more at pranavkale.com.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Joe Pine - The Transformation Economy

Jonathan Stark — Tue, 17 Feb 2026 06:00:00 -0500

Best-selling author, speaker, and management adviser Joe Pine joined me on Ditching Hourly to discuss his new book, The Transformation Economy, why it applies especially well to consultants, coaches, and advisors, and gives some tips on how to price transformations.

Chapters
Joe's Bio

B. Joseph Pine II is an internationally acclaimed author, speaker, and management adviser to Fortune 500 companies and entrepreneurial startups alike, and he is the cofounder of Strategic Horizons LLP. He is the coauthor of the bestselling book The Experience Economy with James H. Gilmore, as well as Infinite Possibility with Kim C. Korn. His other books include Authenticity and Mass Customization. Pine consults with numerous companies around the world. He is a lecturer in the Strategic Technology Leadership program at Northeastern University's D'Amore-McKim School of Business and a senior fellow with the European Centre for the Experience Economy, which he cofounded.

Related Links

Joe's website » strategichorizons.com
Joe's previous appearance on Ditching Hourly » podcast.ditchinghourly.com/episodes/joe-pine-on-pricing-experiences
Joe's previous appearance on TBOA » thebusinessofauthority.com/episodes/the-experience-economy-with-guest-joe-pine

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jason Staats - From Employee to Owner to Influencer

Jonathan Stark — Tue, 10 Feb 2026 06:00:00 -0500

Jason Staats joined me on Ditching Hourly to talk about his progression from being an employee in an accounting firm to running the top accounting community on the planet.

Links

Chapters

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ben Kettle - Risk-Based Pricing Options

Jonathan Stark — Tue, 03 Feb 2026 06:00:00 -0500

Rural planning advisor Ben Kettle joined me on Ditching Hourly to share his transition from hourly billing “nonsense” to risk-based project pricing.

Links

Ben's website » https://areteruralplanning.co.uk/

Chapters

(00:00) - Ben Kettle
(00:20) - Meet the Guest: Ben Kettle
(00:36) - Ben's Background and Career Journey
(02:57) - Challenges with Hourly Billing
(09:01) - Transition to Fixed Fee and Value-Based Pricing
(13:23) - Implementing the New Pricing Model
(25:48) - Client Reactions and Success Stories
(34:08) - Conclusion and Future Plans

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Zach Stevens - Year 3 of Growing a Subscription Business

Jonathan Stark — Tue, 20 Jan 2026 06:00:00 -0500

Co-founder of Conversion Factory, Zach Stevens, rejoined me on Ditching Hourly to give us an update on how he's growing his subscription SaaS marketing agency in year 3.

Links We Mentioned

Chapters

(00:00) - Introduction and Welcome
(00:10) - Zach's Business Journey
(01:19) - Conversion Factory's Growth
(02:26) - Subscription Model Insights
(04:04) - Hiring and Team Expansion
(08:32) - Training and Onboarding
(20:48) - Client Management Strategies
(30:00) - Client Frustrations and Communication Strategies
(31:04) - The Inefficiency of Phone Calls
(33:19) - Setting Client Expectations
(37:05) - AI in Copywriting and Design
(45:53) - Subscription Model Benefits
(54:49) - Final Thoughts and Future Plans

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Charles Miller - What Is “Good” Taste And Why Would Anyone Want It?

Jonathan Stark — Tue, 13 Jan 2026 06:00:00 -0500

Charles Miller of Platoon joined me on Ditching Hourly to discuss “good” taste, how you get it, why you might want it, and what to do when your clients don’t have it.

Links

Charles’ personal site » https://www.charlesmiller.com/
Charles’ portfolio site » https://www.platoon.studio/

Chapters

(00:00) - Introduction and Guest Welcome
(00:11) - Defining Taste
(00:19) - Charles Miller's Background
(00:59) - The Concept of Informed Opinion
(02:20) - Developing Taste Over Time
(05:50) - Taste in Different Domains
(08:44) - Taste and Business Decisions
(16:42) - Client Relationships and Taste
(21:30) - Understanding Client Needs
(24:00) - The Role of Taste in Design
(25:28) - The Importance of Practice
(27:09) - Releasing Your Work to the World
(27:52) - The Role of Taste Makers
(30:11) - Balancing Client Expectations and Creative Vision
(34:36) - The Genius of Simplifying Complex Ideas
(40:07) - Final Thoughts and Wrap Up

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alex M H Smith - Understanding Value

Jonathan Stark — Tue, 09 Dec 2025 06:00:00 -0500

Author of No BS Strategy, Alex M H Smith, rejoined me on Ditching Hourly to help define a very important word that few business people understand correctly.

Chapters

(00:00) - Introduction and Welcome
(00:11) - Guest Introduction: Alex Smith
(01:30) - Understanding Business Strategy
(02:02) - The Misunderstood Concept of Value
(04:15) - Creating Value in Business
(07:55) - Innovating Beyond Traditional Value
(13:01) - Practical Examples and Market Research
(18:14) - Unique Value Proposition
(29:23) - Understanding Differentiation in Business
(29:56) - The Importance of Unique Positioning
(30:36) - Consulting Strategies and Unique Differences
(31:32) - Examples of Effective Differentiation
(33:23) - The Role of Specialization in Strategy
(38:30) - Embracing Weaknesses for Strategic Advantage
(40:53) - Balancing Specialization and Market Reach
(41:51) - The Pitfalls of Over-Niching
(48:28) - Rooting in Recognizable Categories
(53:20) - Conclusion and Resources

Guest Links

Alex's free resources » https://basicarts.org/welcome/
Alex's book » https://basicarts.org/book/
Alex's mailing list » https://basicarts.org/articles/
Alex's LinkedIn » https://www.linkedin.com/in/alex-m-h-smith/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dr. J.J. Peterson - Finding the Balance Between Badass and Softie

Jonathan Stark — Tue, 25 Nov 2025 06:00:00 -0500

Professor-in-residence at StoryBrand and host of the new podcast Badass Softie, Dr. J.J. Peterson, joined me on Ditching Hourly to discuss how to strike a balance between authority and empathy.

And be sure to stick around to the end to hear J.J.'s take on AI's impact on professional services and how to avoid creating ‘louder garbage’ :-)

Chapters

(00:00) - Introduction and Guest Welcome
(00:17) - JJ Peterson's Current Ventures
(01:11) - The Concept of 'Badass Softie'
(03:26) - StoryBrand Framework Explained
(06:20) - Empathy and Authority in Leadership
(08:42) - Balancing Empathy and Authority in Coaching
(12:38) - Personal Experiences and Coaching Styles
(16:05) - Communicating Empathy and Authority Effectively
(24:44) - Engaging Your Audience with Empathy and Authority
(28:06) - Controlling the Narrative in Marketing
(29:07) - Embracing Your Authentic Self as a Guide
(31:41) - Overcoming Imposter Syndrome
(40:52) - The Importance of Niching Down
(47:35) - Leveraging AI in Professional Services
(51:39) - Conclusion and Final Thoughts

Links

J.J.'s website » https://www.drjjpeterson.com/
J.J.'s podcast » https://www.badasssoftie.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Shachar Meir - How To Go Solo After 20 Years In Corporate (And What To Expect)

Jonathan Stark — Tue, 18 Nov 2025 06:00:00 -0500

Solo data advisor Shachar Meir (ex-Meta, ex-PayPal) joined me on Ditching hourly to share the details of his transition from being a manager in massive corporate environments to becoming a successful solo consultant.

Chapters

(00:00) - Introduction and Guest Welcome
(01:05) - Shachar's Professional Background
(03:47) - Transition to Solo Entrepreneurship
(13:51) - First Steps as a Solopreneur
(15:59) - Landing the First Project
(20:25) - Facing the Challenges of Solopreneurship
(25:11) - Navigating the Steep Learning Curve
(26:17) - The Importance of Networking and Mentorship
(29:52) - Leveraging LinkedIn for Business Growth
(33:25) - The Art of Content Creation
(43:18) - Financial Stability and Client Acquisition
(51:47) - Final Thoughts and Advice

Shachar's Links

LinkedIn Profile » https://www.linkedin.com/in/shacharmeir/
YouTube Channel » https://www.youtube.com/@shacharmeir

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Tim Dietrich - Lessons Learned from Decades of Surfing Tech Waves

Jonathan Stark — Tue, 11 Nov 2025 06:00:00 -0500

(NOTE: this ep was recorded in October 2025, but I didn't get around to publishing it until March 2026. It was WILD listening to the AI portions of the conversation five months later - post OpenClaw.)

Old friend and self-described “workaholic” developer Tim Dietrich joined me on Ditching Hourly to share his journey from FileMaker freelancer to the undisputed SuiteQL expert in the NetSuite ecosystem — a niche so specific that the platform itself became his marketing engine.

We also dig into what happens when AI comes for your platform and how to think about the next wave.

Chapters

(00:00) - Introduction
(00:53) - Tim's Background
(03:02) - Early Career and FileMaker Days
(06:08) - Transition to NetSuite
(16:02) - SuiteQL and SQL Integration
(21:00) - Positioning as SuiteQL Expert
(30:03) - Managing Demand and Consulting Opportunities
(34:39) - Current Client Work and Scaling Back
(36:01) - The Rise of AI in NetSuite
(50:27) - Comparing to Other Waves and Platforms
(01:05:37) - Exploring Monetization Strategies
(01:22:31) - Future Trends and Opportunities

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

An Insider's Perspective with Pranav Kale: Jonathan Stark's Journey to Ditching Hourly

Jonathan Stark — Tue, 04 Nov 2025 06:00:00 -0500

Big Idea archaeologist Pranav Kale joined me on Ditching Hourly for a reverse interview about my journey to the center of the solar system.

Chapters

(00:00) - Introduction and Guest Welcome
(00:39) - Pranav's Evolution and Current Focus
(03:01) - Jonathan's Epiphany on Hourly Billing
(06:26) - The Trust Fracture in Hourly Billing
(07:45) - Jonathan's Problem-Solving Journey
(16:59) - The Move to Rhode Island and Finding the Solution
(22:38) - Implementing Value-Based Pricing
(26:30) - Content Creation and Teaching Others
(30:35) - Understanding Business Personality Types
(31:08) - The Journey to Writing a Book
(31:56) - Transitioning to Advisory Roles
(32:37) - The Impact of the iPhone Announcement
(33:37) - Responsive Web Design and Consulting
(35:46) - Facing Criticism and Adjusting Messaging
(39:50) - Finding the Central Theme
(53:06) - The Importance of Differentiation
(59:53) - Concluding Thoughts and Advice

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Joel Clermont - The Pros And Cons Of Selling Software Development As A Subscription

Jonathan Stark — Tue, 28 Oct 2025 06:00:00 -0400

Laravel expert Joel Clermont joined me on Ditching Hourly to share how he and his co-founder run their successful dev subscription business.

Chapters

(00:00) - Introduction and Guest Introduction
(00:16) - Joel's Background and Business Model Transition
(01:54) - Launching the Dev Subscription Model
(04:47) - Marketing and Initial Success
(07:44) - Client Profiles and Demand
(11:19) - Managing Client Expectations and Scope
(18:58) - Onboarding and Project Management
(21:21) - Handling Messy Projects and Infrastructure
(25:06) - Client Capacity and Longevity
(26:47) - Exploring Client Sizes and Ideal Fits
(28:39) - Balancing Workload and Client Expectations
(32:06) - Ensuring Client Satisfaction
(34:47) - Managing Work and Time Effectively
(43:11) - Challenges and Downsides of Subscription Model
(47:54) - Marketing Strategies for Developers
(52:52) - Conclusion and Resources

Joel’s Links

Joel’s website » https://nocompromises.io/
Joel’s books » https://masteringlaravel.io/books
Joel’s courses » https://masteringlaravel.io/courses
Joel’s community » https://masteringlaravel.io/community

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Eleanor Mayrhofer - Productized Web Design

Jonathan Stark — Tue, 21 Oct 2025 06:00:00 -0400

Digital marketing strategist Eleanor Mayrhofer joined me on Ditching Hourly to describe exactly how she productized her web design services.

Links:

Eleanor's website » https://www.eleanormayrhofer.com/ditching
Eleanor's LinkedIn » https://www.linkedin.com/in/eleanormayrhofer/

Chapters:

(00:00) - Introduction and Guest Welcome
(00:14) - Eleanor's Background and Business Model
(00:52) - Straight to Non-Hourly
(02:01) - Starting a Solo Business During COVID
(02:44) - Initial Market Approach and Challenges
(03:48) - Developing a Productized Service
(04:25) - Current Business Model: Website in a Week
(05:31) - Client Interaction and Project Scope
(09:40) - Copywriting and Strategy Sessions
(16:31) - Handling Project Scope and Client Expectations
(21:24) - Marketing and Client Acquisition
(23:20) - Client Commissions and Referrals
(23:40) - Subscription Maintenance Services
(24:53) - Positioning and Target Audience
(25:53) - Overcoming Launch Procrastination
(27:11) - Client Collaboration and Revisions
(28:55) - Technical Setup and DNS Challenges
(31:25) - Post-Launch Support and Testimonials
(33:13) - Pros and Cons of Productized Services
(36:55) - Sales Process and Lead Time
(38:55) - Long-Term Plans and Project Juggling
(41:01) - Avoiding Boredom with Productized Services
(42:20) - Conclusion and Contact Information

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Erin Halper - Pro Tips for Building and Sustaining a Thriving Online Community

Jonathan Stark — Tue, 14 Oct 2025 06:00:00 -0400

Founder of The Upside, Erin Halper, joined me on Ditching Hourly to share her pro tips on creating and sustaining a premium online community.

Erin's Links:

Erin's community » https://betheupside.com/
Erin's LinkedIn » https://www.linkedin.com/in/erinhalper/

Chapters

(00:00) - Introduction and Guest Welcome
(00:19) - Erin Halper's Background and The Upside Community
(03:19) - Challenges and Evolution of The Upside
(07:24) - Starting and Running a Community
(09:18) - Best Practices for Community Management
(24:08) - Pricing Strategies for Independent Consultants
(30:19) - Navigating Agency Subcontracting
(30:52) - Building and Scaling Your Business
(31:42) - Lifestyle and Impact in Consulting
(33:00) - Celebrating Wins and Community Support
(34:26) - Visibility and Positioning
(36:03) - Pricing Strategies and Market Shifts
(37:47) - Maintaining Boundaries in Community
(40:30) - Application Process and Membership Cap
(43:40) - Quarterly Open House Strategy
(47:18) - Onboarding and Member Matching
(55:26) - Concluding Thoughts and Contact Information

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Communications Consultant Lynn Safranek

Jonathan Stark — Tue, 07 Oct 2025 06:00:00 -0400

Communications consultant Lynn Safranek joined me on Ditching Hourly to learn how to apply value pricing to an industry where the consultant can't control the outcome.

(00:00) - Introduction and Guest Welcome
(00:11) - Understanding Upstream Contributions
(00:23) - Lynn's Background and Expertise
(01:05) - The Value Pricing Dilemma
(01:21) - Client Communication Challenges
(02:45) - Media Engagement Strategies
(05:01) - Defining Client Needs and Goals
(08:08) - Crafting Effective Messaging
(14:32) - Measuring Success and Impact
(20:42) - Leveraging Media Coverage for Nonprofits
(21:26) - Budget Autonomy of Communications Directors
(22:41) - Crafting Compelling Stories for Donations
(24:33) - Exploring Budget Scenarios for Media Hits
(26:03) - Creative Strategies for Media Attention
(26:58) - Evaluating the Impact of Media Hits
(29:21) - Developing a Comprehensive Media Strategy
(31:35) - Reverse Engineering Media Success
(38:40) - Thinking Beyond Traditional Roles
(42:35) - Conclusion and Final Thoughts

Lynn's Links:

Lynn on LinkedIn » https://www.linkedin.com/in/lynnsafranek/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Diane Whiddon - Branding in the Age of AI

Jonathan Stark — Tue, 16 Sep 2025 06:00:00 -0400

Brand strategist and founder of SwayRise Creative, Diane Whiddon, joined me on Ditching Hourly to talk about how adding a discrete - and legitimately useful - AI-based productized service to her branding business tapped into a longstanding demand in her client base.

Diane's Links

SwayRise Creative » https://swayrisecreative.com/
Content Creator Lab » https://aicontentcreatorlab.com

Chapters

(00:00) - Introduction and Guest Welcome
(00:34) - Diane's Background and Career Journey
(01:44) - Discovering Value Pricing and Meeting Jonathan
(03:44) - The Impactful Discovery Call
(07:18) - Focusing and Scaling the Business
(15:08) - Incorporating AI into Business
(19:16) - AI Photo Shoots and Branding
(33:33) - Ethical Considerations and Client Expectations
(34:57) - Technical Aspects of AI Image Creation
(37:02) - Using Image References and Editing Tools
(37:56) - Cost and Effort of Traditional Photo Shoots
(39:15) - AI Photo Shoots vs Traditional Photo Shoots
(41:36) - The Demand for AI in Business
(42:54) - Challenges and Opportunities with AI
(47:33) - The Importance of Adapting to AI
(51:53) - Leveraging AI for Business Success
(54:13) - The Future of AI in Various Industries
(01:10:30) - Final Thoughts and Resources

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alastair McDermott - The AI Powered Thought Leader

Jonathan Stark — Tue, 26 Aug 2025 06:00:00 -0400

Author, speaker, and human-first AI strategist, Alastair McDermott, joined me on Ditching Hourly to talk about his new book and how experts can use AI to enhance productivity, decision-making, and learning.

(00:00) - Introduction and Guest Welcome
(00:46) - Alistair's Background and Journey
(03:02) - The New Book: Use AI, Stay Human
(04:15) - AI as a Tool for Experts
(06:55) - Practical Applications of AI
(10:00) - Technical Deep Dive: AI in Writing
(16:58) - Organizing and Managing AI Outputs
(23:40) - Ideal Reader and Learning AI
(24:51) - Choosing Your AI Setup: DIY vs. Subscription
(25:20) - The Importance of AI Expertise
(27:16) - AI's Role in Business and Personal Productivity
(28:25) - Challenges and Limitations of AI
(30:59) - Effective Prompting Techniques
(32:20) - Using AI for Coaching and Workshops
(35:35) - Advanced AI Usage Tips
(40:46) - Practical AI Tools and Resources
(45:28) - Final Thoughts and Resources

AI Summary

In this episode of Ditching Hourly, Jonathan Stark interviews Alastair McDermott about his new book, 'Use AI Stay Human: A Survival Guide for Experts in the Age of AI.' They discuss Alastair's transition from a techie background to running his consulting business, Recognized Authority, and eventually rebranding to Human Spark.AI. The conversation dives into how AI can be used to enhance productivity, decision-making, and learning for subject matter experts. Alastair shares practical tips on setting up effective AI workflows, structuring prompts, and the importance of human judgment in leveraging AI for business purposes.

Alastair's Links

Book: https://www.amazon.com/Use-I-Stay-Human-Indispensable-ebook/dp/B0FDQSKZRF
Website: https://humanspark.ai/
LinkedIn: https://www.linkedin.com/in/alastairmcdermott/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jessica Lackey - Stop Betting On Tactics

Jonathan Stark — Tue, 19 Aug 2025 06:00:00 -0400

Author of Leaving The Casino, Jessica Lackey, joined me on Ditching Hourly to discuss the importance of understanding different business models, pricing strategies, and the concept of the 'zone of enoughness' in building a sustainable business.

(00:00) - Introduction and Guest Welcome
(00:09) - Jessica Lackey's Background and Career Journey
(01:05) - Introduction to Jessica's Book
(03:13) - The Casino Metaphor in Business
(04:28) - Frameworks and Types of Expertise-Based Businesses
(08:55) - Pricing Models and Strategies
(19:22) - The Zone of Enoughness
(30:46) - Transitioning Business Models
(31:21) - Financial Planning and Expectations
(32:30) - Balancing Flexibility and Income
(34:28) - Optimizing Delivery for Efficiency
(40:41) - Marketing Strategies for Delivery Businesses
(42:48) - The Importance of Direct Outreach
(51:03) - Building Authority Through Writing
(54:29) - Conclusion and Final Thoughts

Jessica's Bio

Jessica Lackey is the founder of Deeper Foundations, a consulting and training firm that helps expertise-based business owners grow and scale sustainable companies rooted in stronger business foundations. She brings a unique blend of corporate expertise and soulful business building, drawing on an MBA from Harvard Business School, a coaching certification from iPEC, and experience at McKinsey & Company and Nike, Inc. Jessica has supported over 200 entrepreneurs through her programs, blending systems thinking, operational rigor, and deep values alignment. She lives in Charlotte, North Carolina, with her husband.

Jessica's Links:

Website: https://www.deeperfoundations.com/
LinkedIn: https://www.linkedin.com/in/jessica-lackey/
Book: https://www.deeperfoundations.com/casino
Predictable Revenue Roadmap: https://predictablerevenueroadmap.com/
Instagram: https://www.instagram.com/jessicalackey_consulting/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Robin Bonn - Market of One

Jonathan Stark — Tue, 05 Aug 2025 06:00:00 -0400

Author Robin Bonn joined me on Ditching Hourly to discuss the importance of differentiation as described in his book Market of One.

About Robin

Robin Bonn is the CEO of Co:definery, one of the world's leading consultancies specialising in agency positioning. From renowned global networks to the world's top independents, he’s repositioned close to 150 agencies and coached dozens of senior leaders. He’s the author of Market of One, the host of The Immortal Life of Agencies podcast, and a columnist for Marketing Week.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ed Kless - A Revelation for the Transformation Economy

Jonathan Stark — Tue, 17 Jun 2025 06:00:00 -0400

Ed Kless joined me on Ditching Hourly to talk about what he and his Threshold co-founder Ron Baker think is the next big thing (spoiler alert: transformations).

Talking Points

The Concept of the Experience Economy
Progression of Economic Value
Transformations and Their Impact
Threshold: Guiding Transformations
Transitioning from Service to Transformation Economy
Skipping the Experience Stage
Charging for Transformation
Subscription Model as a Solution
Value-Based Pricing vs. Hourly Billing
The Revelation Document
The Concept of Moral Injury

And here's the link to the document we discussed on the show:
THRESHOLD - A REVELATION for the Transformation Economy

About Ed

Ed Kless believes entrepreneurs continue the work of creation and that business exists to promote human flourishing. To advance this vision, he cofounded THRESHOLD, where he guides professional leaders and teams through edifying transformation. Previously, Ed served as Sage’s senior director of partner development and strategy, hosted the Sage Thought Leadership Podcast, and designed curricula for Sage Partners and Customers. He also co-hosts The Soul of Enterprise with Ron Baker, his friend and fellow THRESHOLD co-founder.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Geraldine Carter - Melting The Pyramid

Jonathan Stark — Tue, 03 Jun 2025 06:00:00 -0400

Geraldine Carter joined me on Ditching Hourly to give us a behind-the-scenes recap of what went into her pivot from selling one-time $9,500 mastermind programs to selling a $995/mo ongoing subscription model.

(00:00) - Introduction and Guest Welcome
(00:34) - Defining 'Melting the Pyramid'
(04:38) - Transitioning Business Models
(08:54) - Challenges and Key Changes
(14:00) - New Program Structure and Benefits
(24:41) - Launch Phase and Simplification
(27:52) - Navigating the Launch Transition
(28:36) - Managing High-Touch Programs
(29:33) - Prioritizing VIP Clients
(31:10) - Finalizing the Launch
(33:06) - Subscription Model Insights
(34:50) - Building the Community
(37:50) - Efficiency and Scalability
(42:46) - Handling Uncertainty and Risk
(50:04) - Adapting to Subscription Growth
(52:54) - Conclusion and Takeaways

Geraline's Bio

Geraldine Carter helps overworked CPAs create the accounting firm and the life they have always wanted.

Geraldine's Links

The website » https://geraldinecarter.com/
The podcast » https://www.businessstrategyforcpas.com/
The book » https://geraldinecarter.com/book
The community » https://geraldinecarter.com/peak-freedom

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Craig Hewitt - The Current State and Potential Future of Podcasting

Jonathan Stark — Tue, 20 May 2025 06:00:00 -0400

Craig Hewitt, founder of Castos, joined me on Ditching Hourly to discuss the current state and potential future of podcasting as a medium for building trust with your audience.

AI Summary

In this episode of Ditching Hourly, Jonathan Stark speaks with Craig Hewitt, founder of Castos, about the evolving landscape of podcasting. They discuss the shifting definitions and formats of podcasts, the importance of different content strategies, including private and hybrid podcasting, and the impact of new technologies like AI. Craig also shares insights on leveraging platforms such as YouTube and podcasting for trust-building and discovery, what makes podcasts unique in the AI era, and tips for solo business owners looking to optimize their content. The conversation is packed with actionable advice on how to effectively use podcasting to build authority and nurture audiences.

Chapters

(00:00) - Introduction and Guest Welcome
(01:14) - The Evolution of Podcasting
(02:24) - Private and Hybrid Podcasting Explained
(03:27) - The Role of Video in Podcasting
(05:21) - Discovery and Monetization Strategies
(06:44) - Business Models for Podcasters
(09:34) - Content Strategy and Audience Engagement
(16:14) - The Future of Podcasting and Platforms
(29:09) - Content Strategy and Funnel Optimization
(30:36) - The Power of Long-Form Audio
(31:46) - Podcasting for Authority Building
(34:24) - YouTube as a Discovery Platform
(34:48) - Shorts, Segments, and Long-Form Content
(51:18) - The Role of AI in Content Creation
(55:44) - Private and Hybrid Podcasting
(59:12) - Conclusion and Future of Podcasting

Craig’s Links

Castos » https://castos.com/
Craig’s Website » https://craighewitt.com/
Craig’s YouTube » https://www.youtube.com/@thecraighewitt
Craig’s LinkedIn » https://www.linkedin.com/in/craig-hewitt-78386a66/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jason Lengstorf - Navigating the Transformation of the Video Production Business

Jonathan Stark — Tue, 06 May 2025 06:00:00 -0400

Jason Lengstorf, founder of Code TV, joined me on Ditching Hourly to share how he is successfully navigating the transformation of the video production business.

Jason's Links:

AI Summary:

In this episode of Ditching Hourly, Jonathan Stark is joined by Jason Lengstorf, founder of Code TV, to explore the current landscape of the video production industry, especially within the tech sector. Jason shares insights into his career journey from being a web engineer to running a successful video production business for tech companies. The discussion delves into industry transitions, the significance of genuine community engagement, the crucial role of video in marketing campaigns, and strategies for delivering measurable ROI. Jason also offers practical advice for video production professionals on pricing their services, specializing in niches, and maintaining consistency to build a strong client base.

Chapters:

(00:00) - Introduction and Guest Welcome
(00:08) - Jason Langsdorf's Background
(00:47) - The State of the Video Production Industry
(02:52) - Strategic Video Production
(09:38) - Top of Funnel Growth Strategies
(16:26) - Jason's Approach to Video Production
(23:47) - Specialization and Niche Market
(28:44) - Measuring Campaign Effectiveness
(29:37) - The Importance of Patience and Follow-Through
(30:13) - Qualitative Metrics and Social Listening
(30:36) - The Value of Organic Mentions
(31:14) - Case Study: Microsoft's Image Transformation
(33:54) - Challenges in Sales Processes
(39:34) - The Power of Consistency in Content Creation
(42:59) - Outsourcing Video Production
(44:49) - Finding Your Niche and Adding Value
(53:15) - The Journey to Success
(55:40) - Conclusion and Resources

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Martin Stellar - Sales Coaching for Nice People

Jonathan Stark — Tue, 29 Apr 2025 06:00:00 -0400

Author/creator of Sales for Nice People, Martin Stellar, joined me on Ditching Hourly to talk about sticking to your guns in a sales meeting and how to build the confidence to do so.

Martin's Links:

(00:00) - Introduction and Guest Welcome
(00:22) - Martin's Background and Ethical Sales
(01:33) - Approaching Sales Calls
(04:07) - Handling Pricing and Client Expectations
(11:06) - Maintaining a Healthy Sales Pipeline
(12:56) - Daily Content Creation and Marketing
(22:55) - The Importance of Ethical Selling
(25:45) - Conclusion and Where to Find More

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Yuval Yeret - The Status of Agile as a Platform and Navigating Career Pivots

Jonathan Stark — Tue, 15 Apr 2025 06:00:00 -0400

Yuval Yeret, founder of Yeret Agility and OG Agile expert, joined me on Ditching Hourly to discuss the current state of Agile as a platform, how it has evolved over the years, and what practitioners should consider when pivoting their careers as the platform matures.

About Yuval

Yuval Yeret is a Product/Scaling/Agility Coach focused on helping product/tech leaders scale their organizations without slowing down, improving outcomes by leveraging flow, agility, and product orientation. (while avoiding the dogma and process BS of Agile Theater). Yuval is a globally recognized expert on scaling w/ agility, a SAFe Fellow, a Professional Scrum Trainer, and a co-author of the Kanban Guide for Scrum Teams. These days Yuval is focused on helping organizations evolve from Feature Factories to Empowered Product Organizations, as well as helping deeper tech organizations develop a pragmatic agility strategy. Yuval shares his insights on scaling w/ agility at https://yuvalyeret.com/scaling-with-agility-newsletter/

Chapters

(00:00) - Introduction and Guest Welcome
(00:17) - Yuval's Background and Journey into Agile
(01:35) - Early Days of Agile
(03:56) - Transition to Consulting and Coaching
(07:21) - Agile's Evolution and Current State
(09:46) - Challenges and Criticisms of Agile
(17:30) - Future of Agile and Role Adaptation
(22:18) - Advice for Agile Practitioners
(30:22) - Reflecting on Agile Leadership
(31:24) - Anecdote: Transition from FileMaker to Web Development
(34:57) - The Future of Agile and Product Operating Models
(39:20) - Adapting Skills for New Opportunities
(41:48) - Navigating Organizational Change
(44:47) - Strategies for Career Pivoting
(48:01) - The Role of Scrum Masters in Modern Organizations
(52:00) - Consulting and Value Proposition
(57:55) - Closing Thoughts and Resources

Notable Quotes

"What happened over the years is... agile has become mainstream for most of corporate America, technology organizations and product companies. And this created the reality where the people that are, the organizations that are currently adopting agile are the late adopters."
"[Late adopters] are slapping names like Scrum Master and Sprint and User Story and Daily Scrum... on the way that they've been doing things already. And it's like lipstick on a pig. It's not really creating any impact other than a bad name for Agile and a bad name for people in these roles."
"The biggest issue with Agile... is the over-reliance on specific roles in organizations."
"We will have a significantly smaller number of people that dedicate their career to something like agile, whatever it's called. You will need to specialize. You will need to start to think like consultants need to start to think and build your content solar system."

Yuval's Links and Other Resources

Yuval's article on "The Future of Agile Roles and Agility"
Yuval's private podcast on navigating the landscape of Agile theater, feature factories, and product operating models
"Crossing the Chasm" by Geoffrey Moore (book on technology adoption)
Netflix culture book (featuring the "Netflix question")
The career mini-course that Jonathan mentioned: Unblock Your Career by Shachar Meir

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Barry van Someren - Good Business Advice From The IRS?

Jonathan Stark — Tue, 28 Jan 2025 06:00:00 -0500

Ex-java developer and CoffeeSprout founder Barry van Someren joined me on Ditching Hourly to talk about the surprising alignment between “Ditcherville ethos” and the government of the Netherlands.

LINKS MENTIONED

AI SUMMARY

In this episode of Ditching Hourly, Jonathan Stark speaks with Barry Van Someren about his transition from hourly work to value-based services, the implications of new tax laws in the Netherlands for independent contractors, and the importance of having multiple clients. They discuss how these changes affect client relationships and the necessity of shifting to results-based contracts. Barry shares insights on navigating the complexities of government regulations and the benefits of diversifying client portfolios to ensure business resilience.

SOUND BITES

“I wanted to transition into something that was more predictable.”
“It’s just refreshing to see that kind of advice from the IRS.”
“I kind of wanted to make myself less vulnerable to this law.”
“The IRS and various countries are giving you that encouragement.”
“If you stay at one place too long, you become stagnant.”
“Hourly billing is bad.”

TAKEAWAYS

Transitioning from hourly work to value-based services can lead to more predictable income.
New tax laws classify independent contractors more strictly, impacting their work.
It’s essential to define clear results in contracts rather than relying on hourly billing.
Having multiple clients reduces vulnerability to market changes and legal issues.
Government regulations can align with good business practices, encouraging consultants to diversify their client base.
Freelancers should be aware of the risks associated with being classified as employees under new laws.
Building a strong network is crucial for finding clients and maintaining a steady workflow.
Consultants should focus on delivering results rather than just completing tasks.
The importance of compliance with tax laws cannot be overstated for independent contractors.
Hourly billing is often seen as a less favorable model for sustainable business growth.

(00:00) - Introduction and Guest Welcome
(00:21) - Barry's Background and Transition
(04:27) - Discussing the New Tax Code
(09:42) - Implications and Solutions for Contractors
(33:07) - Final Thoughts and Contact Information

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Louis Grenier - The Stand The F*ck Out Book Interview (explicit, obvs)

Jonathan Stark — Tue, 21 Jan 2025 06:00:00 -0500

The handsome and talented Louis Grenier joined me on Ditching Hourly to talk about the strategy behind writing, publishing, and launching his new book, Stand The F*ck Out.

Links:

AI Summary:

In this conversation, Jonathan Stark interviews Louis Grenier about his journey in marketing, the insights from his new book, and the strategies behind its launch. Louis discusses the importance of standing out in a crowded market, the principles of effective marketing, and the challenges he faced while writing and publishing his book. He shares his unique approach to launching the book, including innovative marketing strategies and the significance of personal branding. In this conversation, Louis Grenier discusses his unique approach to branding and product design, particularly in the context of his book launch. He shares insights on working with Lulu, the importance of prioritizing tasks during the launch, and the lessons learned from mistakes made along the way. The value of beta readers and the iterative feedback process in writing are emphasized, along with strategies for promoting and selling his book effectively.

(00:00) - DH360 Louis Grenier - The STFO Book Interview
(26:55) -

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dale Davidson - Solo Subcontracting For The Federal Government

Jonathan Stark — Tue, 14 Jan 2025 06:00:00 -0500

The author of “Going 1099: How To Become Solo Federal Sub-Contractor”, Dale Davidson, joined me on Ditching Hourly to discuss the journey of becoming a solo federal subcontractor.

(00:00) - Introduction and Guest Welcome
(00:17) - Dale Davidson's Background
(00:49) - Navigating Hourly Billing in Government Contracts
(01:39) - Transitioning to 1099 Subcontracting
(04:01) - Importance of Security Clearance
(05:51) - Client Relationships and Consulting
(07:06) - Understanding Government Contracting
(16:01) - Becoming a Prime Contractor
(33:52) - Hiring Employees and Scaling Up
(35:41) - Recruiting and Retaining Talent
(36:24) - Scaling Up: Employees and Income
(37:17) - The Soloist's Dilemma
(38:53) - Challenges of Growing a Business
(41:17) - The Admin Burden
(48:02) - The Hourly Trap
(49:39) - Government Contracting Insights
(53:12) - Personal Stories and Advice
(58:32) - Finding Your Niche and Passion
(01:09:15) - Promoting the Book and Final Thoughts

DALE’S LINKS

AI SUMMARY

In this conversation, Jonathan Stark and Dale Davidson discuss the journey of becoming a solo federal subcontractor, focusing on the challenges and opportunities within government contracting. They explore the nuances of hourly billing, the importance of security clearance, and the significance of client relationships. Dale shares insights on transitioning from employee to 1099 contractor, the role of subcontracting, and the complexities of government contracts. The discussion also touches on the mental shift required when moving from a corporate environment to self-employment, the importance of setting boundaries, and the value of understanding market demand.

TAKEAWAYS

Hourly billing is the norm in government subcontracting.
Security clearance can significantly increase your value in government contracting.
Building strong client relationships is crucial for success as a contractor.
Transitioning from employee to 1099 contractor offers more freedom and control.
Subcontracting is a common practice in government work and can provide opportunities.
Understanding the different types of government contracts is essential for contractors.
Fixed price contracts are rare but can be negotiated successfully.
Finding opportunities in government contracts requires diligence and networking.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Lauren Pearl - The Daily CFO Pricing Framework

Jonathan Stark — Tue, 07 Jan 2025 06:01:00 -0500

Advisory CFO, daily emailer, and podcast host Lauren Pearl joined me on Ditching Hourly to unpack the nuances of the pricing framework she uses with her start-up and small business clients.

CHAPTERS

(00:00) - DH358 Lauren Pearl - The Daily CFO Pricing Framework
(00:09) - Lauren Pearl's Background and Role
(02:08) - Client Types and Fit
(04:18) - The Origin of the Pricing Framework
(07:23) - Step-by-Step Pricing Framework
(08:01) - Setting the Floor Price
(20:47) - Setting the Ceiling Price
(38:50) - Understanding Customer Decision-Making
(40:15) - The Power of Post-Purchase Feedback
(41:27) - Exploring Customer Value Perception
(43:51) - Competitive Analysis and Market Expectations
(47:40) - Pricing Strategies and Customer Commitment
(01:09:55) - Experimentation and Continuous Improvement
(01:14:18) - Where to Find Lauren Online

LAUREN'S LINKS

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Andrew Croasdale - From Counter Terrorism to Leadership Consulting

Jonathan Stark — Tue, 31 Dec 2024 06:00:00 -0500

Andrew Croasdale, a former police officer turned consultant, joined me on Ditching Hourly to discuss his transition from policing to consulting.

(00:00) - Introduction and Guest Welcome
(00:18) - Andrew's Background in Policing
(01:05) - Transition to Consulting
(05:11) - First Steps in Business
(06:06) - First Client Experience
(09:37) - Challenges of Small Business Owners
(17:38) - Defining Governance and Leadership
(26:25) - Diagnostic Approach in Consulting
(29:10) - Cross-Referencing in Police Work
(29:32) - Challenges in Communicating Strategic Objectives
(29:48) - Overcoming Ego for Improvement
(30:09) - Psychological Differences in Large vs. Small Organizations
(31:27) - Resistance to Change in Large Companies
(35:11) - The Importance of Psychological Safety
(36:15) - Choosing the Right Company Size to Work With
(37:11) - Balancing Impact and Satisfaction
(41:04) - Implementing Values in Solopreneurship
(43:58) - Defining Mission and Values
(51:22) - Final Thoughts and Contact Information

Andrew’s Links:

- LinkedIn » https://www.linkedin.com/in/andrew-croasdale/
- Website » https://octopusleadership.com/

AI SUMMARY

In this conversation, Jonathan Stark interviews Andrew Croasdale, a former police officer turned consultant, about his transition from policing to the business world. Andrew shares insights on how his background in counter-terrorism policing informs his consulting work, particularly in enhancing governance and operational excellence for businesses. He discusses the importance of creating high-performing environments, the role of governance versus leadership, and the need for clear communication and structure within organizations. Andrew emphasizes that good governance can lead to improved team performance and customer service, ultimately benefiting the business as a whole.

Andrew discusses the critical role of transparency in leadership and the importance of clear communication of strategic goals within organizations. He emphasizes the need to overcome ego and fear in order to foster a culture of improvement and psychological safety. The discussion also touches on the challenges faced when working with larger organizations compared to smaller businesses, highlighting the impact of organizational structure on decision-making.

Additionally, Andrew shares insights on how solopreneurs can define their values and create alignment with their clients to drive business success.

TAKEAWAYS

- Andrew transitioned from policing to consulting to seek a change
- His experience in policing helps him develop high-performing teams
- Customer service quality significantly impacts people’s lives
- Starting a business involves aligning passion, skills, and market value
- His first client came from a casual conversation in a showroom
- Small business owners often lack leadership training and support
- Good governance is crucial for effective team performance
- Clear communication and structure are essential for business success
- High-performing environments require a holistic approach to governance
- Leadership and governance are interconnected but distinct concepts
- Transparency is essential for effective leadership
- Assessing strategic goals requires open communication
- Ego can hinder organizational change and improvement
- Working with large organizations often involves navigating politics
- Smaller businesses may allow for quicker decision-making and implementation
- Creating governance structures is important for solopreneurs
- Defining clear values helps align business practices with client expectations
- Continuous improvement should be a focus for all businesses
- Psychological safety encourages team members to admit mistakes
- Finding the right client size can enhance the impact of consulting work

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Barry LaBov - The Power of Differentiation

Jonathan Stark — Tue, 15 Oct 2024 06:00:00 -0400

Author, founder, and CEO Barry LaBov joined me on Ditching Hourly to geek out about niching down - while walking me through the five-step process he describes in his book The Power of Differentiation.

Barry's Bio:

Barry LaBov is the founder and CEO of LABOV Marketing Communications and Training. He is a two-time Ernst & Young Entrepreneur of the Year recipient and an inductee into the Entrepreneur of the Year Hall of Fame. He is also a Better Business Bureau Torch Awards for Ethics recipient. Under his leadership, LABOV Marketing Communications and Training has received the Indiana Growth 100 Award six times, was named Small Business of the Year and recognized as one of the Best Places to Work in Indiana. Additionally, LABOV’s client work has been honored with nearly 100 national and regional awards.

Barry's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Russ Waddell - The “Secret” To Successfully Going Out On Your Own

Jonathan Stark — Tue, 08 Oct 2024 06:00:00 -0400

Guest Russ Waddell joined me on Ditching Hourly to explain how he successfully went out on his own for the first time after more than a decade as a full-time employee.

Guest Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Zach Stevens - Year Two of Running a Subscription-Based Service Business

Jonathan Stark — Tue, 24 Sep 2024 06:00:00 -0400

Zach Stevens, co-founder of Conversion Factory, came back on Ditching Hourly to give an update about how things are going with his “all-you-can-eat” subscription-based service business after two years in business.

Zach's Links

Other Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Shaun Jardine - Ditch The Billable Hour! Implementing Value-Based Pricing in a Law Firm

Jonathan Stark — Tue, 17 Sep 2024 06:00:00 -0400

Author of Ditch The Billable Hour!, Shaun Jardine, joined me on Ditching Hourly to explain how he transitioned his 240-person law firm off the billable hour.

Shaun's Links

Shaun's Book
Shaun's Website
Shaun's LinkedIn
Shaun's Twitter
The book Shaun mentioned: Our Iceberg Is Melting by John Kotter

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alex M H Smith - No BS Business Strategy

Jonathan Stark — Tue, 10 Sep 2024 06:00:00 -0400

The author of No Bullsh*t Strategy and founder of Basic Arts, Alex M H Smith, joined me on Ditching Hourly to discuss what business strategy is, why it matters, and how to get started.

Chapters

00:00 Introduction and Background
03:00 Defining Strategy and the Importance of Unique Value
07:53 Trade-Offs: Creating Space for Unique Value
13:36 Strategy vs. Being Better than the Competition
19:26 Applying Strategy at Different Levels
33:32 Creating Unique Value: Double Down on Your Strengths
36:22 The Role of Strategy in Motivating Action
49:22 Using LinkedIn as a Marketing Tool for Service-Based Businesses
56:18 Sharing Your Unique Point of View through Writing and Speaking
01:00:26 The Importance of Marketing and Innovation in Business

Alex's Links:

AI-Generated Notes:

In this conversation, Jonathan and Alex discuss the concept of strategy and how it applies to businesses. They explore the importance of delivering unique value and finding a white space in the market.

Alex emphasizes that strategy is not about being better than the competition but about offering something different and making trade-offs.

They also touch on the relationship between strategy and positioning and how strategy can be applied at different levels, from businesses to individual employees.

In this conversation, Jonathan and Alex discuss the importance of creating unique value in business.

They explore how companies like Southwest Airlines and Domino's Pizza have successfully differentiated themselves by removing certain aspects of their industry and focusing on their strengths.

They emphasize the need to identify what sets you apart and double down on those strengths.

They also discuss the role of strategy, marketing, and innovation in creating unique value.

Alex shares his insights on strategy and how it is half about deciding what to do and half about motivating people to do it.

They also touch on the importance of LinkedIn as a marketing tool for solopreneurs and service-based businesses.

Takeaways

Strategy is about delivering unique value and finding a white space in the market.
Being better than the competition is not a strategy; it's important to offer something different.
Trade-offs are necessary to create space for unique value.
Strategy can be applied at different levels, from businesses to individual employees.
To create unique value, identify what sets you apart and double down on your strengths.
Strategy is half about deciding what to do and half about motivating people to do it.

Sound Bites

"Strategy is the unique value that your business puts out there into the world."
"Better equals the same. Better simply means we do the same as everyone else, but a little bit more."
"Strategy is when you draw a circle around everything and you have a set blueprint that tells you what to do with the product, what to do with the distribution, what to do with the marketing."
"They pulled away every single thing that is necessary to serve business customers adequately, which no one would ever do because business customers are the most lucrative type of customer."
"Look around at your competitors and pick the things that you're not that good at anyway and just stop doing them. Double down on the things that are already your superpower."
"Strategy is half about deciding what you're going to do and half about motivating people to do it."

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

An Insider's Perspective with Pranav Kale: How to LinkedIn

Jonathan Stark — Tue, 20 Aug 2024 06:00:00 -0400

LinkedIn Ghostwriter Pranav Kale joined me on Ditching Hourly to do a reverse interview about what I've learned during my recent experiment of posting daily on LinkedIn.

Pranav’s Links:

Website: https://www.pranavkale.com/
LinkedIn: https://www.linkedin.com/in/pranavkale120/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Matt Kerbis - Bridging the Justice Gap with Subscription Legal Services

Jonathan Stark — Tue, 13 Aug 2024 16:10:11 -0400

Matt Kerbis, also known as the Subscription Attorney, joined me on Ditching Hourly to share his novel approach to ditching hourly billing in the legal space with a subscription model.

Matt's bio from his website:

”My name is Mathew Kerbis, I’m The Subscription Attorney, and I believe subscriptions can help bridge the access to justice gap and incentivize attorneys to modernize and scale their practice like never before.”

Matt's links:

Website:
https://www.lawsubscribed.com/about

LinkedIn:
https://www.linkedin.com/in/kerbisverse/

Substack:
https://substack.com/@lawsubscribed

The Law For Kids Podcast:
https://www.lawforkidspodcast.com/

AI-Generated Info:

Summary

In this conversation, Jonathan Stark interviews Matt Kerbis, also known as the Subscription Attorney, about his novel approach to ditching hourly billing in the legal space with a subscription model. Matt explains how he offers affordable and accessible legal services through different subscription tiers based on the client's needs. He discusses the pricing structure, the scope of services provided, and the use of automation tools to streamline his practice. Matt also addresses the challenges and benefits of implementing a subscription model in the legal industry. Mathew Kerbis discusses his unique subscription-based law firm model and the client experience. He explains that while his model is one of a kind, there are other attorneys using the subscription model in different ways. Mathew highlights the importance of educating clients about the subscription model and the client portal. He also discusses the challenges of marketing a new business model and the slow process of building traction. Mathew emphasizes the value of problem avoidance and the benefits of being a generalist in the legal space. He advises those interested in experimenting with subscription models to start narrow and go broad.

Takeaways

Matt Kerbis offers affordable and accessible legal services through a subscription model.
The pricing structure includes different tiers based on the client's needs, with options for individuals, freelancers, and business owners.
Matt uses automation tools and no-code solutions to streamline his practice and deliver services efficiently.
Churn is a key consideration in the subscription model, and Matt focuses on delighting his clients to reduce churn and increase client satisfaction.
While a pure subscription model may not work for all legal services, a hybrid approach combining subscriptions and alternative fee-based pricing can be effective. Mathew Kerbis has a unique subscription-based law firm model that is one of a kind.
Educating clients about the subscription model and the client portal is crucial for their understanding and comfort.
Marketing a new business model can be challenging, especially in the legal space.
Building traction and gaining clients takes time and persistence.
Problem avoidance is a valuable selling point, and being a generalist can be advantageous in the legal industry.
For those interested in experimenting with subscription models, starting narrow and going broad is a recommended approach.

Sound Bites

"I'm the subscription attorney because I was sick and tired of billing time as an attorney."—MK
"My whole goal was accessibility while also still trying to be profitable."—MK
"People don't like talking to their lawyer. They have better things to do in their life."—MK
"There are probably hundreds of attorneys using the subscription model in some way."—MK
"I make it really easy to schedule a ‘no legal advice’, 15-minute introductory call with me."—MK

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ben Zettler - Pricing Tactics For Digital Agencies

Jonathan Stark — Tue, 23 Jul 2024 06:00:00 -0400

Ben Zettler, owner and founder of Zettler Digital, joined me on Ditching Hourly to discuss pricing tactics for agencies.

Ben's Links:

AI-Generated Stuff:

SUMMARY

Ben Zettler, owner and founder of Zettler Digital, joins Jonathan Stark to discuss value pricing for agencies. Ben shares his background in sports and how he transitioned into building his agency. They discuss the initial conversations with potential clients, the importance of understanding their needs and goals, and how to convert those conversations into proposals. Ben also talks about the value of offering free work, conducting audits, and providing strategy sessions to build trust with clients. They explore the use of data to quantify the potential impact of their services and the challenges of pricing for smaller businesses. Ben Zettler discusses the ideal clients for his agency and the different options he offers them. He emphasizes the importance of working with decision-makers and the challenges of communicating value in proposals. Ben also talks about the shift in his business from project-oriented work to retained services. He shares his experience with client churn and the need to constantly find new opportunities. Ben provides insights into pricing and the difficulties of structuring fees for ongoing services. He concludes by highlighting the value of LinkedIn for marketing and networking.

TAKEAWAYS

Understanding the client's needs and goals is crucial in creating a proposal for value pricing.
Offering free work, such as audits and strategy sessions, can help build trust with potential clients.
Quantifying the potential impact of services using data can help justify pricing.
Smaller businesses may be more hesitant to share revenue information, but it is important to understand the potential impact of services.
The market has shifted towards longer decision timelines and more evaluation of service providers. Working with decision-makers is ideal in most situations, regardless of the size of the business.
Communicating value in proposals can be challenging, especially when clients compare prices to other services.
Shifting from project-oriented work to retained services can provide stability and consistent revenue.
Client churn is inevitable, so it's important to constantly find new opportunities and maintain a marketing engine.
Pricing ongoing services can be difficult, and it's important to consider the value provided and the client's budget.
LinkedIn is a valuable platform for marketing and networking in the services industry.

CHAPTERS

00:00 Introduction and Background
08:14 Offering Free Work to Build Trust
17:17 Converting Conversations into Proposals
23:03 Quantifying the Potential Impact of Services
27:26 Challenges of Pricing for Smaller Businesses
31:07 The Shifting Market for Service Providers
35:44 Shifting to Retained Services
41:15 Dealing with Client Churn
46:19 Pricing Ongoing Services
53:11 Leveraging LinkedIn

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Erin Austin - The Intersection of AI, Copyright, and Plagiarism

Jonathan Stark — Tue, 09 Jul 2024 06:00:00 -0400

Strategic lawyer and IP expert Erin Austin joined me on Ditching Hourly to talk about the intersection of plagiarism, copyright infringement, and generative AI.

Erin's Bio

A graduate of Harvard Law School, Erin Austin is a strategic lawyer and consultant who uses her 25+ years of practicing law, including roles as COO and general counsel at large and small IP-driven companies, including Warner Brothers, Lionsgate (formerly known as Artisan), MGM, Teaching Strategies, and M3 USA Corp, to help female founders of expertise-based firms build and protect saleable assets so that the business is ready to sell when the founder is ready to exit.

Erin's Links

AI-Generated Stuff

Summary

In this conversation, Jonathan Stark and Erin Austin discuss the legal and ethical issues surrounding AI. They explore the difference between plagiarism and copyright infringement, the ethical obligations of giving credit, and the copyright protection of AI-generated content. They also touch on the parallel between AI and ghostwriters, the copyright situation with reference materials like encyclopedias, and the challenge of tracing ideas back to their original source. The conversation explores the impact of digital technology on copyright and intellectual property. They discuss the ease of copying and plagiarism in the digital age, the potential for copyright infringement with AI-generated content, and the importance of copyright registration. They also touch on the challenges of compensating creators in the age of AI and the potential for job disruption. Overall, they express optimism about the benefits of AI while acknowledging the need for responsible use.

Takeaways

Plagiarism is the ethical breach of stealing someone else's ideas, while copyright infringement is the legal issue of using someone's protected work without permission.
AI-generated content is not eligible for copyright protection because it is not created by a human, but there are gradations of AI involvement that can still receive protection.
There is little ethical breach in not crediting AI for its output, as AI is not the creator of ideas, and the output is often not considered thought leadership.
When using AI-generated content, it is important to ensure that it does not infringe on someone else's copyright and to add a layer of creativity if you want to be eligible for copyright protection.
The copyright situation with AI is complex and depends on factors such as the level of AI involvement, the nature of the work, and the agreements in place.
Tracing ideas back to their original source can be challenging, and the expression of ideas is what is protected by copyright law, not the ideas themselves. The digital nature of content makes it easier to copy and plagiarize, leading to copyright infringement.
Copyright registration is important to protect intellectual property rights and provide evidence of ownership.
AI-generated content raises questions about compensating creators and the need for new licensing models.
Job disruption is a concern with the rise of AI, but a slow transition may allow for adaptation and new opportunities.
Responsible use of AI is crucial to avoid ethical and legal issues.

Sound Bites

"We do not have ethical obligations to AI. It is not the creator of any ideas."
"Are we getting something that would be considered thought leadership? And my experience is that we aren't."
"AI-generated content is not eligible for copyright protection because US copyright law requires that the original content be created by a human."
"I assume there's some sort of AI, something that can change it for them."
"You can kind of be copyrighted out of your own stuff."
"When there are billions of data points out there, how are you going to compensate all the people who may have rights in the data sets?"

Chapters

00:00 Introduction and Background
05:01 Ethical Obligations of Giving Credit to AI
09:46 Copyright Protection of AI-Generated Content
20:50 Copyright Situation with Reference Materials
27:50 Challenge of Tracing Ideas Back to Their Source
30:50 Introduction and Digital Nature of Content
36:10 Copyright Infringement and Remixing in Music
39:26 Compensating Creators and Copyright Ownership
41:12 Ownership of User-Generated Content on Platforms
44:41 AI's Collection of Data and Privacy Concerns
48:23 Optimism about AI and Responsible Use
51:10 Job Disruption and Transition with AI
53:45 Conclusion and Where to Find More Information

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Eden Vidal - Productizing Design Sprints and Converting The Hourly

Jonathan Stark — Tue, 02 Jul 2024 06:00:00 -0400

Co-founder and Head of Design at Under, Eden Vidal, joined me on Ditching Hourly to talk about productizing design sprints, optimizing your business to suit your personality, and convincing contractors to ditch hourly billing.

Eden's Links:

AI Summary:

Eden Vidal, a designer and developer, shares his success with value-based concepts for his design studio. He specializes in brand sprints, a niche methodology for running branding processes for young technology companies. The brand sprint focuses on creating a brand story and developing a visual language, primarily for the homepage of a website. Eden emphasizes the importance of speed and delivering quick and fancy results for startups. The ideal clients for brand sprints are funded startups that already have some branding but feel a mismatch and a need for a quick and premium solution. Eden discusses his approach to managing his time between brand sprints and his own creative projects. He explains that while his wife focuses on optimizing brand sprints, he wants to pursue more and work on his own entrepreneurial ventures. They also discuss the challenges of transitioning from hourly contracts to fixed-price projects and the importance of clear communication and expectations. Eden shares his experience of hiring contractors and the benefits of focusing on delivering results rather than selling time. They also explore the idea of creating a platform that simplifies the process of defining project requirements and finding the right freelancers.

Chapters

00:00 Introduction and Background
06:22 The 10-Day Brand Sprint Process
08:38 Ideal Clients for Brand Sprints
29:16 Balancing Brand Sprints and Personal Creative Projects
37:36 Transitioning from Hourly Contracts to Fixed-Price Projects
42:18 The Benefits of Delivering Results Instead of Selling Time
53:01 Simplifying the Freelancer Hiring Process with a Platform

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Sam Browne - Growing Your Audience on LinkedIn

Jonathan Stark — Tue, 25 Jun 2024 06:00:00 -0400

Sam Browne, lifestyle entrepreneur and LinkedIn expert with more than 100k followers joined me on Ditching Hourly to share his insights on growing your audience on LinkedIn.

Sam’s Links:

LinkedIn: https://www.linkedin.com/in/sam-browne/
Gumroad: https://sambrowne.gumroad.com/

Takeaways

Know what you want to be known for on LinkedIn and focus on educational content to build authority.
Map out a series of questions to answer in your content and use case studies and testimonials to showcase the value of your work.
Engage with comments on your own posts and on other people’s posts to build relationships and expand your network.
Frequency of posting is flexible, but consistency is key. Replying to comments on LinkedIn posts is important, especially for thoughtful and insightful comments.
Engaging with other creators’ posts can help expand your reach and build relationships.
Using carousels and images in posts can increase visibility and engagement.
Avoid including links in posts to maximize reach, but consider using them in comments to drive traffic and build relationships.
Engaging with comments can lead to valuable insights and growth opportunities.

Sound Bites

“Pick the thing that is going to be the most effective for you to monetize.”
“Case studies are a great way to show the value of working with you.”
“Post with whatever frequency is comfortable for you, ideally no less than once a week.”
“I always try and repay people who take the time to comment on my posts.”
“You don’t need that many people who are showing up and enjoying your posts every time you post to create real momentum on LinkedIn.”
“A post can take on a new life like six hours later, eight, eight, 10 hours later.”

Chapters

00:00 Introduction and Background
07:29 Setting Up Your Profile for Success
24:00 Showcasing the Value of Your Work
28:13 Engaging with Comments and Frequency of Posting
30:34 Engaging with Other Creators’ Posts for Reach and Relationships
36:28 Using Carousels and Images to Increase Visibility
45:29 Maximizing Reach by Avoiding Links in Posts
48:34 Driving Engagement and Building Relationships through Comments

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Kevin Freidberg - Need a Website? Start with Email

Jonathan Stark — Tue, 04 Jun 2024 06:00:00 -0400

Long-time friend-of-the-show Kevin Freidberg joined me on Ditching Hourly to share how he helps freelancers and consultants create effective websites by starting with email conversations.

Kevin's Links:

https://marketyourselffirst.com/

AI-Generated Info:

Summary

Kevin Friedberg shares his approach to helping freelancers and consultants create effective websites by starting with email conversations. He suggests that instead of focusing on building a website, which can be overwhelming and time-consuming, freelancers should start by writing emails that address the problems their clients are facing. These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website. Kevin also shares his strategy for growing an email list using LinkedIn, where he sends personalized messages to potential subscribers. Overall, his approach emphasizes the importance of one-on-one conversations and providing value to potential clients.

Takeaways

- Instead of starting with a website, freelancers and consultants can begin by writing emails that address the problems their clients are facing.
- These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website.
- LinkedIn can be a valuable platform for growing an email list by sending personalized messages to potential subscribers.
- The key to success is providing value and engaging in one-on-one conversations with potential clients.

Sound Bites

"A website, it's not a one-on-one conversation. An email is."
"You'll have this conversation with someone, and they go off... they like brain dump about the problems that they solve for their clients. And it's gold. It's great."
"I'm obsessed with the very idea of a one-on-one conversation. I just don't understand how else to do it."

Chapters

00:00 Introduction and Pain Points
03:05 Starting with Email Conversations
13:10 Using LinkedIn to Grow Your Email List
25:31 Transitioning from Emails to Websites
28:31 Conclusion and Next Steps

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Residential Architect Jason Comer

Jonathan Stark — Tue, 07 May 2024 06:00:00 -0400

Residential architect Jason Comer joined me on Ditching Hourly to brainstorm how he might migrate from commodity labor to productized leverage with his expertise in home design. Even if you're not an architect, I think you'll find the discussion useful.

Jason’s Website:

https://www.jasoncomerarchitect.com/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jason Cohen - Why AI is Different, the Paradox of Niching Down, and Writing as Legacy

Jonathan Stark — Tue, 30 Apr 2024 23:37:42 -0400

WP Engine founder Jason Cohen joined me on Ditching Hourly to talk about why AI is different from other big tech advancements. We also discussed why niching down in a single ideal customer profile will bring you 10x more customers than you expect and how a regular writing practice makes the world a better place (and maybe even builds a legacy).

Jason’s Links:

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Corey Quinn - The Benefits of Selling to Anyone, Not Everyone

Jonathan Stark — Tue, 09 Apr 2024 06:00:00 -0400

Corey Quinn joined me on Ditching Hourly to discuss his excellent new book, “Anyone, Not Everyone.” In it, Corey shares insights on deep specialization, selecting a target vertical market, and using gifts like cookies to transform outbound marketing.

Corey's Links:

0:00 - Episode intro
0:17 - About Corey Quinn and his background
1:30 - Corey's ideal client: agency founders doing $1-5M and looking to specialize
3:07 - Benefits of specializing in a vertical market vs. skillset
5:17 - How to define a vertical market
7:19 - Detecting traction in a potential vertical to specialize in
11:33 - Identifying a vertical market that's the right size (2,000-10,000 businesses)
15:25 - How specializing enables you to speak your target market's language
17:35 - Creating a "point of view" to differentiate beyond just positioning
22:33 - Shifting from founder-led sales through deep specialization
25:09 - Using gifting (like cookies) to transform outbound marketing
30:42 - Creating an ongoing gifting campaign, not just a one-time gift
32:21 - Reaching your target market in multiple channels beyond just gifting
37:46 - The multi-million dollar cookie budget that drove Scorpion's growth
41:17 - Adapting this approach for smaller shops through focus and consistency
45:01 - Advice for soloists: specialize, do thought leadership, focus on dream clients
48:54 - Consistently engaging with a target industry year after year to build trust
50:34 - Where to find Corey's book and other free resources

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Why Niching Down Isn't Boring with Geraldine Carter

Jonathan Stark — Tue, 26 Mar 2024 06:00:00 -0400

Geraldine Carter and I swapped interviews about why niching down doesn't lead to boredom.

Geraldine's Links:

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

JS on SuiteScript Stories with Tim Dietrich and Eric Grubaugh

Jonathan Stark — Tue, 19 Mar 2024 06:00:00 -0400

Tim Dietrich and Eric Grubaugh invited me to join them on SuiteScript Stories to talk about the pros and cons of a platform specialization, the paradox of positioning, and, of course, the horrors of hourly billing.

Tim and Eric were kind enough to let me post the interview here on Ditching Hourly, but if you're a NetSuite developer, you should check out their podcast at https://suitescriptstories.com/

We discuss:

Jonathan's and Tim's shared history in the FileMaker Pro space
Jonathan's AHA moment when he realized hourly billing was killing his business
The misaligned financial incentives created by hourly billing
How specializing in a narrower target market amplifies your opportunities
The various forms of specialization: Vertical, Horizontal, Platform
The obstacles an agency faces when trying to specialize

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Joe Quadara - From Fighting Fires to Lighting the Way: How Expertise Creates Leverage in Consulting

Jonathan Stark — Tue, 30 Jan 2024 06:00:00 -0500

Indie game consultant Joe Quadara (aka Joe Q) joined me on Ditching Hourly to share his journey from putting out fires for indie game studios to advising them to accurately scope and fund their projects.

Joe's Links:

Joe's website: Recurver
Joe on LinkedIn

AI Summary:

In this episode, game developer turned consultant Joe Quidara shares his journey from putting out fires for game studios to helping studios accurately scope and fund their projects. He explains how developing deep expertise about the indie game industry allows him to quickly assess and advise studios, creating leverage in his consulting business.

Chapters:

[00:00:00] Introductions

[00:07:00] The size of the video game market

[00:10:00] What is indie game consulting?

[00:14:00] The appeal of weird, indie games

[00:19:00] What an indie game studio looks like

[00:23:00] From firefighting to preventing fires in game studios

[00:28:00] Helping studios accurately scope and fund projects

[00:32:00] Creating a sustainable indie game studio model

[00:35:00] Leveraging expertise to streamline the consulting process

[00:41:00] The benefits of specialization for consultants

[00:46:00] Keeping an open mind while leveraging expertise

[00:48:00] Conclusion

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Bryan Strawser - Breaking Seven Figures For The First Time

Jonathan Stark — Tue, 09 Jan 2024 22:39:12 -0500

Bryghtpath CEO and Ditcherville lifetime resident Bryan Strawser joined me on Ditching Hourly to share the secrets behind his huge business wins in 2023.

Bryan's Links:

Website: https://bryghtpath.com/
YouTube: https://www.youtube.com/c/Bryghtpath
Podcast: https://bryghtpath.com/resources/managing-uncertainty-podcast/
LinkedIn: https://www.linkedin.com/in/bryanstrawser/

Summary (ai generated):

In this episode of Ditching Hourly, Jonathan Stark interviews Bryan Strausser of BrightPath about how positioning his consulting firm and using program evaluation "roadmaps" as a first engagement with clients has led to major growth and 7-figure revenue. They discuss Bryan's journey from generalist consultant to focused niche positioning, using content marketing and authority building to attract ideal clients, the roadmapping process to diagnose client needs before prescribing solutions, how to price and sell high-value services, and building ongoing managed services for recurring revenue.

Chapters:

[00:00:00] Introduction

[00:02:00] From generalist to focused positioning

[00:08:00] Attracting clients through content marketing

[00:13:00] Client onboarding with program evaluation roadmaps

[00:21:00] Using the podcast to build authority

[00:25:00] The importance of positioning

[00:28:00] Pricing and selling high-value services

[00:36:00] The roadmapping sales process

[00:44:00] Writing effective proposals

[00:51:00] Increasing profits through pricing

[00:53:00] Growing through managed services

[00:56:00] Conclusion

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jonathan on Everyone Hates Marketers with Louis Grenier

Jonathan Stark — Tue, 14 Nov 2023 06:00:00 -0500

The handsome and talented Louis Grenier had me on Everyone Hates Marketers to go behind the scenes on how I run my business.

Much to my delight (and true to form), he asked very specific and pointed questions so we could avoid the typical BS you hear on business podcasts.

It's also on YouTube if you prefer to watch:

Watch Now »

Louis’ Links:

https://www.everyonehatesmarketers.com/links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alexander Lapa - The Non-Profit Salesforce Guy

Jonathan Stark — Tue, 24 Oct 2023 06:00:00 -0400

Alexander Lapa joined me on ditching Hourly for a tour-de-force journey through the paths available to tech folks operating with a post-hourly mentality.

Talking Points:

Setting fixed prices and sticking to them can result in profitable client relationships.
Specializing in a specific target market, such as nonprofits, improves marketing efforts and increases client trust.
Value-based pricing allows for more freedom and flexibility, including the ability to take vacations without compromising income.

Alex's Links:

LinkedIn: https://www.linkedin.com/in/alexanderlapa/
Consulting: https://dryadconsulting.com/
Product: https://dryadreceipting.com/
Newsletter: https://thegoodenoughconsultant.com/
Podcast: https://dryadconsulting.com/podcast

Notes:

(AI generated)

Salesforce architect Alexander Lapa shares his journey of transitioning from hourly billing to fixed pricing in the nonprofit industry.

He discusses the motivations behind the switch, the challenges faced, and the significant benefits experienced through value-based pricing.

Lapa emphasizes the importance of scoping projects, creating template proposals for efficiency, and offering advisory and mentoring services tailored to each client's unique needs.

The shift to fixed pricing improved client relationships, increased revenue, and provided more freedom and flexibility.

Additionally, the transcript highlights the advantages of customizing the Salesforce platform for specific organizational requirements, de-risking the investment, and increasing ROI.

Also explored are the processes, challenges, and benefits of building apps on the Salesforce platform, as well as the value of being on Salesforce's AppExchange.

Lapa shares insights on patience and understanding when working with Salesforce and offers valuable advice for beginners in the field.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Rod Aparicio - The Myth of Personal Brand

Jonathan Stark — Tue, 19 Sep 2023 06:00:00 -0400

Fellow daily emailer and No-BS marketer Rod Aparicio joined me on Ditching Hourly to bust the myth of personal branding.

Rod’s Links

AI Summary

In this episode, Jonathan Stark and guest Rod Aparicio discuss the concept of personal brand and its misconceptions. They emphasize that personal brand is more about influencing perceptions rather than controlling how one is perceived. The importance of authenticity and credibility in building a personal brand is highlighted, along with the distinction between brand and reputation. The episode also explores the relevance of personal branding for solopreneurs and small businesses, emphasizing the need for positioning oneself and focusing on the needs of the target market rather than obsessing over self-image or becoming an influencer. Credibility and trust are emphasized as crucial factors in attracting and retaining clients for solopreneurs.

Key Points

Authenticity can be defined differently, with some emphasizing being true to oneself and others focusing on being different from others.
Building a personal brand requires a curated version of oneself, but should align with one's values and not be hypocritical.
Aspiration is the desire to become something, while inspiration is the internal motivation to do what one truly wants.
Aspiration in personal branding could lead to a lack of authenticity and failure.
Positioning oneself based on alignment and targeting the right audience is more valuable than building a personal brand.
A credible offer, backed by testimonials, case studies, and referrals, builds trust with potential clients.
Personal branding can lead to a sense of desperation and may not result in long-term success.

Best Quotes

“A personal brand is mainly how people can control how they want to be seen and perceived by others.”
“A reputation can be linked to a person, and a brand is something that you make artificial.”

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Zach Stevens - Going from Zero to $36k MRR with a Product-Marketing-as-a-Service Subscription Business

Jonathan Stark — Tue, 12 Sep 2023 06:00:00 -0400

Graphic designer, product marketer, and co-founder of Conversion Factory, Zach Stevens, joined me on Ditching Hourly to explain how he and his co-founders went from zero to more than $36k MRR in one month with a productized subscription business that helps SaaS teams turn traffic into revenue.

Zach's links:

Talking Points:

The fear of not being able to fulfill client expectations led to starting small with a hypothesis-driven approach.

Communication is primarily done through asynchronous channels like Notion and Loom, with some exceptions for in-person meetings.

Building rapport with clients and providing detailed explanations of deliverables enhances communication and feedback.

Centralizing communication efforts avoids the nightmare of having to navigate multiple platforms and channels.

Work-life harmony is about acknowledging that work and personal life will fluctuate in priority.

Quotable Quotes:

“Our conversion rate only had to be in the thousandths of a percentage point to be booked solid.”

“We only wanna take on five clients at one time to see how well we manage the workload.”

“More than half of our clients right now are on a higher strategy-based $9k/mo tier.”

“At the initial onset, it did feel like there was a lot going on, but then it kind of fizzled out, and things got a lot smoother.”

“We love using tools like Loom, anything that we can do to make it feel like we are in the room with them.”

“If you follow this model and it works, you’re going to have way more concurrent clients than you’re used to.”

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

David Shriner-Cahn - Helping Corporate Refugees Start, Run, and Grow Their Own Businesses

Jonathan Stark — Tue, 22 Aug 2023 06:00:00 -0400

David Shriner-Cahn of Smashing the Plateau joined me on Ditching Hourly to talk about how longtime corporate execs can increase the odds of going out on their own successfully.

Key Points

Taking the leap into entrepreneurship can be daunting, but with the right support and mentorship, it is possible to build a successful business.
It's important to decide whether you want to look for another job or truly commit to building a business, as both require different mindsets and energies.
Make the decision between being your own boss or maintaining the comfort of a steady paycheck.
Understand the differences between being an employee and an entrepreneur.
Identify your current stage in the transition and determine any obstacles holding you back.
Validate your business idea by having conversations with people in your target market, industry experts, and potential clients.
Joining a community of like-minded entrepreneurs can provide collaboration opportunities and support.

Best Quotes

"My mission in life is to help corporate refugees start, run, and grow their own businesses so they can do more of what they love and get paid what they're worth."

"I was doing what I was taught to do in engineering school, which is to focus on solving engineering problems. What I didn't focus on was the fact that the company that I worked for had lost a huge portion of their business and ended up firing a significant chunk of the staff."

"In those days, the model was you went to work for one of these big companies, and if you stayed there, usually it was like 20 plus years, you were eligible to receive a pension. And in those days, pensions were a defined benefit. So you really needed to be with one of these companies for a long time."

"I really wanted to figure out a way to just be in control of my career and my family's financial health in a way that I knew that I wouldn't be as an employee."

"At some point, you need to make a decision about whether you're going to look for another job or build a business because they require very different mindsets and activities."

"What's way better is to talk to three kinds of people about the problem."

"If you're looking for something that you can sell in your sleep, you know, an evergreen, like a digital product, then it would be a do-it-yourself."

David’s Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Luke Willis - $39k Launch

Jonathan Stark — Thu, 17 Aug 2023 06:00:00 -0400

Our resident crypto/web3 expert and longtime friend of the show, Luke Willis, re-joined me on Ditching Hourly to talk about how having a weekly podcast and daily mailing list contributed to a product launch that generated $39k in 24 hours.

Luke’s Links:

Summary

In this episode, Luke Willis discusses the successful launch of KAP, a blockchain app offering NFT name services. He reveals the mechanics behind the launch, the problem it solves, and the unique features of KoinOS blockchain. Luke shares how he generated $39,000 in just 24 hours and the key factors that contributed to his success. Additionally, Luke highlights the journey of building trust within the blockchain community, their initial DAPs, launch strategy, and positive reception. They provide a platform demonstration and emphasize the power of blockchain technology. Furthermore, Luke emphasizes the benefits of having a podcast and mailing list to build trust, authority, and attract a loyal audience for a successful launch.

Key Points

Luke Willis shares his experience and success in launching the KAP blockchain app.
Pricing for KAP is based on the length of the name, with options available for various budgets.
Experienced a spike in sales during the initial launch, followed by steady sales in the following weeks.
Plan to expand the platform by launching a free tier, enabling users without coins to access and utilize the platform’s features.
Launching during a crypto winter can still be successful.
Speculating on tokens can lead to potential profits in the future.
Building trust and authority through consistent content publishing.

(Generated by podcastshownotes.ai)

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Data Engineer Denis Gontcharov

Jonathan Stark — Wed, 16 Aug 2023 06:01:00 -0400

Denis Gontcharov joined me on Ditching Hourly for a coaching call to help brainstorm a positioning statement for his data consulting business targeting the aluminum industry.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

John Grant - Streamlining Delivery Workflows for Lawyers

Jonathan Stark — Tue, 15 Aug 2023 06:00:00 -0400

The Agile Attorney, John Grant, joined me on Ditching Hourly to share how he helps his clients transition from inefficient workflows, WAY too much work, and low margins, to efficient workflows, a comfortable amount of work, and higher profits.

Key Points

Expectations for attention to detail and planning increase in high-dollar professional services like law practices.
Many law practices lack upfront planning and make assumptions based on past experiences.
Transition planning is often triggered by the need for change in firms that have been operating in the same way for many years.
Maximizing employee utilization can lead to gridlock and hinder growth.
Phased flat fees, where different phases of a case or project are billed at a flat rate, provide flexibility and room for adjustment.
The desire for fixed pricing and the potential for higher rewards motivates software developers to move towards productization.
In the legal industry, professionals are transitioning from delivery work to strategy work.

Best Quotes

“When the lawyer does plan, oftentimes they plan for this sort of ideal situation.”
“If you are constantly having to do QA on other people’s work, it’s really hard to feel like you’re ever gonna get off that hamster wheel.”
“The beautiful thing is that if you take the time and you begin to express your quality standards in a written form, then you can actually push those standards upstream.”
“I think there’s been a ton of movement away from hourly billing. I think there’s more movement than most people in the profession want to recognize.”
“Different ways of exchanging value for their services than they were certainly when I first hung my shingle back in 2008.”
“It turned on this mechanism in my brain that immediately started asking, ‘How can I make this more effective and efficient, quicker, less work for me without cutting corners?’”
“So it’s like even if they came close to what they would’ve made hourly, they have set themselves up in a way that they can deliver that thing probably in half of the time for the same money.”

John's Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

James Williams - Fractional CTO Masterclass

Jonathan Stark — Tue, 01 Aug 2023 06:00:00 -0400

James Williams of Cofebe.com joined me on Ditching Hourly to give what amounted to a masterclass on how to avoid failure and delight clients as a fractional CTO.

“The chance of failure increases proportionally with you accepting what the client tells you what to do.”

“If you accept 100% of your client’s suggestions and three months from they can’t launch or it fails, guess whose fault that is.”

“If you keep the narrative on the goal, you can avoid debates about scope.”

“I lead with questions from the back.”

“I ask a trillion questions upfront to disqualify prospects before considering pricing.”

“I’d rather take the advisory part and use the client’s dev team whenever possible.“

“I’d rather use their team than mine.”

”We don’t even do scope of work.“

“It’s not about the hours. It’s about the outcomes.”

“To guide the engineers, I write paragraphs on how the client should feel at every demo and what the qualitative goal should be.“

“My goal is always to get smaller, not bigger.”

James’ Links

Website: https://www.cofebe.com/
Courses: https://courses.cofebe.com/
LinkedIn: https://www.linkedin.com/in/jdubyou/
Substack: https://jdubyou.substack.com/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Michael Zipursky - Selling Consulting Into Large Organizations in 2023

Jonathan Stark — Thu, 27 Jul 2023 06:00:00 -0400

Guest Bio

Michael Zipursky – Michael has consulted for organizations and advised leaders throughout North America, Europe, Asia, Africa, Australia, and the Middle East in over 30 industries, from service providers to billion-dollar multi-national corporations, including Panasonic, Dow Jones, Financial Times, Royal Bank and many others.

Michael is an in-demand speaker and gives keynotes and workshops for the Certified Management Consultants Association, Canadian Internet Marketing Conference, Social Media Camp, and others.

Michael’s work has appeared in MarketingProfs, Huffington Post, Financial Times, FOX Business, Maclean's, HR Executive, Business Edge, Marketing Magazine, and in several other media and publications.

He is the author of 5 books, including:

Follow Michael on Twitter @MichaelZipursky and LinkedIn Michael Zipursky or learn more at his website: ConsultingSuccess.com

And here's the fees guide that Michael mentioned on the show:

What Consultants Really Charge In 2023

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ron Baker - Time’s Up!

Jonathan Stark — Tue, 18 Jul 2023 06:00:00 -0400

Pricing legend Ron Baker joined me again (for a record-setting fourth appearance!) on Ditching Hourly to talk about the nuances of the subscription model for service business.

Talking Points

Subscription pricing is becoming increasingly prevalent, with the subscription economy projected to reach $1.5 trillion by 2025.

Pricing tiers can be implemented based on the range of services offered, providing flexibility for customers.

Providing outcomes and guiding transformations creates a better customer experience.

Non-rival assets, such as knowledge and ideas, can be leveraged through subscriptions, allowing professionals to serve more clients simultaneously.

Wasting customers' time is a major downfall in many professional firms, and subscriptions can help mitigate this by fostering consistent and meaningful client interactions.

Subscription is a straightforward pricing model that offers a set price for a defined range of services or products.

There is a potential shift towards performance-based payment models, where sellers are paid based on results rather than promises.

Quotable Quotes

“The more services we pile on brick by brick, we add more value.”

“If you're going to the market with an uncommon offering, you're commanding uncommon prices.”

“You are building lifetime annuities that are worth more than it costs you to acquire them.”

“A business model explains where revenue will be earned when services are provided free of charge.”

“I do think it's a way station. I think we'll move to a world where we're actually paid for performance and not promises.”

“We're too busy selling services brick by brick by brick by brick. And that's not where our value is.”

Ron’s Links

Twitter: https://twitter.com/ronaldbaker
LinkedIn: https://www.linkedin.com/in/ronbaker1/
The Soul of Enterprise: https://www.thesoulofenterprise.com/
Times-up Club: https://timesupclub.com/
Verasage: https://www.verasage.com/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ryan Golgosky - Productized Subscription Model for Web Design

Jonathan Stark — Tue, 20 Jun 2023 06:00:00 -0400

180Sites.com founder Ryan Golgosky joined me on Ditching Hourly to explain in detail how his web design company manages to add and service more than 30 new clients per month!

Ryan’s Links:

180sites.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Song Of Significance with Seth Godin (TBOA #285)

Jonathan Stark — Tue, 13 Jun 2023 06:00:00 -0400

Cross-post from The Business of Authority:

Seth Godin joins us again, this time to answer the core question in his brand-new book “The Song of Significance”:

What does it take to do work that matters?

Talking Points

Why right now is the best time ever to make a significant contribution to the change you want to see in your world.

The importance of focusing on the smallest viable audience to accomplish significant work.

How to transform your work into your art (hint: it includes the story you tell yourself about where you’re going).

Why “soft skills” need to be considered as “real skills”—and why they are often far more valuable than skills that can be easily measured.

What to tell yourself to push past imposter syndrome.

Quotable Quotes

“It's way more likely that adroit, committed, passionate, smart people are going to realize they have more tools than anyone on Earth ever had before.”—SG

“What I'm trying to help undo is industrial brainwashing and remind people that significance comes from making a change in the world.”—SG

“I've done more than 200 projects in my career. I've never missed a budget, and I have never missed a deadline. And the reason is that when I run outta time, or I run outta money, I'm done.”—SG

“The key to significant work, particularly for the soloist you're talking about, is understanding the power of the smallest viable audience. The goal cannot be the biggest possible audience, ‘cuz that will water down your work and wreck it.”—SG

“Part of my contribution is helping people tell themselves a story so they can transform parts of their day from work to art.”—SG

“Real skills are honesty, generosity, leadership, connection, charisma, creativity, a sense of humor.”—SG

“We have filled our lives with dangerous, ineffective proxies. Things we measure that look like they're gonna give us a hint as to what we're gonna get, but they don't.”—SG

“People say, how do I get rid of imposter syndrome? And I say you can't. And that's a good thing because feeling like an imposter is a symptom that A, you're not a sociopath, and B, you're actually doing something difficult. Something important, something that might not work, something you can't prove because you're leading.”—SG

Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Denis Čahuk - Building Autonomous Engineering Teams

Jonathan Stark — Tue, 06 Jun 2023 06:00:00 -0400

Denis Čahuk (aka “Coach Denis”) joined me on Ditching Hourly to share his experiences as an engineering team coach in the tech industry.

He discusses his coaching approach of on-the-job training, or just-in-time training, and his focus on helping tech leaders improve modularity and productivity. He also shares insights on attracting leads, ideal buyers, expensive problems, and improving ROI. Additionally, he discusses his strict KPIs, pricing model, cancellation of sprints, use of JIRA, and minimal rituals for successful teams.

05:50 - “My ideal buyer is a tech lead, an engineering manager, some kind of VP, or a tech technical leader in engineering that has direct reports who are individual contributors.”
17:51 - “It is really easy to avoid Friday releases if you plan not to do them.”
22:22 - “I wrote a script that mimicked doing exactly what the dev did, but it took them two hours, and my script runs it in 40 seconds.”
33:29 - “They would waste 30 minutes every day just checking, ‘Wait, do you mean the thing thing or the other thing thing?’”
36:35 - “But what we are measuring with that last subjective metric is essential. And if the team did well this sprint, did they celebrate?”
47:31 - “I encourage them to cancel the sprint once the team is no longer following the goal.”

Related links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Geraldine Carter - Finding Your Niche: Tackling Objections and Getting Traction

Jonathan Stark — Tue, 30 May 2023 06:00:00 -0400

Longtime friend-of-the-show and “three-peat” guest Geraldine Carter returns to go deep on the trials, tribulations, and benefits of niching down on a target market.

Talking Points

Going all in and telling everyone where you’re headed is key to getting traction
If starting from scratch, think about what gets you excited and what kind of work you enjoy doing
Don’t be afraid to be transparent with existing clients when transitioning to a new niche
Managing cash flow is crucial during the transition period
Not getting traction feels uncomfortable but should be serially solved, while not fitting into a niche is a feeling of discomfort that doesn’t go away
Niching down has many advantages, including having your own set of people and having more control over your calendar
ACFA can sell certain kinds of financial advisory products and services, but it’s more common for certified financial planners and financial advisors

Quotable Quotes

04:27 “They know down deep inside where they wanna be, but they just haven’t given themselves time and space or permission to let that idea surface as a possible business model.”
21:50 “Once you dive into your niche, you realize just how much there is to learn.”
24:01 “It’s almost like a process of elimination where they need to know what wrong feels like in order to know what Right feels like.”
26:32 “Who do you like working with? What gets you excited? What are the things that you think about when you can’t help thinking about them?”
31:49 “It’s not the curfuffle that you imagine it’s going to be in your mind.”
35:19 “There are a lot of pieces, there are a lot of moving parts, and it includes you having a good product, you talking about that product, but also not just talking, but speaking compellingly about the product.”
41:15 “CPAs do have it easy in a way, and it’s fair that they are in a profession that is in some ways legally required to purchase the service of.”

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dr. J.J. Peterson - Building A Business Beyond Hourly Billing

Jonathan Stark — Tue, 23 May 2023 06:00:00 -0400

Dr. JJ Peterson, head of StoryBrand, joined me on Ditching Hourly to explain why he says, “You can't build a business on hourly billing.” JJ emphasizes the importance of value pricing and project-based billing for delivering results and customer satisfaction. He offers advice on storytelling and differentiation, finding your target audience, and building an email list for lead nurturing.

Talking Points

Building value-add strategies is crucial to satisfying your customers
Professional pricing is focused on value for each project, not solely billable hours
Value pricing involves reverse engineering and scoping based on different budgets
Productized services can help predict income and make services profitable over time
Storytelling is a powerful tool for making sense of information and engaging customers
Mailing lists and podcasts can increase awareness and trust
Find platforms where your target audience hangs out and offer value before selling

Quotable Quotes

07:16 “Showing clients what kind of return they're going to get is a huge way to position yourself as value in the field.”
22:00 “Story takes a bunch of information that's out there and puts it all in a form that makes sense to somebody.”
29:00 “It's not about you, it's about what your skills and experience do to solve their problem.”
35:28 “Clarify your message first. Figure out what your messaging is gonna be before you do spend money on anything, creating anything else.”
37:33 “You wanna be on those stages. Then the second part about that is once you figure out where you wanna be, you wanna go into those places, and you wanna add a ton of value, don't wanna actually go in and sell.”
39:25 “Building your audience with free stuff and then charge quote unquote for the next level, which is to get your email address.”
47:07 “What you bring to businesses and the problems that you solve and the value that you bring is huge. So don't sell yourself short.”

J.J.'s Bio

Dr. J.J. Peterson has used the StoryBrand Framework to help thousands of organizations clarify their message in order to grow their business. He teaches leaders how to leverage the power of story in marketing and messaging to get results through his Marketing Made Simple Podcast. J.J. holds a Ph.D. in Communication and has spent the last 20 years practicing and teaching communication theory. He has studied C.S. Lewis in Oxford, debated theology with filmmakers at the Sundance Film Festival, directed a documentary, served in marketing and PR for two multinational non-profit organizations, is currently an adjunct professor at the Owen School of Business at Vanderbilt University, and has spoken to thousands of people about creating a clear message. As the Head of StoryBrand, J.J. travels around the world facilitating StoryBrand workshops and keynotes, helping people grow their businesses.

J.J.'s Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Denis Čahuk - Find Out What’s Valuable And Then Do Nothing Else

Jonathan Stark — Tue, 16 May 2023 06:00:00 -0400

Tech trainer and coach Denis Čahuk joined me on Ditching Hourly to explain how he doubled his income by selling his value instead of selling his CV.

Denis’ links:

Additional notes from https://www.podcastshownotes.ai/

Key Points

Productized services are key in creating an offer for clients rather than just presenting a list of skills.
The process of discovering an offer's outcome and connecting it with the needs of the client is crucial for productized services.
Embracing the value-based pricing approach helps clients see the benefits of paying for expertise rather than just services.
Self-publishing on Gum Road can attract tech leads, engineers, freelancers, and individuals in tech looking for a career.
Focus on the things that bring value and decide what not to do on a project
Overcoming self-inflicted limitations: Dennis holds tactical sessions to help teams break free from their own limitations and company culture.
Finding what's valuable and doing nothing else: eliminating waste is more important than improving current processes.

Best Quotes

22:20 "That was super easy cuz by that point, I made like nine YouTube videos, which were about 30 hours of conversations."
23:28 "It does seem to highlight those aspects of coding that make things easier to change and cheaper to maintain into the actual workflow."
24:59 "Okay, this isn't about you, the developer. This is about your team and what your team might be going through."
36:02 "It's like, okay, "how can we get fulfillment?" How can we get that kick-ass "hell yeah!" feeling for developers without forcing them to go vegan and do yoga."
39:11 "And then rather than telling you, I also show you."
43:16 "Just talk to the customer. Find out what's valuable and then do nothing else."
49:32 "The overall message is "think bigger" and don't get hung up on wanting to grind on the disengagement of the employees."

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Luke Willis - Taxes, Inflation, and the Psychology of Currency

Jonathan Stark — Tue, 09 May 2023 06:00:00 -0400

Our resident crypto expert and longtime friend of the show, Luke Willis, joined me on Ditching Hourly to explore the psychology and mechanics of inflation.

Links mentioned in the episode

Luke’s Websites:

Milton Friedman Speaks: Money and Inflation

https://www.youtube.com/watch?v=B_nGEj8wIP0

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

James Turner - Selling Credits Instead of Hours

Jonathan Stark — Tue, 02 May 2023 06:00:00 -0400

James Turner, partner at SNAP Copy, joined me on Ditching Hourly to explain the nuances and benefits of selling copywriting services by the credit, not by the hour or the word.

About James

James E. Turner is a marketing strategist and conversion copywriter. He’s a partner at SNAP Copy, offering conversion-optimized copy on demand using a unique, credit-based system. Through his personal consultancy, Turner Creative, he works with founders of indie B2B SMBs to better position their value, understand their audience, and optimize their messaging & marketing. The best way to get in touch with James is to sign up for his short, off-beat daily emails about creativity, productivity, business ownership, and giving yourself a break at One Creative Moment.

One Creative Moment - https://turnercreative.ck.page/one-creative-moment-signup

Turner Creative - https://turnercreative.ca

SNAP Copy - https://snapcopy.co

LinkedIn - https://www.linkedin.com/in/turnercreative/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Nick Loper of Side Hustle Nation - How to Monetize a Content-First Business

Jonathan Stark — Tue, 25 Apr 2023 06:00:00 -0400

Nick Loper of Side Hustle Nation joined me on Ditching Hourly to talk about how he grew his mailing list and podcast audiences to 100k+ each and how he got started making money without offering high-ticket services.

(Additional show notes generated by Podium.page)

Episode Keywords:
Podcast Sponsorships, Monetizing Content, Content-First Businesses, Nick Loper, Side Hustle Show, Thought Leadership, Listener Pyramid, Email List, Mailing List, Multiple Income Streams, Online Content Empire, Freelancing, Consulting, Customized Playlist, Podcast Audience, Podcast Ad Sales, Sponsored Links, Evergreen Content, Facebook Groups, Keyword-Rich Content

Episode Summary:
In this episode, I explore podcast sponsorships and monetizing content-first businesses with guest Nick Loper, host of the Side Hustle Show. We discuss the importance of differentiating oneself from competitors and how publishing thought leadership can attract better clients. We delve into the challenges and potential benefits of monetizing a podcast through sponsorships and the significance of a captivating title. I also share my experiences in finding sponsors and growing my podcast audience. We also discuss the concept of climbing the listener pyramid, the importance of creating compelling content to attract and retain an audience, and the value of building an email list. I share my experience on the importance of mailing lists, the frequency of sending out newsletters and incorporating sponsored links as an additional revenue stream. We examine the numerous small income streams that can be generated through content-first businesses and strategies for building multiple income streams. Finally, we explore the benefits of a curated, customized playlist for podcast listeners and how it can help grow freelancing, consulting, and productized service businesses. By answering a few short questions, listeners can receive a selection of relevant episodes tailored to their interests and needs, ensuring they get the most out of their listening experience.

Chapters:

(0:00:00) - Monetizing a Podcast and Mailing List
(0:10:05) - The Listener Pyramid
(0:16:21) - Building an Online Content Empire
(0:22:38) - Strategies for Building Multiple Income Streams
(0:34:40) - Growing Freelancing and Consulting Businesses

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Floyd May - Pricing Software Development Based On Shares, Not Hours

Jonathan Stark — Tue, 18 Apr 2023 06:00:00 -0400

Canyon Trail founder Floyd May joined me on Ditching Hourly to describe his “shares” pricing model for software development.

Floyd’s Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Tim Burris - From Annual Salary to Hourly Billing to Fixed Pricing

Jonathan Stark — Tue, 11 Apr 2023 06:00:00 -0400

Longtime software developer Tim Burris joined me on Ditching Hourly to talk about his transition from annual salary to hourly billing to fixed pricing and the positive effects the transition had on his day-to-day.

Pretty good AI summary:

In this episode, I had a fascinating conversation with Tim Burriss about his journey from being a software developer to running a product development department and eventually switching to custom software development with a focus on fixed pricing and value pricing.

We discussed his unique approach to finding clients, particularly through Upwork, and how focusing on delivering outcomes rather than tech jargon has resulted in successful projects and satisfied clients.

We also explored the transition from working part-time to going solo as a developer, using platforms like Upwork to find the right clients and maintain a steady income. Tim shared his experience with coaching retainers and mentoring junior developers as alternative sources of income during this transition.

Throughout the conversation, we touched on the importance of trust in client relationships, the advantages of working on a fixed-price basis, and the art of determining the value of a project. We also discussed the importance of managing client expectations and scope while working on fixed-price projects and how focusing on delivering outcomes can minimize the impact of scope creep.

Overall, this episode provides valuable insights and practical advice for anyone looking to move away from hourly billing and embrace a more outcome-focused approach to their work. So if you're ready to ditch hourly and build trust-based working relationships with your clients, this episode is a must-listen!

Chapters:

(0:00:00) - Moving Away From Hourly Billing
(0:13:27) - Going Solo With Freelance Development
(0:18:29) - Outcome-Based Projects
(0:25:18) - Trust-Based Working Relationships
(0:33:39) - Software Development Pricing
(0:40:51) - Managing Risk on Projects

Tim's bio:

Tim has been developing software since the late 90's. After a decade of Department of Defense Research & Development followed by a decade split between non-profit and manufacturing, he set out on his own to provide custom software at a 100% guaranteed fixed price.

While his target audience ranges from those who need an Excel monolith replaced with a custom web solution to pulling information from physical sensors for a total shop floor overview, his specialty is simply helping people without all the tech jargon.

Tim's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Steve Folland - The Freelance Journey

Jonathan Stark — Wed, 29 Mar 2023 06:00:00 -0400

Steve Folland, creator of the Being Freelance podcast and Doing it for the Kids podcast, joined me on Ditching Hourly to chat about his journey into freelancing, organic business growth, and tips for getting into the business mindset.

Chapters:
(0:00:00) - The Freelance Journey of Steve Folland
(0:05:00) - Organic Growth of a Freelance Business
(0:15:52) - Freelancing for Beginners
(0:20:26) - Getting Into the Business Mindset

Steve's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alain Chautard - Four Ways To Monetize Technical Expertise

Jonathan Stark — Tue, 28 Mar 2023 06:00:00 -0400

Angular expert Alain Chautard joined me on Ditching Hourly to share the novel ways he escaped the trap of trading time for money by packaging and pricing his platform expertise.

Alain's Bio

Alain is a Google Developer Expert in Web Technologies, Angular, and Google Maps. His daily mission is to help development teams adopt Angular and build at scale with the framework. He has taught front-end development on all six continents. A world traveler and photographer, Alain is also an international conference speaker, and a published author of several video courses.

Alain's Links

Website: https://www.angulartraining.com/
LinkedIn: https://www.linkedin.com/in/achautard/
Daily Newsletter: https://www.angulartraining.com/daily-newsletter/
Certification program: https://www.angulartraining.com/angular-certification.html

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with ex-Googler Kartick Vaddadi

Jonathan Stark — Tue, 21 Mar 2023 06:00:00 -0400

Ex-Googler Kartick Vaddadi joined me on Ditching Hourly to brainstorm which of his offerings might be most compelling and to find ways to increase the number of leads flowing into his business.

Kartick’s Links

Website: https://kartick.org
YouTube: https://www.youtube.com/@ConsultingCTO

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ditching Hourly Fireside Chat with Ed Gandia and Jonathan Stark

Jonathan Stark — Tue, 14 Mar 2023 06:00:00 -0400

This week I am joined by Ed Gandia. Ed is the co-author of The Wealthy Freelancer, the host of the High-Income Business Writing podcast, and a coach to ambitious writers and copywriters who want to earn more in less time doing work they love for better clients.

As you can probably tell from this bio, Ed and I are very much kindred spirits, so this episode is a bit different than most. Instead of me interviewing Ed like a normal guest appearance, we decided to just have a chat where we compared notes on what were see working in our respective spaces. There was a lot of overlap but also some interesting differences.

Ed will also be posting our recording on his podcast, so if you're subscribed to both, you don't need to listen twice :)

Ed's Links:

https://b2blauncher.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Mitch Kowalski - Helping Law Firms Ditch Hourly Billing

Jonathan Stark — Tue, 07 Mar 2023 06:00:00 -0500

Legal operations advisor and law professor Mitch Kowalski joined me on Ditching Hourly to talk about innovation in the legal profession, including alternatives to hourly billing.

Talking Points

The history of hourly billing in the legal profession
Transparency in pricing (and why hourly billing isn't transparent at all)
The perverse incentives of hourly billing
Why billing hourly short changes you if you are good at what you do
The importance of breaking a big project into small chunks
Why lawyers remain in the “dark ages,” technologically speaking
The mental health effects of hourly billing
”Working toward the price”
Price as an initial design constraint
Reverse engineering your costs to support your desired pricing

Mitch’s Links

Website: https://kowalski.ca
Twitter: https://twitter.com/MEKowalski
LinkedIn: https://www.linkedin.com/in/mitchkowalski

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Sew Heidi - The Business of Fashion Design

Jonathan Stark — Tue, 28 Feb 2023 06:00:00 -0500

Sew Heidi is a business coach and educator who helps freelance fashion designers build better businesses. She joined me on Ditching Hourly to compare notes on the similarities and differences between freelancing in fashion vs. freelancing in software. Spoiler alert: There was a lot more in common than you might expect.

Episode Summary

In this episode, we discuss the journey of fashion freelancing, the business of fashion design, the complexities of product development, the transition to permanent freelancing, and the business-building principles for freelancing. Our guest Heidi shares her success story of becoming a fashion freelancer in 2009 and building a six-figure income in just 30-40 hours a week. We discuss the roles and processes involved in the fashion industry, from fashion design to pattern-making and textile design. We also cover the importance of niche-down and positioning for business success and the importance of cash flow and finance. This episode is full of valuable insight for anyone looking to become a successful freelancer of any type.

Heidi’s Bio

After running a brand I grew to hate and working 60+ hours in a toxic fashion job, I almost burnt out of the fashion industry. But then I found freelancing. I reached $100k+ and was living my dream, working when I wanted, traveling, and I never worried about paying the bills.

I worked for myself, earned steady income, and loved my clients. #winwinwin

Since then, I’ve taught 1000s of fashion freelancers to do the same through my free content, my podcast, and my program, Freelance Accelerator: from Surviving to Thriving (FAST).

Heidi’s Links

https://successfulfashiondesigner.com/
https://successfulfashiondesigner.com/fast/ (Heidi’s Freelance Accelerator program)
https://successfulfashiondesigner.com/podcast/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jason Lengstorf - Learning Together Online As A Full-Time Job

Jonathan Stark — Tue, 14 Feb 2023 06:00:00 -0500

Jason Lengstorf joined me on Ditching Hourly to talk about the novel way he's using his generalist web skills to create value, have fun, and make a living.

Jason's Bio:

Jason Lengstorf is the host of Learn With Jason, a web generalist and the undefeated smashburger champ. A creative technologist and educator, Jason helps tech companies connect with developer communities through better devrel strategy and creative media production. He advocates for continued learning through collaboration and play as the fastest path to growth, and models this on weekly livestreams where he pair programs with experts from around the community to learn something new in 90 minutes. He’s trying his very best to follow his own advice. When this whole internet thing goes out of style, he'll probably open a food truck in his home city of Portland, Oregon.

Jason's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Junaid Ahmed - From UX Designer to Home Studio Architect

Jonathan Stark — Tue, 07 Feb 2023 06:00:00 -0500

Home studio architect and author Junaid Ahmed joined me on Ditching Hourly to talk about why it's important to look and sound your best on camera, how to level up your home studio without spending a lot of time or money, and the novel approach he took to writing and publishing his new book, Mastering iPhone Video Production.

Junaid's Bio:

Junaid Ahmed is a Home Studio Architect, podcast host, and filmmaker with over three decades of experience. He specializes in creating optimized home studios for confident content creation and high-quality video production. As a seasoned professional, Junaid has a wealth of knowledge and expertise in this field and shares it through his podcast, "Hacks and Hobbies."

Junaid's Links:

Book Link: https://superjunaid.com/iphonevideo/
5-Day Challenge Link: https://homestudiomastery.com/5DayChallenge/
Home Studios: https://homestudiomastery.com
Blog/Personal: https://superjunaid.com

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jeff Doolittle - From Web Dev To Software Architect

Jonathan Stark — Tue, 31 Jan 2023 06:00:00 -0500

Jeff Doolittle is a software architect, transformational leader, and se-radio.net host who’s on a mission to make good software professionals great.

Jeff joined me on Ditching Hourly to talk about his journey from a web dev working for free pizza to an in-demand software architect.

Along the way, we talked about the importance of strategy, systems thinking as applied to software, and finding a balance between “wonk” and “geek” in order to deliver real business value.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Reuven Lerner - Building A Software Training Business In 2023

Jonathan Stark — Tue, 24 Jan 2023 06:00:00 -0500

In-demand Python teacher Reuven Lerner joined me on Ditching Hourly to talk about building a software training business in 2023.

Reuven's links:

- https://lerner.co.il, Reuven's main site
- https://BetterDevelopersWeekly.com/, Reuven's Python + software engineering list
- https://TrainerWeekly.com, Reuven's newsletter about training
- And Reuven frequently posts to Twitter and LinkedIn if people want to
follow him there

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Brandon Reed - Instant Success With Fixed Price Options

Jonathan Stark — Tue, 10 Jan 2023 06:00:00 -0500

Landscape architect Brandon Reed joined me on Ditching Hourly to discuss how ditching hourly billing, offering fixed price options, and niching down transformed his firm.

Brandon's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Erica Goode, CPA - Inflation, Recession, Cash flow, and Taxes

Jonathan Stark — Tue, 20 Dec 2022 06:00:00 -0500

CPA Erica Goode joined me on Ditching Hourly to talk about how coaches and consultants should think about inflation, recession, cash flow, and taxes.

Erica's Bio:

Erica Goode, CPA owns an accounting firm serving coaches and consultants through accounting and CFO services.

Erica's Newsletter:
https://www.ericagoode.com/newsletter-signup

Erica's Podcast:
Coaches, Consultants, and Money (available everywhere, but here's the iTunes link)

NOTE: Episodes 3 - 7 are "Business Money 101" and a great place to start.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Mitch Herrema - High Ticket Productized Services

Jonathan Stark — Tue, 06 Dec 2022 06:00:00 -0500

Mitch Herrema of Bulb Digital joined me on Ditching Hourly to talk about his experience selling high-ticket productized services.

Mitch's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate

Jonathan Stark — Tue, 29 Nov 2022 06:00:00 -0500

Erin Balsa of Haus of Bold joined me on Ditching Hourly to talk about the dramatic success she experienced once switching to my 5-page proposal template.

NOTE: The audio on this episode is a little rough, but Erin shared a ton of valuable insights, so I wanted to release it anyway. I've included an auto-generated transcript for this episode if you'd prefer to read it.

Erin's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Vikram Shetty

Jonathan Stark — Tue, 22 Nov 2022 06:00:00 -0500

Vikram Shetty of 73bit.com joined for a coaching call on Ditching Hourly to help clarify the difference between the end user, target market, and ideal buyer for his sustainability benchmarking SaaS product.

Vikram's links:

https://73bit.com/
https://www.linkedin.com/in/vikramshettyc/
https://podcasts.apple.com/us/podcast/sustainability-scores/id1575726960

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

John Strohmeyer - Packaging And Selling Legal Services On A Fixed-Fee Basis

Jonathan Stark — Tue, 15 Nov 2022 06:00:00 -0500

Proprietor of Strohmeyer Law, John Strohmeyer, joined me on Ditching Hourly to talk about why he left a big hourly law firm to start his own practice and how he packages and sells fixed-fee legal services to avoid trading time for money.

John's bio:

John Strohmeyer is the proprietor of Strohmeyer Law PLLC in Houston, where he guides individuals through the maze of estate planning, tax, and probate law to help them leave no unfinished business.

John is board certified in both Tax Law and Estate Planning and Probate Law by the Texas Board of Legal Specialization. John is a Fellow of the American College of Trust and Estate Counsel (“ACTEC”, the cool-kids club for estate planners).

John hosts the Five Star Counsel podcast, which attempts to answer the question, "What would a law firm built by the founders of Disney, Four Seasons, Amazon, and Zappos look like?"

Based on his first career working for the Four Seasons Hotels, primarily as the Night Manager of the Austin property, he helps lawyers get better at client service, which helps them satisfy their ethical duties to their clients and convey their competence to their clients.

Here is the link to John and Jonathan talking on Five Star Counsel:

https://strohmeyerlaw.libsyn.com/fsc-rewind-ditching-the-billable-hour-w-jonathan-stark

When he’s not practicing law, he spends his time with his wife Emily and their rescued mutts Griswold, Molly, and Billy; running marathons (45 as of August 15, 2022); and homebrewing beer.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Geraldine Carter - Providing More Value Faster

Jonathan Stark — Tue, 18 Oct 2022 06:00:00 -0400

The CPA Savior, Geraldine Carter, joined me on Ditching Hourly to talk about her journey from custom coaching to productized services and how it opened up a path to seven figures for her solo business.

About Geraldine

Geraldine Carter is a business coach for overworked CPAs who need help getting off the tax hamster wheel. Her clients routinely generate $250K of new annual recurring revenue within the first few months of working together, while spending less time at the office. Her podcast, Business Strategy for CPAs has more than 100,000 downloads and is ranked in the top ten podcast for CPAs, by Apple Podcasts. Geraldine holds a BS in Engineering from Cornell University and is the co-founder and CFO of a company where her cashflow forecasting models resulted in millions of dollars for climate change efforts. In her free time, she can be found mountain biking forested trails or running after her two small children in her hometown of Ketchum, ID.

Related links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with QA Consultant Preshant Bellad

Jonathan Stark — Tue, 11 Oct 2022 06:00:00 -0400

QA Consultant Preshant Bellad joined me on Ditching Hourly to discuss value pricing for monthly QA services.

Jonathan,
We perform ongoing QA activities like testing, creating automated tests, breaking the app, etc
We do the above for requirements that are planned per 2 weeks iteration/sprint
For this client, I have been billing an average of 200 hours per month based on the features to test
Some of the feature testing does get completed in the same month, and few are carried over to the next month
I cannot estimate what features my team would test in the coming month hence I am not able to derive a success metric
Can you pls suggest how to calculate the success metric for this situation so that I can move to value-based pricing month on monthly basis?
Preshant

Preshant's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Reuben Swartz - Anti-CRM For People Who Hate Selling

Jonathan Stark — Tue, 04 Oct 2022 06:00:00 -0400

Founder of Mimiran, Reuben Swartz, joined me on Ditching Hourly to talk about the unique client relationship management needs of solo consultants and shared the novel approaches he took when building his “anti-CRM”.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Paul Swail - Getting Paid To Uncover Value With Roadmapping Engagements

Jonathan Stark — Tue, 27 Sep 2022 06:00:00 -0400

Serverless expert Paul Swail joined me on Ditching Hourly to share how he uses paid diagnostic engagements to help land large projects without the pressure of conducting a single sales interview.

Paul's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dr. Jason Troyer - Bootstrapping from Academia to Authority

Jonathan Stark — Tue, 20 Sep 2022 06:00:00 -0400

Dr. Jason Troyer joined me on Ditching Hourly to share the details of his journey from tenured academic to authority entrepreneur.

Jason’s Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dre Beltrami - Shut Up And Listen

Jonathan Stark — Tue, 13 Sep 2022 06:00:00 -0400

Dre Beltrami returns to Ditching Hourly to drop her patented iconoclastic worldviews. This time around we talk about Google+, Pinterest, search vs feed, stealing longtail keywords, and for the love of god, just shutting up and listening.

Dre's links:

thesolopreneursociety.com

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jason Resnick - Masterclass In Pragmatic Email Automation

Jonathan Stark — Tue, 06 Sep 2022 06:00:00 -0400

Email automation guru Jason Resnick joined me on Ditching Hourly to geek out about serving subscribers more effectively with less effort.

We ended up chatting for 90+ minutes, and Jason gave a master class on leveraging basic email automation techniques to create outsized results for your audience and your business.

If you have a mailing list, this is a must-listen episode. If you don’t, it’s time to start :-)

Jason's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Employee Mindset

Jonathan Stark — Tue, 30 Aug 2022 06:00:00 -0400

Reverse Interview with Peter Mobley of Geogram

Jonathan Stark — Tue, 23 Aug 2022 06:00:00 -0400

Geogram President Peter Mobley reached out to ask if he could come on Ditching Hourly to interview me, and of course, I said yes. I'm not sure that's what happened but it was a unique conversation :-)

Peter's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Generalist vs Specialists: Music Edition

Jonathan Stark — Tue, 16 Aug 2022 06:00:00 -0400

Coaching Call with Voice Coach Adrian Goldner

Jonathan Stark — Tue, 09 Aug 2022 06:00:00 -0400

Vocal coach and acapella group leader Adrian Goldner joined me on Ditching Hourly to brainstorm ways to package and price his expertise in more profitable ways. Unfortunately, I forgot to click the record button so I'll have to recap our conversation on my own. Whomp whomp :-(

Anyway...

Here's Adrian's background:

- He's a vocal coach, certified in something called the CVT method
- He runs an acapella choir group and makes a modest monthly income from membership dues and gig fee percentages
- He has a handful or private vocal students who are not pros and mostly just sing for fun
- He works a few hours per week teaching vocal lessons to students in a private university
- He prefers working with pros than with beginners, so the university gig and the lessons for hobbyists are not particularly satisfying

One of Adrian's biggest questions was how to take this patchwork of experiences and increase his fees through value pricing. He said that most buyer expectations for something like private vocal lessons is that the student would pay a fixed amount per lesson, and that the amount would be fairly low. He couldn't imagine justifying even doubling his lesson fees, never mind 10x-ing them.

We talked about a few different business models that might make sense for someone like him. He didn't want to scale by hiring employees or starting a school or anything like that. He wanted to stay solo, and remain fairly hands on with his clients.

So, the business model that felt like the best fit was the Authority Model.

In general, the Authority Model has an MVP product ladder that looks something like this:

- $50000+ Project (value priced custom engagement)
- $5000 Roadmap (diagnostic with recommendations and execution plan)
- $500 Call (one-off short paid consultation)

The trick to the Authority Model is that you have to become the “go-to” person for solving an expensive problem for a very specific niche market, who ideally has a high degree of buying power.

Adrian couldn't really get his head around the idea of value pricing a 1-on-1 vocal project, so the example I used to illustrate was this:

Sting (former lead signer of the Police) can no longer hit the high notes in their smash hit Roxanne. So, he has to perform the song a couple of whole steps lower than the original. It's noticeable and it sounds weird. Kinda like a bad cover band. I betcha this drives Sting nuts.

So...

How much do you think Sting would pay to be able to go back to singing Roxanne in the original key?

$50,000? $100,000?

Maybe, maybe not... but it's a reasonable hypothesis.

If Adrian wanted to pursue this particular angle, his positioning would look something like:

“I am a vocal reconditioning coach who helps aging rock stars hit the high notes like they were 20 again.”

With a positioning statement like this, it would be easy to make a list of ideal clients, and it would be easy to justify five-figure fees.

The hard part would be creating a reputation for reliably delivering the kind of results that they crave.

_ASIDE: Note that creating a reputation for delivering results is a _very different type of problem_ than trying to convince a singer in a local bar band to pay you $50,000 to increase their range by a fourth. A small increase in range simply isn't worth that much to a singer in a local bar band. So if you can't understand how value pricing could unlock huge profits for you, it might be because you're not imagining big enough clients._

At this point it occurred to me that there probably are people who are already well positioned as "vocal coach to the stars" so I started thinking about what would make Adrian different. The thing that jumped out at me immediately was his experience with vocal groups, not just individual singers.

This more focused target market immediately created a Rolodex moment for me with groups like Pentatonyx and BTS and Blackpink.

Maybe Adrian could even combine the "hit the high notes like you're 20 again" with "voice training for vocal groups" and start out with a laser focus like:

“I am a vocal reconditioning coach who helps old school boy/girl bands hit the high notes like they were 20 again. Unlike other vocal coaches, I specialize in the unique challenges of integrating multiple voices in harmony.”

Adrian lit up a bit at this proposition because he immediately felt uniquely qualified to excel at this very specific intersection of niche market and specialized expertise.

Is it a viable market position?

I don't know, but there are ways to find out.

As homework, I suggested that he research the number of groups who would fall into this niche, find out where they hang out to talk shop or who they listen to for advice, and to look for any other vocal coaches who serve the high end of the market to study what they're doing and how he (Adrian) would be considered meaningfully different by his ideal buyers.

He said he would try that and report back.

Keep your fingers crossed and stay tuned! I'll let you know if I get an update.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Fancy Dams

Jonathan Stark — Tue, 02 Aug 2022 06:00:00 -0400

Michael Lynch - I Regret My $46k Website Redesign

Jonathan Stark — Tue, 26 Jul 2022 06:00:00 -0400

Michael’s Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Japanese Maple

Jonathan Stark — Tue, 19 Jul 2022 06:00:00 -0400

Mind The Gap

Jonathan Stark — Tue, 12 Jul 2022 06:00:00 -0400

Keyboard Smashing Fury

Jonathan Stark — Tue, 05 Jul 2022 06:00:00 -0400

Joel Clermont - From Hourly Billing Agency Owner to Value Pricing Soloist

Jonathan Stark — Tue, 28 Jun 2022 06:00:00 -0400

Joel Clermont joined me on Ditching Hourly to detail his multi-year transition from "hourly billing" agency owner to "value pricing" soloist.

Joel's Links

MasteringLaravel.io

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Are You Over Delivering? (TBOA#227)

Jonathan Stark — Tue, 21 Jun 2022 06:00:00 -0400

EPISODE SUMMARY

Overdelivering—giving your clients and buyers more than they expected or contracted for—is a seemingly thoughtful and helpful practice that is anything but.

EPISODE NOTES

Our tendency (especially in proposal situations) to acquiesce to client requests—and how to re-direct that for the good of all.

The power and status dynamics surrounding consultants serving clients and what happens if we start treating clients as higher status.

How overdelivering can seep into your firm’s practices and where to nip it in the bud.

Developing a healthy mindset around service delivery, providing value and decoupling your fees from effort.

Quotables

“Your clients are a choice, just like your boss is a choice, but people often forget that walking away is one of the options.”—JS

“You could say: ‘Listen, if we take out this step, I can't guarantee the transformation, and therefore I can't do that for you.’”—RM

“The way to provide value to your clients is not to be obedient—it's to deliver results.”—JS

“The proposal is the dress rehearsal for the engagement.”—RM

“If you let prospective clients push you around in the sales process, it should come as no surprise when they push you around during the project.”—JS

“The more that you consider yourself low status relative to clients, the worse you're going to feel about it.”—RM

“There's so much ‘the customer's always right’ psychology. "Wouldn't it be better to give them more than less?" No, it really wouldn't.”—JS

“This is about leveraging what you have—not playing status games that have you overdelivering and creating relationships that don't work for you.”—RM

Links

Tara McMullin's Instagram piece on over-delivering

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Sunsetting Products And Services

Jonathan Stark — Tue, 14 Jun 2022 06:00:00 -0400

This episode is an anonymized question that I answered in one of my Ditcherville LIVE Q&A sessions inside of my group coaching community.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How Project Oversight Retainers Work

Jonathan Stark — Tue, 07 Jun 2022 06:00:00 -0400

This episode is an anonymized question that I answered in one of my Ditcherville LIVE Q&A sessions inside of my group coaching community.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How To Capture And Organize Ideas For A Daily Mailing List

Jonathan Stark — Tue, 31 May 2022 06:00:00 -0400

This episode is an anonymized question that I answered in one of my Ditcherville LIVE Q&A sessions inside of my group coaching community.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Kevin Freidberg - Adapting The Why Conversation

Jonathan Stark — Tue, 24 May 2022 06:00:00 -0400

Founder of 7-Second Websites, Kevin Freidberg joined me on Ditching Hourly to describe how he has adapted The Why Conversation to better suit his personality and land nearly 100% of his prospects.

Kevin's Website
Kevin's LinkedIn

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Web3 Consultant Luke Willis

Jonathan Stark — Tue, 17 May 2022 06:00:00 -0400

Web3 Consultant Luke Willis joined me on Ditching Hourly to brainstorm ways to position and package his crypto/blockchain/web3 expertise.

Luke's Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with UX Writer Merav Levkowitz

Jonathan Stark — Tue, 10 May 2022 06:00:00 -0400

UX content writer, Merav Levkowitz joined me on Ditching Hourly to brainstorm ways she could get away from billing hourly for ongoing maintenance and execution work.

Links

Merav's Website

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alex Hillman - Paid Project Discovery

Jonathan Stark — Tue, 03 May 2022 06:00:00 -0400

Author, founder, and rebel scum, Alex Hillman returned to Ditching Hourly, this time to talk about paid project discovery engagements.

Alex's Links

Alex's Twitter
Alex's email: alex@tiny.mba
The Tiny MBA by Alex Hillman

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Solar System Content Model

Jonathan Stark — Tue, 26 Apr 2022 06:00:00 -0400

Let’s say you wanted to start a daily mailing list…

How would you come up with enough stuff to write about?

My Solar System Content Model is the answer.

Related articles

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Punk Marketing

Jonathan Stark — Tue, 19 Apr 2022 06:00:00 -0400

The core strategy behind my "punk" marketing approach.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Absolutely Everything Can Be Measured

Jonathan Stark — Tue, 12 Apr 2022 06:00:00 -0400

Other than hourly billing, this is the mindset shift that has had the biggest impact on my business.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if you had no competition?

Jonathan Stark — Tue, 05 Apr 2022 06:00:00 -0400

This time on Ditching Hourly I answer a question from Kenneth Taylor about how to build a solo authority business that essentially has no competition.

Related links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with “JavaScript-in-FileMaker” expert Jeremy Brown

Jonathan Stark — Tue, 29 Mar 2022 06:00:00 -0400

“JavaScript-in-FileMaker” expert Jeremy Brown joined me on Ditching Hourly to brainstorm which business models might make the most sense for his highly specialized area of expertise.

Links We Mentioned:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

David C. Baker - The 5 Things That Happen Right After You Specialize

Jonathan Stark — Tue, 08 Mar 2022 06:00:00 -0500

The “Expertise Expert” himself, David C. Baker, joined me on Ditching Hourly to talk about the five things that happen right after you specialize.

Summary

Here is an AI summary of the key points from the episode:

The episode is a discussion between Jonathan Stark and David C. Baker about positioning and specialization for consultants and professional services firms.

They discuss the importance of niche positioning to stand out, attract ideal clients, see client patterns more clearly, accelerate learning, and always have things to write and talk about.

They outline 5 things that happen after narrowing your business focus:

You don't instantly become smarter, but your rate of learning accelerates because you start seeing more examples of your niche.
Impostor syndrome kicks in because you're making expertise-based claims you didn't make before, but this fear is often unfounded because you were willing to work with those clients previously.
You don't have to turn down unrelated work right away during the transition period, though over time, you'll likely feel unsatisfied with off-target projects.
You immediately start narrowing your focus even further, fine-tuning your positioning through real-world conversations and testing.
Counterintuitively, you'll have way more to write and talk about when focused on a niche than as a generalist.

Jonathan and David emphasize that niche positioning is critical before you can effectively differentiate, charge value-based pricing, market yourself, or even decide what content to produce. It brings focus to everything that follows.

About David C. Baker

“The Leading Authority on Positioning, Reinventing, and Selling Firms in the Creative and Digital Space.”

David C. Baker is the author of five books, three of which focus on the central elements of the business of expertise: positioning, financial management, and leadership. David speaks regularly on more than 70 topics relevant to entrepreneurial expertise, from 20 executives to 5,000 live on TV worldwide, and has worked with 900+ firms through his Total Business Review process.

David's Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Rick Finkelstein - The Heavy Metal Lawyer

Jonathan Stark — Tue, 01 Mar 2022 06:00:00 -0500

My dear old friend Rick “Fink” Finkelstein joined me on Ditching Hourly to talk about he got booked solid using fixed fees, specialization, and niching.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Trading Card Creator Colyn Brown

Jonathan Stark — Tue, 22 Feb 2022 06:00:00 -0500

Longtime web developer and freshly minted trading card creator Colyn Brown joined me on Ditching Hourly to brainstorm about how to capitalize on early interest in his bluegrass trading cards.

Related Links

Bluegrass Trading Co.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Digby Leigh - Alternative Fee Arrangements for the Legal Industry

Jonathan Stark — Tue, 15 Feb 2022 06:00:00 -0500

Long-time lawyer, second-time guest, and first-time SaaS co-founder Digby Leigh joined me on Ditching Hourly to talk about alternative fee arrangements making inroads in the legal industry.

Talking Points

Pricing trends in the legal industry
The three most common non-hourly pricing models for law firms
The benefits of "agreed upon" up-front fixed fee pricing
What types of engagements aren't a good fit for fixed fee pricing
What to expect when clients know they can talk to you for free instead of “on the clock”
The internal attitude you need to beat back when you first ditch hourly billing
The importance of being helpful
The indignity of having to justify how you spend your time
The magic of The Why Conversation
The benefits of offering pricing options

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Equity-Driven Design Strategist Lucy Flores

Jonathan Stark — Tue, 08 Feb 2022 06:00:00 -0500

Equity-Driven Design Strategist Lucy Flores joined me on Ditching Hourly to brainstorm her positioning.

Talking Points

The difference between a specialization and a niche
The difference between a mission statement and a positioning statement
Why positioning is especially important for soloists
How to know when your positioning is specific enough

Related Links

Lucy's website

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ton Dobbe - The “Broken” Triangle

Jonathan Stark — Tue, 01 Feb 2022 06:00:00 -0500

Is the problem you solve for your clients a “nice-to-have” or mission critical?

Author, consultant, and podcast host, Ton Dobbe joined me on Ditching Hourly to talk about the three requirements of any expensive problem, and how to reverse engineer these factors into a simple formula you can use to decide what to focus on in your positioning, segmentation, and value proposition.

Taking Points

The three levers of the value foundation
The importance of uncovering the worldview of your ideal buyers (and how to do it)
The three sides of The “Broken” Triangle
How to set yourself apart from your competitors in a way that they can’t copy

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Paul Klein - The Three Pillars of Revenue

Jonathan Stark — Tue, 25 Jan 2022 06:00:00 -0500

Entrepreneur, consultant, and former hair metal guitarist Paul Klein joined me on Ditching Hourly to talk about his Three Pillars of Revenue: consulting, training, and infoproducts.

Making the leap to self-employment
Selling your first infoproduct
Using workshops to build your consulting business
Niching down to grow an expertise-based consulting business
Scaling up your business by getting bigger clients
Increasing fees and accelerating sales by focusing on expensive problems

Related Links

Yours,

—J

P.S. If you like Bizable, you can use coupon code DITCHINGHOURLY at checkout to save 40% forever. NOTE: This is NOT an affiliate coupon. I just think Paul's doing great stuff and you might find it useful.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Java Developer Alice B.

Jonathan Stark — Tue, 18 Jan 2022 06:00:00 -0500

Java Developer Alice B. (name withheld by request) joined me on Ditching Hourly to talk about what to do when the skills you’ve built over many years become less valuable to clients.

The pros and cons of platform specialization
The difference between horizontal and platform specialization
What to focus on when your technical skills are no longer in demand
How to spot a truly expensive problem
Why freely sharing your expertise is the right thing to do
The three “good, better, best” ways to generate new business
Why being specific about who your ideal clients are can dramatically increase your referrals
Why thinking about something harder or longer often doesn’t work
The importance of having conversations
How to learn to what your ideal buyers really want
How cold outreach, warm referrals, and organic inbound work together
The difference between “hunting” and “gardening” sales models
How to know when to double down or cut bait with a given target market
How to ask for testimonials from active clients before a project is finished
Why your odds of success are probably better if you focus on a type of buyer instead of a particular skill

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Business Appraiser Charlie Stanton

Jonathan Stark — Tue, 11 Jan 2022 06:00:00 -0500

Business appraiser Charlie Stanton joined me on Ditching Hourly to brainstorm how to differentiate what is typically considered a commodity service.

Talking Points

Pricing risk mitigation instead of cost cutting or value creation
Differentiating in a commoditized market
Creating productized services for a specific market
Partnering with adjacent business that serve the same market
Connecting with the target market way before they need you

Charlie's Links

The listeners can find out more about Charlie at www.StantonValue.com or contact him directly at charlie@stantonvalue.com

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Outdoor Brand Identity Designer Devin Renaud

Jonathan Stark — Tue, 04 Jan 2022 06:00:00 -0500

Outdoor brand identity designer Devin Renaud joined me on Ditching Hourly to brainstorm how to get more leads.

Devin's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Paul Boag - Helping People For Free At Scale

Jonathan Stark — Tue, 21 Dec 2021 06:00:00 -0500

Paul Boag, UX consultant, digital transformation expert, and OG podcaster, joined me on Ditching Hourly to talk about how helping people for free is good for business.

Talking Points

The value of jumping on a new platform.
How podcasting creates trust.
How to create a good podcast.
Hunting versus gardening.
Expertise by association.
Video-first workflow.
The benefit of publishing your mistakes instead of editing them out.
Why you don’t need to be outgoing to have a podcast.
The benefits of daily publishing.
The trust difference between writing and speaking.
The simplicity of being a helpful human being.
Why you should share absolutely everything you know.
How tactics change over time.
Why you need to adapt for the reality you’re in.
What to copy from your heros (spoiler: copy the strategy, not the tactics).
Why niching down is a great way to become dominant in a sector.
Why it’s critically important to find out where your ideal buyers talk to each other.
How to work your way into a niche market.
Show your expertise, don’t tell your expertise.
Niching around an audience instead of a deliverable.

Connect with Paul:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Sam Shepler - Productized Testimonials

Jonathan Stark — Tue, 14 Dec 2021 06:00:00 -0500

Sam Shepler, founder of Testimonial Hero, joined me on Ditching Hourly for a wide ranging discussion about the moving parts of productized services.

Links We Mentioned

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ryan Berman - Courage Is Your Competitive Advantage

Jonathan Stark — Tue, 07 Dec 2021 06:00:00 -0500

Speaker, author, and entrepreneur Ryan Berman joined me on Ditching Hourly to talk about using courage as a competitive advantage.

Things We Mentioned

Ryan’s Website
Return On Courage
This Book Will Make You Dangerous by Tripp Lanier
Icarus Deception by Seth Godin
Jonah Berger

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Swizec Teller - The Employed Consultant

Jonathan Stark — Tue, 30 Nov 2021 06:00:00 -0500

Software engineer, author, and educator Swizec Teller joined me to talk about consulting vs employment in Silicon Valley.

Swizec's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Philip Morgan - The Self-Made Expert

Jonathan Stark — Tue, 23 Nov 2021 06:00:00 -0500

My good friend Philip Morgan interviewed me on The Self-Made Expert Podcast about what's been going on behind the scenes in my business for the past couple years.

We chatted about a bunch of things I don't usually get asked about, including:

My transition from surfing a once-in-a-generation tech wave to a very different kind of advisory business
My inventory of nasty emails received from my mailing list
How I run inexpensive experiments

Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Blair Enns - Productized Services

Jonathan Stark — Tue, 16 Nov 2021 06:00:00 -0500

The wonderful Blair Enns of Win Without Pitching returned to Ditching Hourly to discuss the pros and cons of productized services.

Blair is generally against them and I am generally for them. Since we tend to agree on most things business-related, I wanted to have him back on the show to get to the bottom of our disconnect on this particular point.

During the course of our hour-long chat, we uncovered lots of nuance and eventually understood both sides of the argument for or against.

TL;DR:

Whether or not offering productized services is a good move for your business depends on several factors, including:

Whether you're a soloist or a big firm
How good you are at sales
Your business goals

Blair's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Justin Jackson - Catching Bigger Waves

Jonathan Stark — Tue, 12 Oct 2021 06:00:00 -0400

Transistor.fm co-founder Justin Jackson joined me on Ditching Hourly to talk about leveling up your "business game" by learning to spot bigger waves.

Justin's links:

https://transistor.fm/
https://megamaker.co/
https://devmarketing.xyz/
https://justinjackson.ca/
https://twitter.com/mijustin

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Design Thinking Consultant Hannah Berson

Jonathan Stark — Tue, 05 Oct 2021 06:00:00 -0400

Design Thinking Consultant Hannah Berson joined me on Ditching Hourly to figure out a way to align the financial incentives on a novel three-party deal.

Hannah's links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with David Thorp

Jonathan Stark — Tue, 28 Sep 2021 06:00:00 -0400

David Thorp joins me on Ditching Hourly for a positioning discussion to figure out if he's a Filemaker developer or a Swift developer or a business analyst or something else.

David's website:
https://www.alphacustomapps.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Software Architect George Stocker

Jonathan Stark — Tue, 21 Sep 2021 06:00:00 -0400

Software architect George Stocker joins me to get clarity on his ideal buyer.

George's site:
https://georgestocker.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with THE Mason Bayne

Jonathan Stark — Tue, 14 Sep 2021 05:00:00 -0400

Musician Mason Bayne joined me for a coaching call to brainstorm where to find the most value in the music business.

Mason's website:
https://www.masonscottbayne.com

Value Pricing Bootcamp:
http://valuepricingbootcamp.com

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Health Coach Jihane Farrell

Jonathan Stark — Tue, 07 Sep 2021 05:00:00 -0400

Health coach Jihane Farrell joined me to talk about how to price "quality of life" and other intangible and highly subjective client outcomes.

Jihane's email address:

catbirdwellness@gmail.com

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Pilates Instructor Karrie Grinter

Jonathan Stark — Tue, 31 Aug 2021 05:00:00 -0400

Karrie Grinter joins me for a coaching call to figure out how to double her pilates business before she retires.

Karrie's website:
https://www.northantspilates.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Carl Richards - Making Stuff On Purpose

Jonathan Stark — Tue, 24 Aug 2021 05:00:00 -0400

Carl Richards of Behavior Gap joins me to talk about why it makes sense for him to sell his new book for $10,000.

Talking Points

The paradox of working in public every day
The terror of going from 0 to 1
Using permission-less projects to get going
The importance of noticing “tailwind”
Turning flaws into features
Using impostor syndrome as a compass
Reacting to negative feedback about pricing
How to decide whether to start a podcast

Carl’s Bio

Carl Richards is a Certified Financial Planner™ and creator of the Sketch Guy column, appearing weekly in The New York Times since 2010.

Carl has also been featured on Marketplace Money, Oprah.com, and Forbes.com. In addition, Carl has become a frequent keynote speaker at financial planning conferences and visual learning events around the world.

Through his simple sketches, Carl makes complex financial concepts easy to understand. His sketches also serve as the foundation for his two books, The One-Page Financial Plan: A Simple Way to Be Smart About Your Money and The Behavior Gap: Simple Ways to Stop Doing Dumb Things with Money (Portfolio/Penguin).

His sketches have appeared in a solo show at the Kimball Art Center in Park City, Utah as well as other showings at Parsons School of Design in New York City, The Schulz Museum in Santa Rosa, California, and an exhibit at the Mansion House in London.

His commissioned work is on display in businesses and educational institutions across the globe.

Find Carl online here:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Subjectivity Of Luxury

Jonathan Stark — Tue, 17 Aug 2021 05:00:00 -0400

Success story from Michael Coutts nephew

Jonathan Stark — Tue, 10 Aug 2021 05:00:00 -0400

The Camp Wood Saga - A crash course in microeconomics, positioning, and profitability inspired by folks who sell firewood at the end of their driveway.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Nine Seconds

Jonathan Stark — Tue, 03 Aug 2021 05:00:00 -0400

Category Error on Wikipedia

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dre Beltrami - No BS Branding

Jonathan Stark — Tue, 27 Jul 2021 05:00:00 -0400

This week I'm joined by brand strategist and founder of The Solopreneur Society, Dre Beltrami.

Dre talks - in no uncertain terms - about BS marketing tactics, the importance of giving a sh*t, and why the word 'authentic' makes her want to puke.

If you're sick of people being fake online, check out this episode for a breath of fresh air. Dre might not be your cup of tea, but that's exactly the point.

Links:

https://thesolopreneursociety.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Carol Williams - Productivity Cake

Jonathan Stark — Tue, 20 Jul 2021 05:00:00 -0400

Productivity coach Carol Williams joins me to talk about how getting more stuff done is like baking a cake.

Carol's website: https://eps-time.com/

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Hourly Billing vs Specialization

Jonathan Stark — Tue, 13 Jul 2021 05:00:00 -0400

Shooting In The Dark

Jonathan Stark — Tue, 06 Jul 2021 05:00:00 -0400

My other podcast:

The Business of Authority

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Value pricing when there is no monetary ROI

Jonathan Stark — Tue, 29 Jun 2021 05:00:00 -0400

Value Pricing Calculator

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How to attract better clients

Jonathan Stark — Tue, 22 Jun 2021 05:00:00 -0400

There are lots of ways to price

Jonathan Stark — Tue, 15 Jun 2021 05:00:00 -0400

Take A Stand

Jonathan Stark — Tue, 08 Jun 2021 05:00:00 -0400

Perfectionism vs Idealism

Jonathan Stark — Tue, 01 Jun 2021 05:00:00 -0400

How do you find the time for marketing?

Jonathan Stark — Tue, 25 May 2021 05:00:00 -0400

With hourly billing...

Jonathan Stark — Tue, 18 May 2021 05:00:00 -0400

Positioning teardown request from Alexander Fridman

Jonathan Stark — Tue, 11 May 2021 05:00:00 -0400

Are non-profits a good niche?

Jonathan Stark — Tue, 04 May 2021 05:00:00 -0400

Coaching Call with Psychotherapist Bob Beverley

Jonathan Stark — Tue, 27 Apr 2021 06:00:00 -0400

The funny and talented Bob Beverley joins me to brainstorm ways to create more leverage in his psychotherapy practice.

Bob's website:

The Sharp Club

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Thomas Smale - What To Do Before Building A SaaS

Jonathan Stark — Tue, 20 Apr 2021 06:00:00 -0400

FE International founder and CEO Thomas Smale joins me to talk about what to do before building (or buying) a SaaS.

FE International website

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Kyle Miller - From Zero To Life-Changing SaaS Exit

Jonathan Stark — Tue, 09 Mar 2021 06:00:00 -0500

Full stack engineer Kyle Miller explains how he bootstrapped a SaaS and sold it for a life-changing amount of money a few years later.

Kyle's Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ant Pugh - What's the difference between niching and specialization?

Jonathan Stark — Tue, 02 Mar 2021 06:00:00 -0500

Learning consultant Ant Pugh joins me to talk about the difference between niching and specialization.

Ant's Links:

The Pricing Seminar

The next session of The Pricing Seminar starts on March 8th, 2021. If you're ready to stop billing and start pricing, head on over to The Pricing Seminar to enroll now:

https://thepricingseminar.com/

(And look for the little blue bird to find a nice discount)

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with educator Kristina Jareno

Jonathan Stark — Tue, 23 Feb 2021 06:00:00 -0500

Coaching Call with educator Kristina Jareno

Kristina's Instagram:

https://www.instagram.com/kristinario_/

Automated Transcript:

Jonathan (00:00:00):
Hello, and welcome to ditching hourly. I'm Jonathan Stark. And today I'm joined by guest Kristina Jareno. Did I say that right?

Kristina (00:00:09):
Almost... Jareno.

Jonathan (00:00:10):
My apologies. Um, so Kristina, could you tell folks a little bit about who you are and what you do?

Kristina (00:00:17):
Sure. Um, hi everyone. I am a mom. I, my daughter is four I'm born and raised in long beach, California. I am starting a homeschool co-op and I am also an intern trainers and entertainer. So I make films and music and I've reached out to John to help me, um, regarding both of these industries and how to play hourly billing to both.

Jonathan (00:00:45):
Yes. Okay, great. Um, so let's, so you sent an email, thanks for that. And you talked, um, let's focus on the schooling piece first because I think that's, um, that's, uh, I could be wrong, but I feel like that one has more moving parts. So why don't you give folks a little bit of a backstory on how you came to put that together? What, what need you feel like it's addressing or you want it to address?

Kristina (00:01:11):
Sure. Um, so my daughters for a couple of years ago around when she was two, um, I started having the itch to really quote unquote, get back to my career, um, or just have help with childcare so that I could have some me time as a mom. Um, so I started researching different daycares and preschools in schools, and that journey led me to tour like, you know, over 25 to 30 schools in Los Angeles. And this was like Montessori, organic daycares, Waldorf Reggio, progressive private schools, like elementary on. And I didn't know what I was looking for at the time I was looking for emotional safety. I was looking for, um, I was also looking for parent education and that journey led me to starting my own co-op um, you know, uh, we'll be working with, uh, uh, Ryan associates and PT instructor to kind of help all the parents. Um, and that's kind of how I, I ended up coming to starting it over at the end of this two year journey is really out of necessity just because I couldn't find what I was looking for.

Jonathan (00:02:26):
Hmm. Okay. So can you drill into those? You use two terms though. I'm not familiar with Bri associate and PDT.

Kristina (00:02:35):
Um, so arise associate rise stands for resources for infant educators. And I found out about raw resources for infant educators. Um, actually from one of the co-ops that I, um, was touring. And when I found them, my daughter was too young to enroll at the time and I didn't want to wait a whole year to start getting, um, you know, educated as a parent. The reason why I liked them was because did like monthly workshops and it was parent participation. So parents were really, really, really, really involved in given support and guidance and that's what I was craving. And so I asked them if there were any podcasts or resources or books, people to, to look out for, um, just to get started. And they recommended Janet Lansbury as podcasts and resources for infant educators, which I think is one of the, kind of more becoming more mainstream approaches to respectful parenting.

Kristina (00:03:30):
Um, and then parent effectiveness training is also another approach that some rye associates, um, recommend for after age two, because resources for in financial cares is more for infants and up to age two. So after age two, when they start getting more conversational, they want, uh, collaborative problem solving is more required. And like in a conscious awareness of your, uh, abuse or lack of abuse of, of your authority and power is more required. So PT is really, really great. It stands for parent effectiveness training and it was created by, uh, Thomas Gordon. Who's a psychologist that was nominated for the Nobel peace prize. Right. So, um, those two approaches were like the main things that I sunk my teeth into in addition to self directed education, which I think I saw on one of your videos, you're also a homeschooler, always willing parents. Yup. Cool. You, it,

Jonathan (00:04:31):
So, okay. So now you, uh, you weren't finding what you were looking for, so you decided to, uh, take a leadership role and put something together. What, and you said it was, uh, a co-op. So can you kind of, that's all a black box to me. So can you kind of describe what that structure means? I mean, I have a vague, vague understanding of what co-op like food market is, but like what, what's the structure, if you could just make it kind of more tangible for me?

Kristina (00:05:02):
Yeah. Um, well, uh, from what, from what I know from the preschools that I've toured and I've toured a few different co-ops here in LA, um, it's basically parents, uh, it's like a preschool, um, where parents can volunteer in the classroom, um, to be more involved and kind of witnessed what their child is being exposed to from the education standpoint to the people, teaching them to the other families that are involved and their children. Um, so it's basically parents coming together. Um, usually the premise of it is if parents are volunteering, then there's more resources in the classroom. Um, and there, that means that your tuition is going to be, I don't know, cheaper. Um, although I've found that some co some parent participation clubs and preschools, they can, even if they're both high end or depending on what their product is or what, you know, education being the product, the quality of the education or the, um, the environment they're providing, it could be like the same price anyway. So, um, but it's basically parents coming together as a village and, um, collaborating with each other, arranging for childcare, with a lead teacher, like a director and other lead teachers.

Jonathan (00:06:30):
Okay. Yeah. Okay. That, that clicks with me because, uh, there are homeschool organizations around here that have a similar sort of thing like that. They, yeah. That, you know, it's kind of like, um, volunteer to teach, uh, Oh, you know, how to play violin. Could you teach a violin class, that kind of stuff, you know, for, not for, uh, preschoolers, but, um, so sort of similar sort of, yeah, I sort of get the idea. And then it's a question of, um, I'm kind of stuck on the, I'm kind of stuck at the beginning where you were like, I was looking, you know, this, this small child and I'm looking for some meantime, but now you're going to be with the, with the kid, all the kids anyway, um, is this is really for parents, for parents who don't work or what's, what's the, is it,

Kristina (00:07:21):
So the structure of what the unicorn is thing that I'm creating? Yeah. I can go straight into it. Um, well, the reason why I'm creating this, this thing, and this is, it's like a preschool club, except that when the child, when any of the children turn age six, they will, they, all they have to do is file a PSA. Um, and then, which is the private private school affidavit. And that's for you to legally become like, uh, uh, an unschooler, I should say, or like a homeschool, or if you want more control, because if you don't have a PSA and you're a homeschooler, then that means that you're going to adhere to the state mandated curriculum, um, through different, through a charter, like I lead or inspire or whatever.

Jonathan (00:08:06):
I believe that's different from state to state, but that's how it happened.

Kristina (00:08:10):
Yeah. Sorry in California here. Um, that's how it is. Um, so it's kind of like, um, world schooling or unschooling together type of a thing. And it's really attachment based becaus...

Digby Leigh - Frank Fees for Law Firms

Jonathan Stark — Tue, 16 Feb 2021 06:00:00 -0500

Lawyer Digby Leigh joins me to share his experience converting his 30 person law firm from hourly billing to up front pricing.

Digby's Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Blair Enns - What Is Strategy?

Jonathan Stark — Tue, 09 Feb 2021 06:00:00 -0500

The lovely and talented Blair Enns joins me to explore the question: WHAT IS STRATEGY?

BLAIR'S LINKS

INTERACTIVE TRANSCRIPT

https://www.rev.com/transcript-editor/shared/m4jr6P_aQ9TmpdBKT3aCBIwyEF8RQOW6iVR4dv8w_tR26FKubH_uHjRLazDIaBMaGii5Y7IGnLKWWyV6XLOhdZXkG_E?loadFrom=SharedLink

TEXT TRANSCRIPT

Jonathan (00:00): Hello and welcome to ditching hourly. I'm Jonathan Stark. And today I am joined by a very special guest Blair ends. Blair, welcome back to the show. Thank you, Jonathan. Great to be here. So I feel like you need no introduction, but can I put you on the spot and for anybody who hasn't heard your name before you maybe give them a, a quick name, rank and serial number. Yeah,

Blair (00:22): Name rank. So I'm the founder and CEO of win without pitching the sales training organization for creative professionals. I've written two books the win without pitching manifesto in 2010 and pricing creativity, a guide to profit beyond the billable hour in 2018, three years ago.

Jonathan (00:47): Great stuff. Love it. Okay. So the, the sort of impetus for this conversation was a tweet that you tweeted, obviously something you posted on Twitter about strategy. So what's the, what's the sort of backstory here.

Blair (01:01): Yeah. And I forget exactly what the exchange was, but you and I were trading some pretty good definitions of strategy. One of my hobbies is I collect answers to the question, what is strategy? Because strategy is one of those words, like time and money are in the same category. They're they're words. We think we know the meaning of them until we're asked to define them. And then it turns out very few people have satisfactory answers to the question of what is strategy. And then when you get into that, then it's, it begs all kinds of other questions around this topic of strategy. So it's a rich vein for a podcast episode that's for sure.

Jonathan (01:43): Absolutely. Well, so what are some of the answers that you've collected? I mean, do, do you feel like there are, do you feel like they sort of coalesce around a correct answer or is it just like people have different definitions and if it works for them great. What do you, what do you, what are your findings?

Blair (02:03): I I've, I've asked hundreds of people this question, and I've asked it from a stage, you know, many times as well. So, you know, easily, I've heard hundreds of answers where, or in excess of 100 answers. And the most common answer is just an insufficient answer is an answer that, that says this person hasn't thought about the question, which isn't, you know, I'm, I'm sure there, there are a hundred words that I think I know the definition to that. If you ask me to define, I couldn't have a strategy, is, is one of those words. Usually the answer is some variation of a really smart plan. But the origin of the question why I first started asking it was so win without pitching is a training company, but we used to be, we used to be me a solo consulting practice. And I used to hear from my clients a lot.

Blair (02:53): So creatives who have made their creativity, their business. So some designers starts at design firm. I used to hear from my clients when they were talking about their competitors, they would say, Oh, they're a really good firm, but they don't do strategy. Meaning they're not as smart as we are. Right. And so I started asking what strategy and people were just absolutely flummoxed by the question. So the answer is, tend to coalesce around a plan. Well, let's strategy is a plan. It's a detailed plan. Okay. So strategy is the plan. No, no, it's more than a plan. It's a really smart plan.

Jonathan (03:35): It's a really smart piece that I think people get hung up on. Like what does really smart mean?

Blair (03:39): Yeah. And then strategic as a modifier when you're positioning your firm we're a strategic design firm. Okay. What does that mean? Well, it means we're smart. It means we do the strategy. What strategy it's planning. Okay. So strategy is a plan. No, no, no. So we ended up in this circular discussion.

Jonathan (03:59): Right? Right. So w the ones that, so a couple things to just chime in and kind of pile on there. I hear a lot of people use the word strategy incorrectly, which is different than defining it wrong. Cause I think if I asked the very same people to define strategy, they would say something like it's knowing what not to do or same, same with you. It's like a really smart plan. But I hear, I hear like a different, I hear people just use the word in the wrong place. Like people ask me like, what's a good SEO strategy or what's a good email marketing strategy. And what they're really asking for is tactics. And, you know, and they're asking about something extremely low level, they're looking for tips like tips and tricks on how to use drip more efficiently or something, or how to use social media more effectively.

Jonathan (04:49): And you might, and some of those things would come out of an overall, like a higher level strategy. And, you know, based on the strategy, they're going to be tactics that are aligned or misaligned with the strategy, but they don't, but they have a tendency to just use the word synonymously with tactics, which is always something that I makes me nervous for them. Because if they, if they think that, you know, what, you know, like picking a time of day to tweet is a strategic thought process, then I'm like, okay, let's we need to have a conversation here.

Blair (05:22): Well, Oh, so we're going to have to unpack both of these words, strategy and tactics, because, you know, I, the more I learn about it, the more I see there, isn't really a universal universal definition. And there are three definitions that I've heard that I like. And I remember I don't, I didn't go back and look it up. I remember liking yours. So there would be, there's probably five ones that I've heard that I've liked. And the three that there are three that I've held onto. And the, and the most recent one is one that really challenges some traditional ideas of what strategy might be. So what's, you've got a, you've thought about this question. What's your definition of strategy

Jonathan (06:03): A bit long, but I can't, I can't make it shorter and not lose something I think is meaningful. So, so from memory it's, as strategy is a high, a concise high-level approach to achieving an objective that applies strengths, your strengths against some things, weaknesses in a surprising way.

Blair (06:23): Yeah. So there are a lot of keywords there, so I've thought of high level. Yeah. What else did you have? It's a high level, concise and high level, high level and put, going

Jonathan (06:35): For achieving an objective. So that, that's the most important, like to me that's the, the most straightforward piece of it. It doesn't give you any direction, but it does say that it's gotta be, it's gotta be short. It's gotta be clear. It's gotta be high level. It's not a list of things to do. It's an approach to it critically to achieve an objective. So if you don't have an objective, there's no strategy. You can't have a strategy without an objective. So to me, any strategy meeting would, or, you know, discussion or thought process would start with what...

Philip Morgan - Specialization Is Never Boring

Jonathan Stark — Tue, 02 Feb 2021 06:00:00 -0500

Specialization guru Philip Morgan joins me to talk about when to niche down and what to do about the fear of doing so.

LINKS

TRANSCRIPT

Jonathan (00:00):
Hello, and welcome to ditching hourly. I'm Jonathan Stark. Today. I am joined by special guest, very special guest and old friend, Phillip Morgan, Phillip, welcome to the show.

Philip (00:09):
Great to be here, Jonathan. Thanks

Jonathan (00:11):
For having me. So for folks who maybe haven't heard your name before, could you give us a quick 32nd name, rank and serial number?

Philip (00:19):
All right. Start the timer. My name's Philip Morgan. I help independent consultants thrive. I've arrived at this weird made up job for myself, starting with an interest in how specialization is the beachhead that provides this really outsized advantage. And I've ended up becoming generally interested in how sort of indie experts, you know, folks like yourself, Jonathan me, to an extent like how do we cultivate expertise and turn that into economic output. Hmm.

Jonathan (00:51):
Awesome. Love it. Yeah, totally aligned. Of course. So the, the sort of impetus for this particular interview was an email you sent out to your list with a subject line perpetually fascinating specialization. And you know, I guess someone sent this question into you.

Philip (01:10):
Yeah. When folks opt into my email list, I just redirect them immediately to a survey that says, Hey, you know, what's on your mind. What sort of questions do you have? It's totally optional whether they fill it out, but this question came in through that channel.

Jonathan (01:23):
Gotcha. Cool. And the question was, how do I discover the area of specialization that is both perpetually fascinating to me and valuable to the market? An age old question. Yeah. That's what we all want. Yeah. We, I get this all the time where people, you know, I, I talk about it in the context of positioning and, and, you know, becoming the go-to person for a particular something, you know, and, and it's, you're kind of like with, with me as a solo person or people that work with me who are solo, you're kind of dead in the water. If you don't have some kind of differentiator, because if you're just presenting yourself to the market as a, just another one of these things, you know, coder, developer designer, then you're not meaningfully different from anyone. Then you're going to have really powerful, downward pressure on your prices.

Jonathan (02:16):
No leverage in the negotiation. It's, this is a terrible place to be. It's much better to be the one and only of something instead of just one of many. And it just has a dramatic effect on the prices that you can charge. And also the impact that you can have, all of your marketing suddenly starts to work. Imagine that so, you know, we're super aligned on this, but the thing, the pushback that this reminds me of is that people have the fear as you coined it many years ago about specializing and, and there's a bunch of different ones, but a bunch of different fears of sort of three or four different fears it'll crop up. And, but this one comes up all the time where say to me I, I totally buy in on the idea of positioning and I understand why that would be good for me, but which position or which specialization, or they're not the same thing, but which focus do I pick? Like how do I pick the thing?

Philip (03:15):
Yeah. And it's, I mean, it really kind of gets to the heart of, I think, what is intimidating and scary and mysterious about this decision? It's a decision is maybe the first thing we should point out. Like we could, I could make 10 specialization decisions in the next minute. If I wanted to, the decision is free. It costs almost nothing, right? Like I could say, well, I want to specialize in actually the person who asked this question went on to say, I could specialize in underwater basket weaving, but I would not want to sink a lot of time and effort into marketing that unless I have some confidence that there's a market for it. So there's a lot going on there. But the first thing we should point out is like the decision costs, nothing. I think what people are worried about is the potential negative cost of the decision of like, Oh, I made the wrong decision or I made this decision and it looked great on paper and then it didn't pan out.

Philip (04:22):
So that's one thing I think we should talk about more today. And then the, there's another really, almost headline level aspect to this question, which is the question is saying, I want this to be perpetually fascinating. Yeah. And you know, when these questions come in through this form that I send people to, I don't have all the context. Right. So I feel a little, it feels a little risky to assume too much, but I just don't feel like anyone would use the word perpetually by accident, you know, like that's, that's associated with things like tombstones and, you know, big structures then, you know, in perpetual living memory of so-and-so it's, it's just not a word you toss around casually. So I assume that this person really was looking for a way of specializing. That would for them be always interesting.

Jonathan (05:17):
Yeah. Never boring. Yeah. Right. Yeah. There's the afraid they're going to get bored.

Philip (05:21):
Right. The answer is it doesn't exist. Like that's, that's the simple one sentence answer that that specialization does not exist for anybody. Yeah.

Jonathan (05:31):
It's kind of like, it's kind of like an oxymoron. Like if you're actually specializing it almost can't get boring.

Philip (05:38):
That's the thing is I I'd be curious about your experience with pricing. It probably like your specialization Jonathan in pricing, because I don't think it'll quite fit the pattern, but if there is a pattern, I think you could say you do need to be prepared for things to temporarily get and I'm pausing on purpose because I'm not sure boring is the right word. Maybe simpler, maybe less chaotic. And then after you get through a phase of that, things will get way more interesting.

Jonathan (06:16):
Yep. Yeah. It's like S-curves and you keep breaking through, so you go up, you go up the learning curve that you're on and you get to the top and you're like, Oh, I guess, okay. I guess I look right. And then you're like, Whoa, new door opens. Right. And it's, I mean, the S-curve thing is generally in an ascending, you know, learning curve going up. And, you know, if you imagine an S curve, it's sort of like as a steep incline at the beginning, and then it tapers off it plateaus and then it another steep learning curve and then it plateaus. But really there's a reverse metaphor of, you're just going deeper and deeper down the rabbit hole and finding new caverns to explore. Yeah.

Philip (06:55):
I, I have this sort of mental model of the human skin, this grosses some people out, which makes it even more fun for me to use. But you know, when you specialize, it's like you're getting a hypodermic needle so that you can Pierce the outer layer of the skin, the epidermis, it's mostly dead skin cells. It's very thin. There's not much going on there. There's something there, but you have to get through it to get to the good stuff, which is the dermis and the hypodermis of the skin. I thought, you know, when I first laid hold of some of these ideas about specialization and started exploring them and I was like, Oh, I'm an expert after six months in this. But that was the epidermis that was, you know, the thin dead layer where everything is kind of over simplified. And there's not a lot of nuance....

Joel Pilger - Fostering a Community of Clients

Jonathan Stark — Tue, 26 Jan 2021 06:00:00 -0500

RevThink honcho Joel Pilger joins me to talk about how and why to consider fostering a community of clients.

Joel's Bio

Joel Pilger helps great creatives run great creative companies. As a RevThinker, Joel has advised hundreds of creative firms based in 23 countries around the world. He is the host of the RevThinking Podcast as well as the host of regular QOHORT retreats and dinners for creative entrepreneurs in New York, Los Angeles, and London.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Emily Omier - Finding Clients On LinkedIn

Jonathan Stark — Fri, 22 Jan 2021 01:45:26 -0500

Positioning consultant Emily Omier shares her secrets for finding clients on LinkedIn without being an annoying spammer.

Emily's Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

John Warrillow - The Art of Selling Your Business

Jonathan Stark — Tue, 12 Jan 2021 06:00:00 -0500

Best selling author John Warrillow joins me to talk about what to do when you want to sell a SaaS.

Talking Points

Why buyers might pay a much higher multiple than normal for a SaaS
The pros and cons of annual vs monthly subscription models
How to know when to sell your SaaS
What to do before you sell your SaaS
Business brokers vs M&A professionals
What to say when a potential buyer asks, “If your SaaS is so great, why are you selling it?”
How to avoid “golden handcuffs” if hanging around is not for you

John’s Bio

John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business.

His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners.

In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. You can follow John's work by signing up at BuiltToSell.com.

Related Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Tripp Lanier - Getting Dangerous

Jonathan Stark — Tue, 05 Jan 2021 00:00:00 -0500

Author, podcaster, and coach Tripp Lanier joins me to talk about how to feel more strong, free, and alive.

Tripp's Bio

Tripp Lanier is a professional coach, author of This Book Will Make You Dangerous, and host of The New Man Podcast: Beyond the Macho Jerk and the New Age Wimp which — for over a decade — has been downloaded millions of times.

Tripp's LInks

Transcript

Jonathan Stark (00:00):

Hello, and welcome to ditching hourly. I'm Jonathan Stark. Today I'm joined by special guest Tripp Lanier. Tripp! Welcome to the show.

Tripp Lanier (00:07):

Thanks, Jonathan. Appreciate the opportunity to talk.

Jonathan Stark (00:10):

I'm really excited about this. I absolutely loved your book and I want to talk all about that, but first, can you give the listeners a little bit of background on you, who you are, what you do, they might not have heard your name before or just in case they haven't?

Tripp Lanier (00:22):

Yeah well, most known these days as the host of the new man podcast, which has been publishing for over 13 years, we've had millions of downloads. We kind of started in the wild West days and but my main profession is I'm a coach and I work with primarily men, but forward-thinking men that are like, all right, I've done pretty well for myself, but is this really it, is it really just going to be about chasing money or measuring up or trying to prove something that I didn't get worked out in high school? And so these are guys that are wanting more meaning more alignment, not just in their work, but also in their personal lives and their relationships as well. So I do the work with those guys to really kind of break out of this mold and find the unique thing that that really is. They're like, okay, what am I really here to do or give or provide in my lifetime? And you know, confront the fears that get in the way there and then really start to implement that and then world, and in a way where you don't have to live in your car, my clients tend to do very well for themselves.

Jonathan Stark (01:22):

Yeah, there's so, so I didn't realize that the podcast had been going that long. I listened to a few episodes, but wow. That's amazing. Yeah. When did the book come out?

Tripp Lanier (01:31):

The book came out this past year. We're still in the promotion cycle for that. So it's, it's you know, with COVID and all of that kind of stuff, it's like, it's still fresh and brand new and a lot of people's minds.

Jonathan Stark (01:41):

Yeah, it's really good. I'm just going to go ahead, like right up front and say, folks should definitely read this book. It's it aligns with a lot of the things that listeners here are used to hearing me say particularly staying, getting away from the crowd, standing out from the crowd and not being just another, whatever you want to be. The one and only have something very specific and doing that feels really dangerous to people. It feels like they're taking a huge risk by doing something different and standing out. I suppose it's like an evolutionary thing where fitting in was the safety mechanism, but now it's like the polar opposite of what you'd actually want to do. So the book is the book is not only really useful, but it's hilarious. It's definitely dude oriented. Do, do you have, have you ever, has that caused a problem for you at all? I, I, I asked because one of the things that people tend not to want to do is niche down on any kind of subset. They want to be like a software developer. I can build software for anyone and everyone. And I think that's a bad thing. You obviously think that's a bad thing. Have you had any sort of backlash from focusing down primarily on men?

Tripp Lanier (02:49):

No. I mean, if you take a look at the world that I'm in and the personal growth, personal development realm, it's a field largely developed largely dominated by women. You know, this was, I mean, this was a field that Oprah really cultivated. And there, I remember being that person going to that section of the bookstore when we actually went to bookstores to buy books and it was like, there's nothing here for me. I'm a guy. And it's awesome that there's a lot of great books for women here, but there was nothing that spoke specifically for me. And so one of the main reasons why I wrote that book was I was like, okay, what's the book I wish I could have read 20 something years ago when I was starting to ask these deeper questions and starting to really get curious about life and what was really involved. And, and and so that was, that was the impetus for this book.

Jonathan Stark (03:34):

One of the things that I love about the book, first of all, I listened to the audio book, which you read. Thanks, goodness. Because I think it it's, it really, it feels like a missed opportunity to me when authors don't read their own books, especially in a place like, you know, in a, in a, in a space like this or dumb domain like this it's, it's like, you really want it. I don't know. It just makes so much more of a connection for some, especially for someone who does coaching. But what's hilarious about it is, you know, you're super honest in it. There's swearing and stuff. It's there's some, a whole just absolutely like laugh out loud. Funny examples. I'm thinking of like the, the the, the sweat lodge. I don't know if it was a sweat lodge, but it was like, okay, everybody take off their clothes and it's just hilarious, but it's, it's incredibly useful.

Jonathan Stark (04:21):

And the, the, the thing that I want to drill into a little bit is your ability to the role playing that you did in the book. So, so for the listener, there's a bunch of examples in the book where, where one of trips, I don't know if you call them students or clients, but clients they would have some sort of like, I don't feel it something's wrong. I don't know what's wrong. And listening to the way you unpack that was in every case, it was just mind blowing. I do coaching myself and, and with a lot of engineer mentality type of people and they, and when it comes to the stuff that's re really squishy stuff, I'm like, I'm out, I'm like not, not a shrink. I don't know how to go there. I don't know what questions to ask. So it was incredibly informative as a coach to listen to the way that you would ask those questions.

Jonathan Stark (05:09):

Can you, can you think of an example from the book where someone might come to you and say, I say something like, I dunno, man. Like something just doesn't feel right. You know, and they're like driving a Ferrari and they're ma you know, they're happily married and, you know, I think there was one word, you know, the guy was like totally happy with his wife or, or felt that way. And was just like, I don't know. And then you ask these series of questions that maybe you could go into a little bit and, you know, touch on the sort of three things that you know, people are looking for in their lives. It seems like almost like the primary colors of what you go after.

Tripp Lanier (05:46):

Yeah. Yeah. There's a, there's a lot to unpack in that. You know, one thing that I've learned as a coach is that early on, as a coach, it was like, yeah, let's, let's really help people accomplish their goals, whatever they may be, those goals are always or had been at that time were always typically objective. They were things that we could measure. Right. That's, that's...

Erik Dietrich - 3 Steps To Improving Your Search Rankings

Jonathan Stark — Tue, 29 Dec 2020 06:00:00 -0500

Erik Dietrich shares the secret sauce he uses at Hit Subscribe to improve search engine rankings for their clients.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jim McDannald - Laser Focused Positioning FTW

Jonathan Stark — Tue, 22 Dec 2020 06:00:00 -0500

Jim McDannald joins me to talk about the life changing magic of niching down.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What is a product ladder?

Jonathan Stark — Mon, 21 Dec 2020 06:00:00 -0500

Knowers vs Doers

Jonathan Stark — Sun, 20 Dec 2020 06:00:00 -0500

Art vs Design

Jonathan Stark — Sat, 19 Dec 2020 06:00:00 -0500

Specialization in life and business

Jonathan Stark — Fri, 18 Dec 2020 06:00:00 -0500

Plenty of Fish

Jonathan Stark — Thu, 17 Dec 2020 06:00:00 -0500

Expensive Problems are 3D

Jonathan Stark — Wed, 16 Dec 2020 06:00:00 -0500

What exactly is commoditization?

Jonathan Stark — Tue, 15 Dec 2020 06:00:00 -0500

How to avoid scope creep on a value priced project

Jonathan Stark — Tue, 01 Dec 2020 06:00:00 -0500

How to value price when there are lots of unknowns

Jonathan Stark — Sat, 21 Nov 2020 06:00:00 -0500

Starting From Zero

Jonathan Stark — Thu, 19 Nov 2020 06:00:00 -0500

Beware The Should

Jonathan Stark — Tue, 17 Nov 2020 06:00:00 -0500

Coaching Call with Destin Hood - From Professional Baseball to Digital Marketing

Jonathan Stark — Tue, 10 Nov 2020 06:00:00 -0500

Former professional baseball player Destin Hood joins me for a coaching call to brainstorm positioning for his new digital marketing business.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Dan Cuprill - Systems Create Profit

Jonathan Stark — Tue, 03 Nov 2020 06:00:00 -0500

Financial planner and business coach, Dan Cuprill joined me On Ditching Hourly to talk about how service providers can increase profits by creating systems and experimenting with new pricing models.

"Systems create profit. Profit gives us the freedom we want." - Dan Cuprill, Founder, Advisor Architect

About Dan Cuprill

Dan Cuprill is a Certified Financial Planner, blogger, and the host of two podcasts: Solving the Financial Puzzle & The Profitable Advisor. A graduate of the University of Iowa, he earned his MBA from Northwestern University.

Related Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alex Hillman - Tiny MBA

Jonathan Stark — Tue, 27 Oct 2020 06:00:00 -0400

Alex Hillman of Indy Hall and Stacking The Bricks joins me to talk about his new book The Tiny MBA.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Wes Bos - Building a Training Business

Jonathan Stark — Tue, 20 Oct 2020 06:00:00 -0400

Software course legend Wes Bos joins me to talk about how he created his training business.

Talking Points

What to do before you make a course.
What makes a good course creator.
Pros and cons of publishing courses on your own site vs a platform like Egghead.
How to create interest prior to launching a course.
What to think about when thinking about updating a course.
Course pricing techniques (free, paid tiers, team licenses, parity pricing, sponsorships)

Links We Mentioned

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Edward Nevraumont - Programmatic Advertising for Boutique Service Businesses

Jonathan Stark — Tue, 13 Oct 2020 06:00:00 -0400

Speaker, executive consultant, and author of "Marketing BS" Edward Nevraumont joins me to talk about how programmatic advertising (e.g., Facebook ads) can be used to grow a boutique service business.

Edward's Bio:

As Chief Marketing Officer at General Assembly, Edward helped build and prepare the company for a $412.5mm sale to Adecco in 2018.

During his five years at A Place for Mom, Edward steered the company from the brink of collapse to generating more than 30% year-over-year growth over multiple years. A Place for Mom is now the largest senior-living referral service on the planet.

While Vice President at Expedia, Edward created the VIP Hotel program which is now at 4000+ hotels and generating a 22% lift in stays for Expedia’s elite customers. He also created Expedia Rewards (a points-based loyalty program), and Expedia’s first landing pages testing team (which now runs 2000+ tests/year).

Prior to his executive positions, Edward worked as a consultant for McKinsey & Company and in account management for Procter & Gamble. A Wharton MBA graduate, Edward honed his global perspectives by working and living on four continents, including a year in Africa.

Related Links:

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Jimmy Rose - Validating Your SaaS Idea

Jonathan Stark — Tue, 06 Oct 2020 06:00:00 -0400

Jimmy Rose joins me to talk about how to validate the idea for a SaaS product and position it with the target market as a solution to a painful problem.

Here is Jimmy's Twitter bio:

I help people automate stuff with Zapier. Co-founder of @contentsnare which helps collect content & documents from clients. Skilled at talking to dogs.

The New Boss

Jonathan Stark — Tue, 29 Sep 2020 06:00:00 -0400

Meet the new boss, same as the old boss.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How To Prove You're Good At What You Do

Jonathan Stark — Tue, 22 Sep 2020 06:00:00 -0400

You Have To Change Something

Jonathan Stark — Tue, 15 Sep 2020 06:00:00 -0400

You can't make things better without changing something, and changing something requires a leap of faith.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Selling A Feeling

Jonathan Stark — Tue, 08 Sep 2020 06:00:00 -0400

Geraldine Carter - The Forensic Bounty Hunter

Jonathan Stark — Tue, 01 Sep 2020 06:00:00 -0400

Business coach Geraldine Carter joined me to brainstorm how her CPA clients could price three different phases of a forensic accounting engagement. Even if you're not a CPA, I think you'll find the approaches we came up with applicable to your service business.

Here's a link to an interactive transcript:

READ TRANSCRIPT

(It was machine generated, so it's not perfect)

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Projects vs Retainers

Jonathan Stark — Tue, 25 Aug 2020 06:00:00 -0400

A More Useful Definition Of Strategy

Jonathan Stark — Tue, 18 Aug 2020 06:00:00 -0400

Can I Value Price X?

Jonathan Stark — Tue, 11 Aug 2020 06:00:00 -0400

Good News And Bad News

Jonathan Stark — Tue, 04 Aug 2020 06:00:00 -0400

Coaching Call with Animated Film Director Wayne Thornley

Jonathan Stark — Tue, 28 Jul 2020 11:05:00 -0400

Connect with Wayne on LinkedIn

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Becoming A Rockstar

Jonathan Stark — Tue, 21 Jul 2020 06:00:00 -0400

Provenance

Jonathan Stark — Tue, 14 Jul 2020 06:00:00 -0400

In the world of vintage watches, provenance is a critical component of the value of a given watch.

What is provenance?

Here's a good description from Timepiece Chronicle:

When discussing vintage watches, especially those claimed to have been owned by notable figures, the notion of provenance should always be kept at the forefront of your mind. Far more important than condition or value, provenance is the term used to describe the legitimacy of recorded ownership for a particular item. Whilst for many vintage watch purchases it is condition and value that are of primary concern when considering watches that are claimed to have belonged to an important figure, provenance is the most important factor.

So... provenance is kinda like the backstory of a watch.

For example:

A 1930s era 14k gold Longines tonneau-shaped wrist watch sells for about $1000.

A 1930s era 14k gold Longines tonneau-shaped wrist watch owned by Albert Einstein sold for $596,000.

Almost 600 times more money for the same watch!

But is it really same watch? Sure, the materials and construction and design are all the same. But one is a direct physical connection to one of the greatest scientific minds who ever lived, and the other... well, it tells the time (and probably pretty badly, at that).

Here's the thing...

The value of a product or service often comes from intangible things like provenance or status or brand or morale or peace of mind.

This is not irrational buying behavior. You prove it every time you buy a Coke or shop at Target or splurge on a pair of Nikes and tell yourself that "this one is worth more because of $reasons".

Value is not an inherent property of a thing. It's a perception in the mind of the buyer.

The question is, what does your ideal buyer value?

Yours,

—J

Enjoy this episode? Here are more things you might like:

Hourly Billing Is Nuts—Essays On The Insanity Of Trading Time For Money
Learn more »

The Freelancer’s Roadmap—Learn The Tools, Tactics, And Systems You Need To Transform Yourself From Commodity Freelancer To In-Demand Consultant
Learn more »

Learn Your Lines—What To Say When Clients Put You On The Spot
Learn more »

Pigeonhole Yourself—Transform Your Marketing From Soggy To Solid With These Real-World Examples
Learn more »

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if no one listens?

Jonathan Stark — Tue, 07 Jul 2020 06:00:00 -0400

Long time reader and friend-of-the-list Scott Gould sent in this great question about starting a podcast (shared with permission):

Hi Jonathan, I’m curious - my thought on producing a podcast would be “would anybody even listen to it?” What’s your take on that? Because surely that’s the most important thing to consider? Yours engagingly, Scott

Sure, it would be nice if lots of people listened to your podcast, but if you start out with a one-on-one interview show format (which is my recommended starting format for new podcasters), it doesn’t really matter of anyone listens.

Wait, what?

You shouldn’t care if anyone listens to your podcast?

Yep, that’s right. Having listeners is just one of the benefits of hosting a podcast, and IMHO it’s not the most important one. Here are three other benefits that I think are more important:

1) Building relationships

Hosting a podcast means you always have something to invite people to (especially, luminaries in your field). If I reached out to Seth Godin and asked, “Hey, you wanna to jump on the phone for an hour so I can pick your brain?” he would surely say no. But if I asked instead, “Hey, would you like to come on our podcast and talk about that thing you care about?” he might agree.

When I dreamed up the idea for TBOA, it was specifically for the purpose of having something to invite my favorite thought leaders to. It’s nice that the audience is growing, but all I care about is getting to talk to really smart people for an hour.

2) Researching your market

This is similar to the previous benefit, but instead of inviting rockstars to come on your show, you invite people from your target market and essentially have a free consulting call with them. This is a great way to get to know the hopes, dreams, worries, and fears of your ideal buyers without the pressure of trying to close a deal. As a side effect, improving your podcast interview skills will improve your sales interview skills.

BONUS: If you are currently doing execution work (e.g., coding, copywriting, illustration, video production, audio editing, voice overs, etc) and want to transition into consulting, coaching, or other types of pure advisory engagements, inviting ideal buyers onto your show is low-risk way to road test your capabilities, and to combat impostor syndrome.

3) Rapid content creation

Hosting an interview show is a great way to create a huge amount of quality content very quickly. An hour long chat with a guest will result in about 10,000 words of content. Could you write that many words in an hour? Heck no. For very little money, you can have your episodes transcribed and then read through to pull out rough drafts for shorter written articles that you could publish as blog posts, email messages, or social media posts.

I could keep going, but hopefully you get the point. There are plenty of benefits to starting a podcast even if nobody listens!

Yours,

—J

Subscribe to Jonathan’s daily list

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Punishing Excellence

Jonathan Stark — Tue, 30 Jun 2020 06:00:00 -0400

If you bill by the hour, there's no financial incentive to get better at what you do.

Usually when I say this to people who bill hourly, their knee-jerk reaction is to reject the idea out of hand. They'll point out that they love getting better at what they do and that they often invest time and money in their professional development.

And I'll say, "Sure, but whatever your incentive is to do that, it's not financial. The faster you get, the less money you make."

Eventually, it will begin to dawn on them that there is a paradox at the center of their professional life. On the one hand, they love getting better at their craft. Who doesn't? On the other, there is no financial reward for getting better. In fact, there is often a financial penalty.

Faced with this conundrum, they will sometimes deploy impressive mental gymnastics to avoid having to change anything. The most breathtaking effort I've heard so far goes like this:

"If I get so good at my craft that I'm faster than all of my competitors, then my estimates will be the lowest and I'll always win the work. Therefore, I do have an incentive to get better even though I bill by the hour."

The first time I heard this one, it made my head spin. It was so misguided that I didn't know where to start debunking it. It was like the guy said to me, "Sure, it's a race to zero, but hey... a race is a race and I want to win!" Unfortunately, this wasn't the last time I've heard this argument so maybe it's worth me walking through it.

Here goes...

For the sake of discussion, let's say Bob charges $100 per hour and gets twice as many new project leads as he can handle. His success rate with landing new projects is 50%. He's confident that if he could cut his estimates in half, he'd land 100% of these new projects.

So, Bob invests time and money into tools, training, and systems that make him twice as fast at what he does. Now, his estimates for new projects are half what they would've been, and he does in fact start landing 100% of his incoming leads.

Okay, so... what has Bob accomplished?

He's now working on twice as many projects as before, but making only half the money on each as he would have. Therefore, his overall revenue has not changed, but his administrative duties and switching costs have increased. And he's out the time and money he invested in getting more efficient in the first place.

Here's the thing...

Even in this oversimplified example, there's clearly no financial incentive for Bob to invest in getting better at what he does. In a more real-world scenario, it makes even less sense for hourly billers to get better at what they do.

In my experience, the problem that most self-employed professionals are wrestling with is not that their close rate is too low, it's that they don't get enough leads in the first place.

Getting better at what you do so you can undercut your competitors and close more deals doesn't solve for the "I'm not getting enough leads" problem. In fact, it makes it worse because if you get twice as fast, you'll probably need twice as many leads to make the same money.

(Regardless, you don't have to go to all the trouble of getting better at what you do just to beat your competitors on price... just cut your hourly rate in half. Boom. Done.)

Hourly billing does not reward expertise, it punishes it. The better you get, the less you make. That's the hourly trap.

Yours,

—J

Enjoy this episode? Here are more things you might like:

Altitude Of Involvement—A visual walkthrough of how to charge more money for less labor by leveraging your expertise.
Learn more »

Learn Your Lines—What To Say When Clients Put You On The Spot
Learn more »

Pigeonhole Yourself—Transform Your Marketing From Soggy To Solid With These Real-World Examples
Learn more »

Hourly Billing Is Nuts—Essays On The Insanity Of Trading Time For Money
Learn more »

The Freelancer’s Roadmap—Learn The Tools, Tactics, And Systems You Need To Transform Yourself From Commodity Freelancer To In-Demand Consultant
Learn more »

Group Coaching with Jonathan—Live group video Q&A sessions every other week, instant access to 20+ hours of previous sessions, and a dedicated Slack for group discussion.
Learn more »

Private Coaching with Jonathan—Do you have an established software business that is doing okay but has been plateaued for too long? My Private Coaching Program will give you the instruction, guidance, and accountability you need to get unstuck and increase your profitability.
Learn more »

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

It's Not That Simple

Jonathan Stark — Tue, 23 Jun 2020 08:00:00 -0400

It's not uncommon for a student to come to me for advice about some sort of relationship-related dilemma they're facing. Stuff like:

"I agreed to hire my good-for-nothing brother-in-law and now he's destroying my business!"
"After working together for years, my biggest client is considering a cheaper firm and wants us to cut our price in half!"
"My business partner wants to pivot into a business direction that I feel is unethical and I can't talk him out of it!"

Statements like these are usually followed by thousands of words of backstory full of slights and subtleties and worries and so forth. When they finally run out of steam, they conclude their monologue with the question:

"So what do you think I should I do?"

To which I would reply (in order of above list):

"Fire him."
"Politely refuse."
"Split up."

Usually, this is greeted with a few seconds of stunned silence, followed by:

"But it's not that simple!"

Yes. Yes, it is that simple. It's just not EASY. There's a big difference.

When a problem is complex, a reasonable approach is to do research. When a problem is simple, research is procrastination.

If your good-for-nothing brother-in-law is destroying your business, you need to fire him. It's not a complex problem, it's simple.

The additional backstory (e.g., how mad your sister might be or what the BIL might do in retaliation or that your parents might disown you) doesn't change the fact that you have to fire him if you want to save the business. If your sister gets really mad at you or whatever, that's a separate problem to be dealt with separately.

You might think I'm splitting hairs about the difference between "simple" and "easy". It's true that these two words are very similar and can be used synonymously sometimes, but in cases where you've got a hard decision to make, one's mind seems to want to put it off by tricking itself into thinking it's complex.

Deep down, you know what needs to be done, you just don't want to do it. So you pretend it's complex and respond to the phantom complexity by "researching it" (e.g., asking for outside opinions, waiting yet another day to see if things change, back-channeling with parties who are familiar with the matter but not in a position to influence anything, etc). It's just stalling, which makes the problem worse.

Once you recognize that what needs to be done is simple (albeit hard), your next steps will become clear.

Yours,

—J

P.S. Are you wrestling with a business problem that you'd like to get clarity on? I'm available for a limited number of 1-on-1 coaching calls each month. You can book yours here: jonathanstark.com/call

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Michael Zipursky - Consulting Success

Jonathan Stark — Tue, 16 Jun 2020 06:00:00 -0400

Guest Bio

Michael Zipursky – Michael has consulted for organizations and advised leaders throughout North America, Europe, Asia, Africa, Australia and the Middle East in over 30 industries, from service providers to billion dollar multi-national corporations including Panasonic, Dow Jones, Financial Times, Royal Bank and many others.

Michael is an in-demand speaker and gives keynotes and workshops for the Certified Management Consultants Association, Canadian Internet Marketing Conference, Social Media Camp, and others.

He is the author of 5 books, including:

Follow Michael on Twitter @MichaelZipursky LinkedIn: Michael Zipursky

Related Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Scope Last

Jonathan Stark — Tue, 26 May 2020 06:00:00 -0400

How and why to flip the script in sales interviews.

(Re)positioning Yourself: A Crash Course

Jonathan Stark — Tue, 19 May 2020 06:00:00 -0400

The lovely and talented Alex Hillman of PhillyFreelance.com invited me to speak to their membership last week about repositioning your freelance business in response to COVID-19.

Here's the event description:

With all the belt-tightening going on, it’s never been more important to quickly and clearly communicate your value proposition to potential clients.

Whether you need to pivot from an old positioning statement to a new one, or to firm up your soggy positioning statement in response to a crisis, this interactive session will help you clarify your value proposition so that anyone you meet can easily understand:

What you do
Who you help
What you help them with
Why you're the best person for the job

Who is this talk for?

This webinar is for freelancers, consultants, coaches, contractors, and anyone else who sells their services for living.

----

The reaction from the audience was quite positive, especially regarding the Q&A segment at the end. Alex graciously allowed me to republish the audio of the talk as an episode of Ditching Hourly so other freelancers could potentially benefit from it.

Alex has a long history of creating cool, useful, and innovative products and services, so if you're a freelancer or consultant you should really check out his stuff:

If you'd like to have me speak to your community or appear on your podcast, just shoot me an email at jstark@jonathanstark.com and let me know what you have in mind.

P.S. Here’s a link to the diagram that Alex mentioned in the intro:

Make More For Less

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Only Business Strategy You'll Ever Need

Jonathan Stark — Tue, 12 May 2020 06:00:00 -0400

Humane Selling (TBOA#65)

Jonathan Stark — Tue, 05 May 2020 06:00:00 -0400

Cross post from The Business of Authority

Should You Build A Course? (TBOA#67)

Jonathan Stark — Tue, 21 Apr 2020 06:00:00 -0400

Cross post from The Business of Authority

Tack on a zero and try again

Jonathan Stark — Tue, 14 Apr 2020 06:00:00 -0400

This episode is an audio version of a message I sent to my daily list. Here's the text:

https://jonathanstark.com/daily/20200410-1624-tack-on-a-zero-and-try-again

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Relationships Rule The World (TBOA#69)

Jonathan Stark — Tue, 07 Apr 2020 06:00:00 -0400

Cross post from The Business of Authority

How To Tell People What You Do

Jonathan Stark — Tue, 31 Mar 2020 06:00:00 -0400

https://www.crowdcast.io/e/positioning-crash-course

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How To Switch Your Niche (TBOA#73)

Jonathan Stark — Tue, 24 Mar 2020 06:00:00 -0400

Cross post from The Business of Authority

Coaching Call with Messaging Consultant Graeme McLaughlin

Jonathan Stark — Tue, 17 Mar 2020 06:00:00 -0400

Will Bachman on The Benefits of Community for Independent Consultants

Jonathan Stark — Tue, 10 Mar 2020 06:00:00 -0400

Will Bachman, McKinsey alum and co-founder of Umbrex, joins me to talk about the benefits of finding a community of peers as an independent consultant.

Talking Points:

How to compete with big firms
The importance of niching down
The importance of specializing
The secret benefits of podcasting

Links:

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Landscape Architect Daniel Robey

Jonathan Stark — Tue, 03 Mar 2020 06:00:00 -0500

Daniel Robey joins me for coaching on how to move his landscape architecture business away from hourly billing.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Coaching Call with Web Developer Tim Abell

Jonathan Stark — Tue, 25 Feb 2020 06:00:00 -0500

Interactive transcript available here:

https://www.rev.com/transcript-editor/shared/p3J94iQGQj3paj9kQr4_G-yELyffI7q24nkRGAnOdcDPppzUXzz1KHzbTsDUdI4dDYWxByaWXlY-tv_HoPb88Vvi5U8?loadFrom=SharedLink

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Erik Dietrich on The Hourly Monkey Wrench

Jonathan Stark — Tue, 18 Feb 2020 06:00:00 -0500

Erik Dietrich shares how he went from solo software consultant to productized service business owner (and how it throws a monkey wrench in the works when a contractor wants to be paid hourly).

Erik's sites:

https://daedtech.com/
https://www.hitsubscribe.com/

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Framing Your Value Pricing Conversations

Jonathan Stark — Tue, 11 Feb 2020 06:00:00 -0500

Cold Outreach for Freelancers: Finding Potential New Clients With Cold Emails

Jonathan Stark — Tue, 04 Feb 2020 06:00:00 -0500

How to Delegate Effectively in Your Freelancing Business

Jonathan Stark — Tue, 28 Jan 2020 06:00:00 -0500

The 3 Most Important Questions to Ask New Freelance Clients

Jonathan Stark — Tue, 14 Jan 2020 06:00:00 -0500

Determining the Value of a Paid Discovery Session (for Consultants)

Jonathan Stark — Tue, 07 Jan 2020 06:00:00 -0500

How to Introduce Yourself at a Networking Event

Jonathan Stark — Tue, 31 Dec 2019 06:00:00 -0500

Defining Your Target Customer: Can You Test Multiple Audiences At Once?

Jonathan Stark — Tue, 24 Dec 2019 06:00:00 -0500

Ron Baker on The Subscription Economy

Jonathan Stark — Tue, 17 Dec 2019 06:00:00 -0500

Value pricing legend Ron Baker joins me to talk about the next pricing model for service professionals.

Ron’s Bio

Ronald J. Baker started his CPA career in 1984 with KPMG’s Private Business Advisory Services in San Francisco. Today, he is the founder of VeraSage Institute—the leading think tank dedicated to educating professionals internationally—a radio talk-show host on The Soul of Enterprise: Business in the Knowledge Economy, and the Chief Value Officer at Armanino LLP.

Ron has authored seven best-selling books, including: The Firm of the Future; Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing.

Ron has toured the world, spreading his value-pricing message to over 210,000 professionals. He has been named on Accounting Today’s 2001-2007, and 2011-2018 Top 100 Most Influential People in the profession; and inducted into the CPA Practice Advisor Hall of Fame in 2018. He is a faculty member of the Professional Pricing Society. He presently resides in Petaluma, California.

To contact Ron Baker:

E-mail: ron@verasage.com
Website/Blog: www.verasage.com and www.thesoulofenterprise.com
Twitter @ronaldbaker

Related Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How to Overcome Price Objections in Your Sales Interview [The Why Conversation]

Jonathan Stark — Tue, 10 Dec 2019 06:00:00 -0500

Freelancing Expenses: Who Pays For Your Travel?

Jonathan Stark — Tue, 03 Dec 2019 06:00:00 -0500

Getting Good Testimonials from Your Past Clients

Jonathan Stark — Tue, 26 Nov 2019 06:00:00 -0500

When Friends and Family Ask You to Work for Free

Jonathan Stark — Mon, 25 Nov 2019 06:00:00 -0500

Reuven Lerner on Building a Software Training Business

Jonathan Stark — Fri, 22 Nov 2019 06:00:00 -0500

Reuven Lerner on building a software training business.

Reuven's Bio:

Reuven is a full-time Python trainer. In a given year, he teaches courses at companies in the United States, Europe, Israel, and China — as well as to people around the world, via his online courses.

Reuven created one of the first 100 Web sites in the world just after graduating from MIT’s computer science department. He opened Lerner Consulting in 1995, and has been offering training services since 1996.

Reuven’s most recent book is “Python Workout,” a collection of Python exercises with extensive explanations, published by Manning.

Reuven’s free, weekly “Better developers” newsletter, about Python and software engineering, is read by more than 10,000 developers around the globe. His “Trainer weekly” newsletter is similarly popular among people who give corporate training.

Links:

Reuven's website

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What to Send to Your Email Subscribers (Marketing Your Service Business)

Jonathan Stark — Thu, 21 Nov 2019 01:00:00 -0500

Attracting New Clients With Your B2B Content Marketing Strategy

Jonathan Stark — Wed, 20 Nov 2019 01:00:00 -0500

Are You Giving Away Too Much Free Content?

Jonathan Stark — Tue, 19 Nov 2019 01:00:00 -0500

Positioning: Can You Work With Your Client's Competitors?

Jonathan Stark — Mon, 18 Nov 2019 01:00:00 -0500

The Difference Between Horizontal & Vertical Marketing [Business Strategy for Service Providers]

Jonathan Stark — Sun, 17 Nov 2019 01:00:00 -0500

Marketing for Service Providers: Is Value Pricing Effective for New Freelancers?

Jonathan Stark — Sat, 16 Nov 2019 01:00:00 -0500

"Outcome Based Selling" vs. "What I'll Be Doing to Get the Outcome"

Jonathan Stark — Fri, 15 Nov 2019 01:00:00 -0500

Two Pricing Curves to Measure Value: "Goldilocks" vs. "Might as Well"

Jonathan Stark — Thu, 14 Nov 2019 01:00:00 -0500

Sales for Consultants: How to Convert Inbound Leads into Clients

Jonathan Stark — Wed, 13 Nov 2019 01:00:00 -0500

The Easiest Way to Discuss Value Pricing Questions with Clients

Jonathan Stark — Tue, 12 Nov 2019 03:00:00 -0500

Freelance Work: What to Price for Small Projects with a Limited Scope

Jonathan Stark — Mon, 11 Nov 2019 01:00:00 -0500

Consultant Advice: Handling Team Conflicts and Disagreements

Jonathan Stark — Sun, 10 Nov 2019 01:00:00 -0500

Coaching and Consulting: How to Get Long Term Clients

Jonathan Stark — Sat, 09 Nov 2019 01:00:00 -0500

Positioning Your Consulting Business: Should You Take a Contrarian Stance?

Jonathan Stark — Fri, 08 Nov 2019 01:00:00 -0500

Project Deliverables: What Are Consultants Really Selling?

Jonathan Stark — Thu, 07 Nov 2019 01:00:00 -0500

Joe Pine on Pricing Experiences

Jonathan Stark — Wed, 06 Nov 2019 01:00:00 -0500

Long-time listeners may recall an interview that Rochelle and I did a little while back with Joe Pine on The Business of Authority.

On TBOA, we talked a lot about how to elevate your business from selling services to selling experiences and ultimately to selling transformations (i.e., outcomes) but we didn’t get a chance to talk much about pricing these sorts of higher value offerings.

So, Joe graciously agreed to join me on Ditching Hourly to talk about just that:

DH139: Joe Pine on Pricing Experiences

More about Joe…

Co-author of The Experience Economy, Joseph Pine II is an internationally acclaimed author, speaker, and management advisor to Fortune 500 companies and entrepreneurial start-ups alike.

In 1999, Joe and his partner James H. Gilmore wrote the best-selling book The Experience Economy: Work Is Theatre & Every Business a Stage, which demonstrates how goods and services are no longer enough; what companies must offer today are experiences – memorable events that engage each customer in an inherently personal way.

2019 marks the 20th anniversary of The Experience Economy and it is has been revised and has just be released with a new subtitle: “Competing for Customer Time, Attention, and Money.” You can order it here:

The Experience Economy, 20th Anniversary Edition

In true “experience” fashion, Joe and Jim are running a book re-launch celebration on Nov 13, 2019. If you’d like to be included, you can register here to participate in person or online:

https://strategichorizons.com/books-and-ideas/launchfest/

Definitely check out Joe’s work. He’s the real deal.

Transcript

Transcript of Joe Pine on Ditching Hourly

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How to Handle Clients Asking for a Discount or Bargaining Your Rates

Jonathan Stark — Tue, 05 Nov 2019 01:00:00 -0500

Generalist vs. Specialist: Do Freelancers Have to Choose?

Jonathan Stark — Mon, 04 Nov 2019 01:00:00 -0500

3 Things You Need to Know About Picking Your Niche in Business [Tips for New Freelancers]

Jonathan Stark — Sun, 03 Nov 2019 01:00:00 -0500

3 Reliable Marketing Tips to Build Your Side Hustle (While You Work Full-Time)

Jonathan Stark — Sat, 02 Nov 2019 02:00:00 -0400

Creative Entrepreneurs: Two Practical Ways to Set Your Rates

Jonathan Stark — Fri, 01 Nov 2019 02:00:00 -0400

Making A Living with Your Art with guest Margot Trudell

margot trudell — Tue, 24 Sep 2019 04:00:04 -0400

How can artists, designers, and other creative people make a living doing what they love?

LINKS

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I get clients to pay 100% up-front?

Jonathan Stark — Sun, 22 Sep 2019 03:00:19 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Do I really need to specialize?

Jonathan Stark — Fri, 20 Sep 2019 04:00:04 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What's the value of code quality?

Jonathan Stark — Wed, 18 Sep 2019 04:00:10 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I transition from an old niche to a new one?

Jonathan Stark — Mon, 16 Sep 2019 04:00:11 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How can I charge 100% up-front if my clients are used paying on delivery?

Jonathan Stark — Sat, 14 Sep 2019 04:00:16 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I offer options if what I'm selling is the outcome?

Jonathan Stark — Thu, 12 Sep 2019 03:00:11 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I validate a platform or niche?

Jonathan Stark — Tue, 10 Sep 2019 03:00:04 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How can I value price social media services?

Jonathan Stark — Sun, 08 Sep 2019 03:00:20 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I quote projects without promising too much?

Jonathan Stark — Fri, 06 Sep 2019 03:00:04 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I guarantee ROI if I operate at a strategic level?

Jonathan Stark — Wed, 04 Sep 2019 03:00:20 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I have The Why Conversation if I'm cold calling?

Jonathan Stark — Mon, 02 Sep 2019 03:00:03 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Do I have to be the most expensive option?

Jonathan Stark — Sat, 31 Aug 2019 03:00:15 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I sell the outcome?

Jonathan Stark — Thu, 29 Aug 2019 03:00:01 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I have a value-based conversation with repeat clients?

Jonathan Stark — Tue, 27 Aug 2019 03:00:07 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Positioning Your Firm with guest Joel Pilger

Joel Pilger, Jonathan Stark — Sun, 25 Aug 2019 04:00:22 -0400

Joel Pilger on positioning.

Talking Points

The importance of outcome-based positioning
The democratization of tools (and the resulting commoditization of services)
How Rails damaged the business of web development
The types of value that creative firms can deliver (if they would just stop talking about their tools)
Why creative firms accidentally devalue themselves in their marketing
How jargon destroys client trust
Why it is a bad thing if your clients understand your jargon
The difference between building something nobody hates vs something someone loves
The difference between between appealing to peers vs appealing to buyers
Why SEO attracts price sensitive buyers
Why great positioning attracts better clients
Why niching down attracts more AND better leads
How the "addiction to cash" wrecks your sales efforts
Joel's AMAZING positioning hack (a vs the)
Joel's "Three P" positioning exercise (i.e., purpose, power, personality)

Joel's Bio

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can value pricing work for a B2C project?

Jonathan Stark — Fri, 23 Aug 2019 03:00:01 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I set a fee when the outcome is qualitative?

Jonathan Stark — Wed, 21 Aug 2019 03:00:03 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I package productized services?

Jonathan Stark — Wed, 21 Aug 2019 03:00:03 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What should I say when a client asks me for tiny changes?

Jonathan Stark — Tue, 20 Aug 2019 17:08:42 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Taking Risks with guest Paul Mellor

Paul Mellor, Jonathan Stark — Wed, 14 Aug 2019 14:30:55 -0400

The importance of trusting your gut, shipping great work, and taking some risks.

About Paul

Paul Mellor is the founder and design director at Mellor & Smith, which is a brand and ad agency that gets clients like Amazon, Expedia, and Spotify noticed.

Talking Points

Trusting your gut
Comfort zone vs safety zone
Ego risk vs real risk
Swearing in your marketing

Links We Mentioned

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Value Pricing For Agencies with guest Pascal Côté

Jonathan Stark — Sat, 22 Jun 2019 07:00:10 -0400

How to transition a 50+ person agency from hourly billing to value pricing without going out of business in the process.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I persuade a client that my work is valuable?

Jonathan Stark — Fri, 21 Jun 2019 07:00:09 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I attract buyers instead of peers?

Jonathan Stark — Wed, 19 Jun 2019 07:00:11 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What should I do if I only have $1000 for marketing?

Jonathan Stark — Mon, 17 Jun 2019 14:22:41 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Are proposal options part of a sales funnel?

Jonathan Stark — Fri, 14 Jun 2019 07:00:14 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can I value price as part of a team?

Jonathan Stark — Wed, 12 Jun 2019 07:00:21 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I structure options in a project proposal?

Jonathan Stark — Mon, 10 Jun 2019 12:55:41 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

I'm freelancing for my ex-employer but they still treat me like an employee... what should I do?

Jonathan Stark — Mon, 03 Jun 2019 13:52:41 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What should I include in my consulting proposals?

Jonathan Stark — Mon, 27 May 2019 07:00:26 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I know the client understands the value of the project?

Jonathan Stark — Fri, 24 May 2019 07:00:10 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What do I need to make the jump from implementation work to strategy work?

Jonathan Stark — Wed, 22 May 2019 07:00:18 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Should I tell clients that I practice value-based pricing?

Jonathan Stark — Mon, 20 May 2019 14:23:34 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Pricing Design with guest Dan Mall

Jonathan Stark, Dan Mall — Fri, 10 May 2019 16:29:19 -0400

Dan Mall joins me to talk about pricing 7-figure design projects.

Dan's Bio:

Dan Mall is a creative director and advisor from Philly. He's the founder and director of SuperFriendly, a design collaborative that brings exquisite creative direction and design to the world’s most important and interesting organizations. Dan is also the co-founder and CEO of SuperBooked, a service that helps you find work with a little help from your friends.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Strategic Independent with guest Tom Critchlow

Jonathan Stark — Fri, 26 Apr 2019 07:00:00 -0400

Guest Tom Critchlow joins me to talk about mixing strategic thinking into implementation work.

LINKS

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I justify premium fees if I live in a low cost of living area?

Jonathan Stark — Tue, 23 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How much money do I need to start a consulting business?

Jonathan Stark — Mon, 22 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Is white labeling something I should limit or is it a golden goose?

Jonathan Stark — Fri, 19 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How can I apply value pricing when multiple parties are involved?

Jonathan Stark — Thu, 18 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Does it do more harm than good to put "middle-tier" client logos on my website?

Jonathan Stark — Wed, 17 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if the tactics or deliverables change in the middle of a project?

Jonathan Stark — Tue, 16 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I scale value pricing down to the freelance level?

Jonathan Stark — Mon, 15 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if my prospective client hires someone who I have a not-so-great history with?

Jonathan Stark — Fri, 12 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Should I ever mention value pricing with my prospective clients?

Jonathan Stark — Thu, 11 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I deal with little jobs like fixing a CSS mistake?

Jonathan Stark — Mon, 08 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I balance constant learning with specialization?

Jonathan Stark — Sun, 07 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Design retainers with guest Morgan Pendergrass

Jonathan Stark — Sat, 06 Apr 2019 07:00:00 -0400

Design retainers with guest Morgan Pendergrass

Morgan's website - Luxxe.co

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I value price on a small scale?

Jonathan Stark — Fri, 05 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Should I look at the client's code before quoting a price?

Jonathan Stark — Thu, 04 Apr 2019 15:34:00 -0400

Should I look at the client's code before quoting a value price?

No.

It opens you up to risk from a total stranger
It implies that you're operating with a scope-based mindset and will end up pricing based on your perceived cost
You can find out what you need to know in faster and safer ways... and if it blows up in your face anyway, you can refund their money on day 1 once you've seen the code.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Why isn't my content marketing attracting more leads?

Jonathan Stark — Wed, 03 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What do I say when a prospect asks how I price my work (if not hourly)?

Jonathan Stark — Tue, 02 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can I use my old testimonials in my new niche?

Jonathan Stark — Mon, 01 Apr 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do you go about budgeting time for a project?

Jonathan Stark — Fri, 29 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I write a proposal with multiple price options when the client has shared their budget with me?

Jonathan Stark — Thu, 28 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if your sales interview descends into chaos?

Jonathan Stark — Wed, 27 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How to prevent clients from reverse engineering an hourly rate from your value price

Jonathan Stark — Tue, 26 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can designers sell retainers?

Jonathan Stark — Mon, 25 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Are advice retainers different from design retainers?

Jonathan Stark — Sun, 24 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I raise prices on a monthly-based service with my existing clients?

Jonathan Stark — Sat, 23 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I get past a gatekeeper to the real decision maker?

Jonathan Stark — Fri, 22 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

When is the best time of year to try to land new clients?

Jonathan Stark — Thu, 21 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I make the shift from employee to consultant?

Jonathan Stark — Wed, 20 Mar 2019 07:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How should I split the profits if I hire someone to do the implementation work for me?

Jonathan Stark — Tue, 19 Mar 2019 06:50:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How do I start to attract big brands to my agency?

Jonathan Stark — Mon, 18 Mar 2019 06:47:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How can you value price a big project without a comprehensive scope document?

Jonathan Stark — Sun, 17 Mar 2019 06:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How long should a money-back guarantee be good for?

Jonathan Stark — Sat, 16 Mar 2019 06:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if my client pivots their business in the middle of a value priced project?

Jonathan Stark — Fri, 15 Mar 2019 06:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Do I have to move to a tech hub to grow my business?

Jonathan Stark — Thu, 14 Mar 2019 06:00:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can a newb become a consultant right away?

Jonathan Stark — Wed, 13 Mar 2019 15:48:00 -0400

Q&A from TheJonathanStarkShow.com on YouTube

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Should you work for free in exchange for referrals?

Jonathan Stark — Fri, 08 Mar 2019 17:44:00 -0500

What would you say if someone asked you to work for free in exchange for referrals?

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

XY Positioning Statement

Jonathan Stark — Fri, 01 Mar 2019 14:05:00 -0500

How to craft an XY Positioning Statement.

Click here to read the companion article

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Making Seconds Count with guest Alice Lee-Yoon

Jonathan Stark — Tue, 19 Feb 2019 21:43:00 -0500

Scientific research into the negative psychological effects of trading time for money.

Guest bio:

Alice Lee-Yoon is a prospective phd student researching the link between time, money, and employee happiness. Her papers have been published in leading journals such as Current Opinion in Psychology and Academy of Management Journal, and her works have also been covered in Harvard Business Review, Psychology Today, and New York magazine.

Related links:

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Productized Services with guest Jason Resnick

Jonathan Stark — Fri, 11 Jan 2019 23:52:00 -0500

Jason Resnick (aka @rezzz) shares how he went from burnt out jack-of-all-trades to in-demand specialist.

Related Links

Transcript

Jonathan Stark

Hello and welcome to Ditching Hourly, I'm Jonathan Stark. Today I'm joined by guest Jason Resnick. Jason, welcome to the show.

Jason Resnick

Thanks for having me Jonathan.

Jonathan Stark

Can you tell folks who haven't heard of you before who you are and what you do?

Jason Resnick

Sure, as I said my name's Jason Resnick, Rezzz online as most people know who I am there. Yeah, I'm a web developer, I've been since the late 90's so showing my age a little bit. And yeah, and I've worked the full gamut from Fortune 50 companies to small agencies, largee agencies, consulting firms. And then I struck out on my own doing my own thing twice, the second time is in 2010 and I've been doing that full time every since.

Jonathan Stark

Excellent. So, the main reason, the impetus of this phone call is that ... I don't want to air too much dirty laundry but I was considering a platform migration from Drip to Convert Kit. So, anyone lisetening to this show I'm sure knows I sent out daily emails from a very heavy user of email automation, email marketing software, and it's one of my daily tools. So, small things really matter to me because it really adds up over time if there's small things that are annoying or not the way I'd like 'em or whatever the case may be.

Jonathan Stark

So, I was kind of, to be honest I was kind of ranting about this in a slack room that we're both in and as many times as we've talked in the past you were not pigeon holed in my mind as an email marketing platform guru the way that you are now. So, it was like we started talking and I was like, "Wow, Jason's got amazing answers to these questions. What's going on here?" So, tell me a little bit about ... And then, I came to realize oh this is your deal. So, could you tell people a little bit about your, I don't know I'll use the wrong word but sort of convert kit trusted partner or whatever it is and I think you're also a Drip one and that whole.

Jason Resnick

Yes.

Jonathan Stark

Talk a little bit about how that piece of it happened, the sort of partner thing.

Jason Resnick

Yeah. So, like I said I am a web developer. I focused ever since I started on my own I focused with e-commerce companies whether they were selling digital, physical products, membership websites, subscriptions, even non profits, basically anybody that was taking some sort of a transaction online. And as that grew and I really started to work, sort of fall into a specialty there where I was helping them decrease the time from the first interaction to their first purchase as well as creating repeat buyers and rating fans out of the customers. That was around I guess 2013, 2014 ish, I really started to look into email marketing. Because that was kind of, I mean obviously at that point in time it was out there, it was doing it, but it wasn't doing it at the level that it is now. But I was a web developer so when Drip came along I was taking a look at their API and to be able to do some of the things that Drip was able to do through the API meaning leveraging that subscriber data on the website making the experience on the website a little bit more personal based around whether you opened up the last email or not and these kind of things. And I mean you can do down the rabbit hole of personalization there but that was the genesis of where I am today because what I was doing with my clients as far as the development end of it people wanted more of the other stuff. They wanted the on site personalization. They wanted the beahavioral marketing that I was implementing more so than the custom development work that I was doing. 'Cause at the time and I still do this to this day is I sort of put that final 20% into their website. So, out of the box they install orld wcommerce or whatever. They get 80% of the way there, they see that it's working and getting traction and now they want to put the rest of their business into it whether that's inventory control or anything like that. So, I ...

Jonathan Stark

Can you sort of drill into that a little bit more? I want to make sure it's clear. So, when you say, "Put 80% into it", and you mentioned WooCommerce. I'm not a 100% sure I'm following so.

Jason Resnick

Sure. Yeah. So, I focus in on WooCommerce based customers and a lot of times the companies would install world commerce and find out that it was working for them just out of the box. They would be able to sell products, they would be able to do these things but then other areas of the business whether it was a brick and mortar business like I had one customer that was an ice cream shop that only could deliver to local areas because otherwise it would melt or whatever it is right?

Jonathan Stark

Yeah.

Jason Resnick

So, things like that right?

Jonathan Stark

So, that's what you meant when you said put the rest of the business into it?

Jason Resnick

Right.

Jonathan Stark

Okay I've gotcha.

Jason Resnick

So, but then I noticed a trend towards the behavioral marketing stuff, the email marketing, and automation, and things. And I decided that I could essentially do a lot of that stuff with Java Script code. I didn't need to be in the WooCommerce space, or Magento space, or any of that kind of stuff. So, I just gave it a shot and I basically said, "Okay I'll give this six months. I'm going to essentially slice that part of the business out and offer that as a service." And at that time it was just Drip and I wound up getting a couple of Shopify customers, a couple of Magento customers, and it worked out well. It was nice and easy for me to be able to implement that stuff over and over again. It was a platform that was working well.

Jason Resnick

Support was great too in the growing API there and all that other stuff. So, I was like, "Okay this is great". When they offered the consulting, I think they called it a certified consultant program or something like that, they knew who I was. 'Cause just in and around the community around Twitter and things like that I would jump into these conversations where Drip was mentioned and not to totally get into the weeds over there but I would just basically set up Zapya recipe to look for those mentions and then ping me in my own private Slack. So, I kind of jumped ahead of drip a lot of times in the conversations and I was just offer suggestions, or answers, or things like that because I was well versed in the platform. So ...

Jonathan Stark

Now is that ... Sorry to interrupt. Is that where these clients came from because they saw you and you put them ...

Jason Resnick

A lot of times.

Jonathan Stark

Okay.

Jason Resnick

Yeah. Yeah, a lot of times.

Jonathan Stark

So, basically you being helpful online in public brought you to the attention of Drip but also a bunch of clients who were evidently wrestling with these problems and then you just basically act like third party support in a way.

Jason Resnick

Exactly, exactly right.

Jonathan Stark

Awesome.

Jason Resnick

And they said, "Well we're opening up this consultancy platform, or certification program, or whatever you want to call it", which was really just a [inaudible] had to use Drip in the best way that they wanted you to use it. And so, I dove in. I was in the first co hort of those. I don't really think they have two of them. I'm not really sure h...

Setting Expectations with guest Ben Manley

Jonathan Stark — Wed, 28 Nov 2018 14:14:00 -0500

The benefits of offering a productized service.

In this episode of Ditching Hourly I'm joined by guest Ben Manley. Ben is the founder of Knapsack, a web design firm that offers an laser focused productized service that allows his team to deliver beautiful websites to their clients in one day.

Ben shares his background and explains in detail how he went from a generalist design freelancer who would do anything from Photoshop comps to theater sets, to running a highly specialized web design firm that generates incredible word-of-mouth referrals.

As a past client of Ben's, I can tell you from experience that his process is stellar and delivers a huge amount of value in a very short time.

Talking Points

Transitioning from hourly billing to project based prices
The benefits of specializing
The importance of having a healthy margin
Designing with the client over your shoulder
How to ask for good design feedback
Capitalizing on a platform specialization
Preventing scope creep on fixed price services

Related Links

Knapsack
The site Ben build for Jonathan (password is 'mobile')
StoryBrand
Breaking the Time Barrier by Mike McDerment and Donald Cowper

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Creating a Business That Can Thrive Without You with guest John Warrillow

Jonathan Stark — Thu, 25 Oct 2018 16:44:00 -0400

Business valuation expert John Warrillow explains the benefits of making your business more valuable as an acquisition target, even if you have no intention of selling it.

Talking Points

The two most common reasons business owners consider selling their business
Why it makes sense to build your business to sell even if you don't want to sell
The difference between growing value and growing revenue
Why productizing makes it easier to charge upfront for services

Quotable Quotes

"I see a lot of freelancers 'start a company', but they really just created a job."—JW
"There's a difference between 'specialization' and 'productization'."—JW
"Focus on a very small niche and become dominant in that space."—JW
"People say 'Revenue is vanity, profit is sanity,' but neither is the value of your company."—JW
"If you're just a hodgepodge of a bunch of undifferentiated services, an acquirer could easily go after your revenue without buying you."—JW
"The very same things that make your business valuable and sellable, are also the things that will make your business fun to run forever."—JW
"Can the business succeed without you?"—JW
"Employees thrive on repetition."—JW
"Every service offering you add grows the complexity of your business exponentially."—JW
"Take a half-day and think about the one thing you do better than anybody else."—JW
"Billing after services are rendered creates a 90-day negative cashflow cycle."—JW

The Language of Business with guest Norman Lieberman

Jonathan Stark — Wed, 19 Sep 2018 06:00:00 -0400

Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.

Talking Points

You have to take control of the conversation in the first 20 seconds
The importance of finding out the client's problem before you even think about selling anything to them
Why talking about your company, product, or process is worse than useless
Why to lead with a question and then shut up
What you can learn from a cold-calling master, even if you'll never do them yourself
How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation
How to pull a relationship together out of thin air
How to anchor your high price against the much higher cost of doing nothing
How to respond to a client who asks if you guarantee your work
How to make buyer's eye glaze over (and what to do instead)

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Shape of Engagement with guest Scott Gould

Jonathan Stark — Mon, 27 Aug 2018 17:15:00 -0400

You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement.

Talking Points

Why engagement matters
What engagement is
The three levels of engagement
The three processes that make up the cycle of engagement
Real-world examples of how typical marketing activities fit in the cycle of engagement
Simple steps software professionals can take to understand why their work matters to their clients

Guest Bio

Scott Gould is an author and popular speaker who champions the cause of real engagement in a world where so much is only skin-deep. As a management advisor he has helped some of the world’s biggest brands and oldest organisations get their customers, employees and communities highly engaged around their mission.

Related Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Breaking The Time Barrier with guest Mike McDerment

Jonathan Stark — Thu, 02 Aug 2018 22:58:00 -0400

Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier.

Talking Points

The importance to talking to your clients
Looking for ways to help your audience
How to push yourself out of your comfort zone
Why hourly billing is a bad idea

Quotable Quotes

“In one year, I worked 19 days and brought in $200,000.”—MM
“I think the constant paranoia of not knowing something is healthy.”—MM
“Your peers are great for support but you should look for an advisor who is a reach for you.”—MM
“If you think your clients are the enemy, you’re so far off ”—MM
“Sitting around and saying ‘It’s hard!’ is not going to get you anywhere. Figure it out.”—MM
“Hourly billing pits you against your clients.”—MM
“When your billing by the hour, everyone is staring at their shoes instead of where they want to go.”—JS
“You have to choose your clients.”—MM
“It’s a flag for me if my client going to tell me how I charge for my work.”—MM
“Let’s stop talking about hours. What is it you want when I’m done?”—MM
“I want to know that I can be successful when I'm done.”—MM

Related Links

Mike’s Bio

Mike McDerment is co-founder and CEO of FreshBooks, the world’s #1 accounting software in the cloud for self-employed professionals and their employees. Prior to FreshBooks, Mike ran his own design firm where he accidentally saved over an invoice and realized an unmet need in the market. In 2003, he started FreshBooks from his parents’ basement in Toronto. Since then, over 10 million people have used FreshBooks to save time billing, look professional, and collect billions of dollars. Mike and his team dedicate themselves to executing extraordinary experiences everyday for customers who want to focus on what they love, not their paperwork.

Mike has also authored “Breaking The Time Barrier,” a guide to using value-based pricing to unlock your true earning potential which has been downloaded more than 250,000 times.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Building Signature Systems with guest Maggie Patterson

Jonathan Stark — Wed, 25 Jul 2018 12:52:00 -0400

Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing.

Talking Points

How hourly billing decreases your income
The value of creating clearly defined service packages
The benefits of systematizing your service delivery
The magic of naming process steps
How taking control of the client engagement increases your fees
The importance of saying no to clients who are a bad fit
How productized services make the sales process easier

Quotable Quotes

"If you're saying yes to everyone, that's a bad thing."—MP
"If your close rate is off, you're either talking to the wrong person or your proposals are off."—MP
"We're always going to make more money with a flat rate. Always."—MP

Maggie's Bio

Maggie Patterson is a communications strategist, business growth consultant, and the principal consultant at Scoop Studios. With two decades of experience, Maggie has spent her entire career in client services and has been a successful entrepreneur for over 10 years.

Today, she works with online and small business owners to help them implement smart strategies for business growth and to maximize the impact of their digital marketing. She’s the host of the Small Business Boss podcast, has been on stage at events such as New Media Expo, Podcast Movement, and the Conquer Summit, and her work has been featured in leading publications such as Entrepreneur.com, Fast Company and Virgin.com.

Related Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Fishing Where The Fish Are with guest David A. Fields

Jonathan Stark — Thu, 12 Jul 2018 01:46:00 -0400

Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more.

Talking Points

How to maximize your impact as a consultant
How to "fish where the fish are"
How to identify ugent problems that your clients are dying to pay you to fix for them
How to win business even when you're up against giant competitors
How to build trust in a five minute conversation

Quotable Quotes

"It's about the finding the right people, right problem, right solution, right time."—DAF
"Winning business is easy when you're fishing where the fish are."—DAF
"If you don't hear back from clients, you're operating where there's a lack of urgency."—DAF
"If you're not winning as many clients as you'd like to, you have to make some changes."—DAF
"You have to make your practice about the client, not about you."—DAF
"Every time I have a conversation with someone who looks like my prospective clients, I learn something."—DAF
"If you're smart and your willing to pick up something new, the sky's the limit."—DAF
"Asking your client about hypotheticals will give you bad data. You have to ask them about the past."—DAF
"What you differentiate yourself on are reliability and credibility."—DAF
"Your whiz bang super unique process is likely to scare off clients."—DAF
"Fees are the trickiest part of consulting."—DAF
"There's more money to be had if you're solving a bigger problem for a bigger company."—DAF
"You don't have to work with big companies to win big business."—DAF
"You can build trust fairly quickly by living up to small promises."—DAF
"Targeting aspirations is a longer sale than targeting problems."—DAF

Related Links

Transcript

Jonathan S:

00:00 Hello and welcome to Ditching Hourly. I'm Jonathan Stark. Today I am joined by David A. Fields. David is the co-founder of Ascendant Consulting, is a true consultants' consultant who works with selling boutique consulting firms worldwide, a best selling author, speaker, consultant and mentor. David also heads the Ascendant Consortium whose clients are who's who of the business world. David, welcome to the show.

David F:

00:22 Thank you so much, Jonathan. It is fabulous to be here.

Jonathan S:

00:25 It's really my pleasure. So for folks who maybe haven't come across you before, could you just give people a crash course and who you are and what you do?

David F:

00:33 Sure, and imagine that, there are people who are not aware of me. It happens every day. 95% of my business right now, Jonathan, is actually working with other consulting firms. So whether they are solo practitioners, or small boutiques up to, call it $25 million, I work with a few folks that are larger, but mostly 25 million and under, down to the folks that maybe have just started a practice and are just sort of cracking six figures. And so while I have corporate clients, most of my work now is with the consulting firms that are trying to win those corporate clients. And that's what I spend my days doing, is helping them accomplish that goal.

Jonathan S:

01:12 Excellent. So I've got your new book, it's called the Irresistible Consultant's Guide to Winning Clients. Thank you very much for that. And in it, it's broken into six sections, six steps to unlimited clients and financial freedom. And there's a section that I'm particularly interested in, so I think it would be a great place to start, and that is this section on, I think it's maximizing your impact. Am I-

David F:

01:37 Sure.

Jonathan S:

01:38 Okay. Cool. So can you sort of give ... There's a bunch of sort of sub-sections here. Could you give us a kind of overview and then we'll drill into individual questions?

David F:

01:48 Sure. The one thing I would ... Let me preface this with, because this section, which on maximizing impact which is sort of step two, but it's important to understand that this comes before you start building visibility. A lot of consultants, a lot of freelancers want to get out there and just get known by everyone they can.

David F:

02:09 And before you run out and try to spread the word about yourself, you need to make sure that the word will be listened to, that you're not just out there talking, you're saying words that people want to hear. And that's impact, that's maximizing your impact. So that's where this fits in. It's very early in the process, making sure your message is going to resonate.

David F:

02:29 And basically, maximizing impact just comes down to a few pieces. You need to talk with the right people, about the right problem, offer the right solution in a way that's compellingly articulated at the right time. So right people, right problem, right solution and right time. Of those four, time is darn hard to figure out.

David F:

02:50 And so I tend to say you know what, put that one aside because if you talk to enough of the right people, about the right problem, and offer the right solution, then you don't need to worry about the timing. Some of them will be ready to move and want your services. So that's it. That's really the core of maximizing impact.

Jonathan S:

03:10 Excellent. So you have a great graph, it got six quadrants in it where you talk about the awareness of ... your sort of the clients' awareness, or the prospects' awareness of a problem-

David F:

03:25 Sure.

Jonathan S:

03:26 ... or opportunity, and their urgency around that. And this is a different way to describe something that I talked about here a lot. So I wonder if ... It is kind of visual, but I wonder if you can break it down.

David F:

03:40 Yeah, sure. I can describe it. As a matter of fact, all your listeners can sort of build it for themselves very quickly and easily if they want. This is useful, so it's interesting you pulled this out. This is one piece I didn't mention inside maximizing impact, which is this idea that I call fishing where the fish are, and business is so much easier if you're fishing where the fish are.

David F:

03:59 So here's how you figure out where the fish are. I would say regular consultants, they do two by two charts, but we're super sexy here, so we do a sextant chart. You're going to draw a horizontal line, and then instead of bisecting it with one line, you're going to trisect it with two vertical lines.

David F:

04:18 So now what you have is sort of six boxes, three on the top, three on the bottom. So that vertical axis is really is the client aware of the problem that you solve? So at the top, you might say yes, all those three boxes at the top are yes. And the three boxes at the bottom are no, they're not aware of the problem that you ... they have the problem.

David F:

04:38 They may have the problem, but they're not awa...

All Late Projects Are The Same with guest Tom DeMarco

Jonathan Stark — Thu, 21 Jun 2018 13:09:00 -0400

Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common.

Guest Bio

Tom DeMarco is a Principal of The Atlantic Systems Guild, a technology think tank with offices in the United States, Great Britain and Germany. He is the author of ten books on organizational dynamics and the role of technology, plus five novels. His most recent work —just published this month — is a romance, entitled The One-Way Time Traveler.

Talking Points

Why clients get angry when a project is late
Who is to blame when a project is late
The real reason for tight deadlines
How to respond when a project has an unrealistic deadline
How the value of a project affects deadline expectations
Why clients initiate projects that offer marginal returns
How managers use bad estimates to manipulate employees
Why software is so inexpensive these days
What distinguishes prosperous software developers from those who are struggling
What buyers are actually concerned about other than price

Quotable Quotes

"I thought all late projects were the same in that they were really estimation failures, not performance failures. I still believe that all late projects are the same, but for an entirely different reason. All projects that finish late have this one thing in common: they started late."—TD
"By the 1990s, a significant part of my practice was litigation support, which was a natural consequence of raising my rates to the level that only legal departments could afford."—TD
"Being blindsided by the competition—is not software developer failure but that of some marketing arm that got one upped by superior marketers in another company."—TD
"If a project offered a value of 10 times its estimated cost, no one would care if the actual cost to get it done were double the estimate."—TD

Related Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

You Can’t Buy An Hour

Jonathan Stark — Fri, 25 May 2018 15:42:00 -0400

You know you can't literally buy an hour from someone... so why do you think you can sell an hour to someone?

Here's the tweet that inspired this episode:

Matt's Tweet

Thanks to Matt Olpinski for asking!

—J

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Serving vs Selling with guest Liston Witherill

Jonathan Stark — Wed, 09 May 2018 12:10:00 -0400

If you hate selling, you're probably doing it wrong.

Guest Liston Witherill joins me to change your mind forever about what it means to sell as a consultant.

Talking Points

Where did the negative feelings about marketing and sales come from?
How can you sell without selling?
What you can do to relax in the sales process
Why persuasion has no place in the sales process
The importance of listening in the sales process
How to have your products and services sell themselves
What activities are okay to give away for free and which aren't?
What to do if you find yourself in a terrible client relationship

Liston's Bio

Liston Witherill helps consultants sell their expertise with confidence by creating sales programs that produce predictable results. He's a coach and trainer who works with consultants, business owners, and their teams to take proactive control over their revenue. You can read his writing and watch his videos at liston.io.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Lessons Learned Building My First Online Software Course with guest Chris Buecheler

Jonathan Stark — Tue, 24 Apr 2018 17:09:00 -0400

Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders.

Lessons Learned Building My First Online Software Course with guest Chris Buecheler

Today I'm joined by guest Chris Buecheler to talk about a few of the hard lessons he learned creating his first online software course, Five Minute React.

Chris' Bio

Christopher Buecheler is a self-taught web developer with over 20 years of professional experience. He's worked as a developer for a variety of internet companies. He founded CloseBrace because he loves tech and wanted to share his knowledge with other developers.

"I believe you can learn Node, Express, React, or anything else you'd like, and I want to help you do it!" —Chris Buecheler

Talking Points

Using version locking to future-proof your course
Building the example app before writing the education materials
Knowing how much to material to cover in a single course

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can Value Pricing Work for Firms? with guest Adam Aronson

Jonathan Stark — Fri, 30 Mar 2018 17:23:00 -0400

Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms.

Adam's Bio

Adam is the founder and principle of FileMaker development firm FullCity Consulting. Since 2000, FullCity has serviced clients like ESPN, the NY Rangers, and the WWE.

Earlier in his career, he managed FileMaker database systems for advertising and television production at Martha Stewart Living Omnimedia and provided 24/7 personal technology support for Ms. Stewart and her executive team.

Adam managed the IT side of the advertising department at Toys ‘R Us and was database manager for Bloomingdale’s wedding registry website.

Without further ado, here's my interview with Adam Aronson.

Enjoy!

Links

Talking Points

Hourly billing is like taxes and fossil fuels; there's just not a better answer out there.

There are two very different reasons why clients might ask you how long the project is going to take:

They have some actual hard deadline
They see time as a proxy for cost

Developers are like artists. Would jazz musicians do their best work if you were paying them by the hour?

Why do you eat hours on things you think took you too long, but you don't add hours for things you think you finished extra fast?

If you're asking the client questions about their business logic or entity relationships in a sales meeting, you're doing it wrong.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Bells & Whistles

Jonathan Stark — Sat, 17 Mar 2018 11:51:00 -0400

What if a client doesn't understand what they're getting themselves into?

Talking points:

The sales meeting is not over until you're reasonably confident that you can help improve the client's condition.
Don't quote work that you believe will most likely hurt the client (even if they insist that they know what their doing).
If you are skeptical of the client's vision, tell the client so and ask them to help you "connect the dots" to understand their business case.
You need to understand the client's desired business outcomes in order to write a value based proposal (a feature list is not sufficient).
Separating fools from their money is bad way to build a long-term business.
When offering options, the lowest price option should be the thing that you agreed to in the sales meeting.
Higher tier options may or may not have been discussed in the sales meeting.
The lowest price option should be the most risky to the client and the highest tier should be the least risky to the client.

Questions?

Leave me a voicemail at (401) 952-8899 and I'll include your recording in an upcoming show.

Cheers!

—J

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Business of Expertise with special guest David C. Baker

Jonathan Stark — Wed, 07 Feb 2018 17:28:00 -0500

Guest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more.

David's Bio

David grew up with a tribe of Mayan Indians in a remote village in the highlands of Guatemala. He’s an author, speaker, and advisor to entrepreneurial experts. This is his fifth book.

He’s a helicopter and airplane pilot, an avid photographer, and taught high performance motorcycle riding/racing. Based in Nashville, he has visited and worked all over the world.

He is married, has two boys, two daughters-in-law, and multiple grandchildren. His work has been featured in the WSJ, Fast Company, USA Today, Inc. Magazine, and Forbes.

He speaks regularly at various TEDx events, Harvard, Adobe, and major international conferences to audiences looking for accessibly refreshing insight into how experts shape their world.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Value-Based Design with guest Nick Disabato

Jonathan Stark — Fri, 02 Feb 2018 17:05:00 -0500

Guest Nick Disabato (aka nickd) talks about measuring the economic value of design.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Price Sickness with guest Janet Kafadar

Jonathan Stark — Tue, 23 Jan 2018 17:00:00 -0500

Does the idea of doubling your prices make you physically ill?

Janet Kafadar shares a very personal, inspirational, and funny story about how pricing herself too low wrecked her health... and yet raising her prices literally made her puke. Definitely check this one out.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Productized Consulting with guest Jane Portman

Jonathan Stark — Tue, 23 Jan 2018 11:50:00 -0500

Jane Portman joins me to talk about her new book, Your Productized Consulting Guide.

Links

20% Off

Ditching Hourly listeners can use coupon code DH20 for 20% any package of Jane's book. Thanks Jane!

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Pricing Creativity with special guest Blair Enns

Jonathan Stark — Tue, 19 Dec 2017 13:38:00 -0500

Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work.

Blair's Bio

Blair Enns is a 25-year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching, which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops & webcasts. Blair is the author of "The Win Without Pitching Manifesto" and the forthcoming "Pricing Creativity: A Guide to Profit Beyond the Billable Hour"

Links

Transcript

Jonathan:

Hello and welcome to Ditching Hourly. I'm Jonathan Stark. On today's show I'm joined by Blair Enns. Blair is a 25 year veteran of the business side of the creative professions. In 2002, he launched Win Without Pitching which has worked with thousands of creative professionals in numerous countries through direct engagements, seminars, workshops and webcasts. Blair's the author of the Win Without Pitching Manifesto and the forthcoming Pricing Creativity: A Guide to Profit Beyond the Billable Hour. Without further ado, here's my interview with Blair [00:00:30] Enns, enjoy. Blair, welcome to the show.

Blair:

Thank you Jonathan, my pleasure to be here.

Jonathan:

I am super excited to talk with you today especially about your new book Pricing Creativity. Could you start off by giving listeners a little bit of context about what the book is meant to do for its readers, who's targeted at, what led you to write it just sort of the big picture.

Blair:

Yeah so my businesses is Win Without Pitching, it's a sales training for creative professionals. We work with [00:01:00] independent, typically owners of independent creative firms of various types usually design or advertising based but often going into the kind of adjacent markets and their teams and we help them get better at selling what it is that they do and you know there's some right there in the name Win Without Pitching there are some ideas around the conventions that we help to challenge. Pricing Creativity is meant to be a [00:01:30] desk reference ... an enjoyable readable reference manual for anybody in the creative professions who sets, negotiates or delivers price.

Jonathan:

Excellent. Well that's right up our alley here. We have had similar paths over the years, we've read a lot of the same people, I know Alan Watts is big on your list, Ron Baker, many many others [00:02:00] I think we probably have the same set of 20 pricing books on our bookshelves.

Blair:

Yeah, probably.

Jonathan:

And also we both have spent at least a decade I think you probably have at least two decades of actually implementing this stuff or experience in a field that you're now implementing these theories in, actually converting them into practice so it's going to be ... it sort of comes as no surprise to me that we have lots and lots and lots of kind of like shared ... I don't want to say revelations [00:02:30] but it just like, wow this stuff does work, it is tricky to implement and it takes some doing, there's a perhaps more art than science at some points but it definitely works and largely in my case I'm super anti hourly billing in case you couldn't tell by the [inaudible 00:02:51] portal, but I know that you do talk about some types of hourly and [00:03:00] for your target market, for people who are making payroll and they've got a bunch of bodies that they have a lot of capacity I should say, it does make sense to perhaps sell blocks of time.

Kind of want to talk about that at some point. Maybe we don't have to dwell into that now but you have this great framework called the four phases of client engagement that talks about this sort of decreasing value curve as you come down [00:03:30] from the discovery phase or I think you call a diagnostic phase and the and that moves into recommendations. Maybe you could talk about the four phases just briefly because people, listeners are familiar with this concept I've talked about you before.

Blair:

The four phases in any engagement of any expertise space business would be diagnose, where you come to understand the client situation, prescribe, where you prescribe a therapy if we wanted to use continue with the medical analogy, [00:04:00] the deliverables of the diagnose phase would be diagnostic findings, the deliverables at the prescribe phase would be a strategy and then you have what I call the apply phase or the initial application of therapy. Then you have ongoing reapplication of therapy so diagnose, prescribe, apply, reapply, and the highest value offering that you have is first and foremost your ability to accurately diagnose the client's challenges, [00:04:30] assess the scene as it were and from there if you're not able to diagnose properly then it doesn't matter how good your prescription is if it's not targeted to the challenge that's really there.

Then when you get into reapplication, excuse me you get into the fourth phase reapplication, that's the highly commoditized stuff of redoing things over and over again where you're adding very little value. It's mostly you're getting paid for things that you do with your hands and your [00:05:00] feet mostly your hands a little bit of your brain still but I do like to break those four phases of the engagement into two separate categories. I refer to the first two diagnose and prescribe as the thinking stages or phases and then the latter to apply and reapply are the doing phases so your point is the highest value offering that you have is in the ... I call them stages, the thinking stages and then once you get into doing that tends to [00:05:30] be more commoditized.

I think from time to time it makes sense to package up a whole lot of that doing. Sometimes it does make sense to sell that as units of time. It really depends on the business, it really depends on how you sold the previous stages of the engagement, it depends on how your business is set up, how your clients businesses are set up, so I really do like the idealism of value based pricing. Ron Baker who I'm sure we're going to talk about [00:06:00] has been a tremendous influence on my thinking on value based pricing and he read an advance copy of the book as did you and he had some really good feedback for me and one of his points of feedback where I had to say, "Well I think we're just going to have to disagree on this one," is he's just adamant that at no point should you ever sell time.

I like the idealism of that I think practically there are times when it makes sense to sell time and one of those times might be when [00:06:30] you're selling that fourth phase, the ongoing reapplication work and it's just a whole bunch of busywork. It might make sense to sell that in units of time.

Jonathan:

I think you ... I see this as well, I tend to tackle it in a little bit different a way but again I think this is because of different audiences. There ...

Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn

Jonathan Stark — Mon, 11 Dec 2017 12:53:00 -0500

Corey Quinn is a consultant who helps companies fix their horrifying AWS bills. In this episode, Corey explains how he monetized his technical expertise by selling sponsorships for his weekly mailing list.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Donations As A Revenue Stream with guest Brian Dunning

Jonathan Stark — Fri, 17 Nov 2017 14:43:00 -0500

Former software consultant Brian Dunning talks about transitioning from hourly billing for dev work to donation supported content production.

Description

My guest today is Brian Dunning. Brian is an old friend who I met back when we were both building FileMaker solutions for clients who we billed on an hourly basis. Over the years, Brian has transitioned away from trading time for money to the most purely value-based model I've ever encountered: he now runs a donation supported non-profit called Skeptoid Media. As a former dev, I wanted to have Brian to hopefully inspire you to consider packaging up and selling your expertise in an novel way. Enjoy...

Links

Closing

The next time someone asks you for your hourly rate, this is what you should say: "I don't have one." To learn what to say next, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Monetizing Technical Expertise By Selling Sponsorships with guest Kurt Elster

Jonathan Stark — Wed, 15 Nov 2017 12:33:00 -0500

Shopify guru and former Wordpress developer Kurt Elster explains how he monetized his technical expertise by selling sponsorships for his podcast.

Links

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Conquering Anxieties with guest Sherry Walling

Jonathan Stark — Fri, 10 Nov 2017 23:50:00 -0500

How to recognize and handle the anxieties of running your own business with guest Dr. Sherry Walling

Guest Bio

Dr. Sherry Walling is a licensed clinical psychologist who helps high-performing professionals meet their potential to enjoy personal well-being, life satisfaction, and a sense of meaning.

She has a PhD in clinical psychology and two master’s degrees. In addition, she completed research fellowships at Yale University School of Medicine and the National Center for Posttraumatic Stress Disorder.

Through her podcast (zenfounder), her speaking engagements, and her consulting work, Sherry helps entrepreneurs, freelancers, and executives with burnout, anxiety, existential angst, conflicts, major transitions, and personal balance.

Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Making Change

Jonathan Stark — Mon, 30 Oct 2017 17:30:00 -0400

Money is worthless if you can't exchange it for something you want.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Stated Goals Vs Actual Goals

Jonathan Stark — Fri, 27 Oct 2017 06:31:00 -0400

Push past your clients self-diagnosis to unlock more valuable outcomes.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Why I Would Happily Pay Ten Bucks For A Dollar

Jonathan Stark — Thu, 26 Oct 2017 17:13:00 -0400

A real world example of the subjective value of money.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Lessons Learned with guest Jason Swett

Jonathan Stark — Mon, 23 Oct 2017 06:00:00 -0400

Jason Swett shares lessons he’s learned in the process of ditching hourly.

Guest Bio

Jason Swett is a web developer from Sand Lake, Michigan, who has been freelancing since 2011. Jason has historically billed by the hour but in the last couple years he has figured out how to start transitioning into value-based pricing."

Links

Transcript

Jonathan Stark:

Hello and welcome to Ditching Hourly. I'm Jonathan Stark. Today I'm joined by a guest Jason Swett. Jason is a web developer from Sand Lake Michigan, who's been freelancing since 2011. He has historically billed by the hour but in the last couple of years he has figured out how to start transitioning into value-based pricing. Jason welcome to show.

Jason Swett:

Thank you.

Jonathan Stark:

Can you tell folks a little about yourself, what you do?

Jason Swett:

Sure. I'm a software developer, I have been for most of the last 15 years. I got started writing code for money in about 2000. My first job was actually working for my dad. We did that for a little bit and then got my serious start in 2005, doing PHP stuff, did that for a while and switched to Rails and been doing that ever since. The vast majority of that time has been either regular employment or hourly contracting but then in recent months, recent years, I've been transitioning into other better types of billing, which I think is what we're going to talk a little bit today.

Jonathan Stark:

That would be great. We've exchanged a few emails leading up to this and you sound like a really big win that you had this year in the training space, which I'd love to talk about. But in the pre show you also mentioned something about ... We were talking about how people will tend to call themselves consultants when really they are just freelancers or contractors and that there is a distinction there. It's not like you can just say, "I'm a consultant now." Even though I think it's good to push in that direction, to move yourself to be perceived or fulfill the role of a consultant because it's higher value. Can you talk a little bit about what you see as the distinction between contracting and consulting.

Jason Swett:

It's a great question. Freelancing 101 is like don't call yourself a freelancer because when you use that word and then prospects or clients hear that, there's something about it that conveys low value. Like you are a tool that's to be used. They tell you what to do, they make the plans and they tell you to implement the plans. So it's much better if you're perceived as a consultant. And the differences there to me is that rather than being an implementer, you're somebody who helps formulate the plans and then somebody else does the implementation. So that's a much better term to use. Consulting is way better than freelancer. But I think a lot of people who call themselves a consultant would really, 100% of their work is contracting.

So the difference between consulting and contracting is again, with contracting you're an implementer. Somebody else is coming up with the plans, they have an understanding of what the reasons are behind what they're doing and they made all the decisions and now it's your job to just do what you're told. Whereas when you're a consultant, you're more being paid ... Let me put it this way. A contractor, they pay you so they can tell you what to do. When you're consulting, they pay you so you can tell them what to do.

Jonathan Stark:

Absolutely and it's not just as simple as labeling yourself that, one or the other because in my experience people who are used to being a freelancer, or a contractor whatever you want to call it, have their entire business and mentality organized in a way that optimizes for being told what to do and for doing things like nailing down really specific scope of work so that they can turn around and blame the client if it goes over budget, while I just did what you told me to do. It's not as simple as just saying, "I'm going to call myself a consultant." You actually have to make that shift.

A big difference for me I think, when you start to feel yourself or if you're a freelancer now or you call yourself a freelancer or a contractor now, on a relatively, regular basis, you push back on clients and say, "Now I can't let you do that. That is a major mistake." The way a doctor would if you said, "Hey, take out my appendix." And they're like, "Your appendix isn't the problem." The doctor is not going to take out your appendix just 'cause you told them to. When you start behaving like that, then it's safe to start calling yourself a consultant, because you're right. The client is looking for someone who has expertise in the space, that they respect, they trust the consultant, they value that honesty and expertise.

Jason Swett:

I don't think it's a binary thing like you kind of alluded to. Just because you're a contractor, doesn't mean you're not going to be doing consulting type stuff some of the time, hopefully you are. Just because they're paying you to tell you what to do doesn't mean that you can't offer opinions and advice and stuff like that.

Jonathan Stark:

It's a good sign when you find yourself doing more of that. Some people listening to this will recognize that they do a lot of that at the beginning of an implementation, they don't charge for it, or they just charge for the hour by it or it's perhaps even part of the scoping of the work and may not even be paid to get the proposal together for the estimate. So if you recognize that you're doing that kind of stuff, then you're a candidate for perhaps orienting your business a little bit more around that, more high value, those more high value activities and less around the labor.

Jason Swett:

And just this is kind of a quick side note. I've found that it can be very difficult to start a relationship in a contracting kind of arrangement and try to move it more toward a consulting type arrangement 'cause you've already sent them the signal that you're a pair of hands. So it's very hard to shake that off once you've sent them that signal. It's much easier to start the relationship off under the understanding that they're paying you for advice and guidance and stuff like that, rather than try to retroactively become that person.

Jonathan Stark:

It's like trying to get out of the friend zone.

Jason Swett:

Exactly.

Jonathan Stark:

It's hard. I see it often that it's probably no more difficult to attract new fresh clients for this new fresh position or maybe a new product or service that you're going to orient around, a more prescriptive or diagnostic offering than it is to try and change the way past clients view you. It can be very tricky. I've seen people do it, but they're usually people who are more mature business wise and have really been sort of straddling the consulting/contractor world with their clients.

Jason Swett:

Here's another really significant thing about that, is there's one thing, which I mentioned which is the perception thing. At the beginning of the relationship, they have a certain perception of who you are and what they're paying you for. The other thing is that, at least I have found, the kinds of buyers who buy contracting work and the kinds of buyers who buy consulting work, don't have a heck of a lot of overlap. Like for...

What do you do?

Jonathan Stark — Thu, 19 Oct 2017 06:00:00 -0400

How to answer the world's most common cocktail party question

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Lead with the symptom, not the disease

Jonathan Stark — Wed, 18 Oct 2017 06:00:00 -0400

Bait your hook with worms, not poptarts.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Client don’t pay you to code

Jonathan Stark — Tue, 17 Oct 2017 16:24:00 -0400

Clients are paying for outcomes, not outputs.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

What if the client has no budget?

Jonathan Stark — Tue, 17 Oct 2017 16:16:00 -0400

What to say when the client reveals that they have an absurdly low budget.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Helicopter Option

Jonathan Stark — Tue, 17 Oct 2017 16:09:00 -0400

Why clients don't always choose the cheapest option.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Pulling The Trigger On Value Pricing with guest Joel Miller

Jonathan Stark — Fri, 08 Sep 2017 16:26:00 -0400

Joel Miller shares his first experiences using value pricing for project work

Guest Bio

Joel is co-owner and project manager at The Sky Floor, a web design and marketing company in the Chicago area. I asked Joel to come on Ditching Hourly to share with you his first experiences using value pricing for project work. Enjoy.

Quotes

"Hourly billing is a quagmire." —Joel Miller
"My advice to someone considering value pricing is start with a new client." —Joel Miller
"One of the things that really scares me about hourly billing is that everyone starts talking about money before anyone even knows why the work needs doing at all." —Jonathan Stark
"Everything is practice for the next time." —Jonathan Stark

Links

Takeaways

A great time to experiment with value pricing is when you're really busy

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Irony of the Generalist

Jonathan Stark — Fri, 25 Aug 2017 13:49:00 -0400

The worst time to present yourself as a generalist is when you’re desperate for work.

Ditching Hourly 032: The Irony of the Generalist

In this episode, I'll give you a concrete example of how presenting yourself as a generalist will actually decrease the number of leads you get. Oh, the irony!

That’s it for today. I’m JS and this is Ditching Hourly. Thanks for listening.

The next time someone asks you for your hourly rate, this is what you should say: "I don’t have one." To learn what to say next, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Subjective Value Of Money

Jonathan Stark — Fri, 28 Jul 2017 17:19:00 -0400

$30 is worth more to some people than others

Ditching Hourly 031: The Subjective Value Of Money

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about the subjective value of money.

LINKS

Jonathan’s Card

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can Agile Projects Be Value Priced? with guest Jason Mundok

Jonathan Stark — Mon, 24 Jul 2017 06:00:00 -0400

Are value pricing and agile development compatible?

Jason Mundok joins me to talk about value pricing agile projects.

Guest Bio

Jason Mundok is a co-founder of Elusive Moose, an online business resource and community for software developers. He has been developing custom business applications since 2000 and has been successfully managing software development projects for over ten years. In 2012, Jason began training and coaching software development consultancies on implementing Agile methodologies for managing projects. He has published numerous white papers on the topic and presented project management topics at national developer conferences and regional technology meetups.

You can find out more about Jason at elusivemoose.com.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Be The Expert

Jonathan Stark — Fri, 21 Jul 2017 17:07:00 -0400

Are you acting like an expert or an employee?

Ditching Hourly 029: Be The Expert

There's a Seinfeld episode where Jerry hires a carpenter to build him some kitchen cabinets. The carpenter is insanely, hilariously, indecisive and at every turn asks for Jerry's opinion about how he (the carpenter) should do his own job.

"which hinge should I use?" etc

You almost expect the guy to ask Jerry how to hold the hammer.

My question to you is this:

Are you doing the same thing with your clients?

Yours,

—J

P.S. Here's a link to the clip: Indecisive Carpenter

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Goldilocks Problem with guest Josh Robbs

Jonathan Stark — Fri, 14 Jul 2017 12:40:00 -0400

Finding the overlap between your target market's problems and the solutions your expertise can provide.

Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs

I'm joined by listener Josh Robbs who asks:

I'm stuck and it might be a problem that other beginners (or people changing their positioning) have. Seriously, this is my ultimate positioning / expensive problem frustration. Might be some newsletter or podcast fodder.

I'm supposed to find people with a problem I can solve. They need to know that they have a problem. They need to be able to pay for the problem to be fixed. They need to be interested in solving the problem. The problem needs to be expensive.

If they're interested in and able to fix the problem, wouldn't they have fixed it?

Smart enough to know they have a problem, not smart enough to fix it.
Funded enough to afford the solution, not well off enough that they don't care.
Ambitious enough to want the problem fixed, not ambitious enough to take care of it.

The porridge can't be too hot, but it can't be too cold.

I know that people who need, in my case, web design exist. But when I try to define them, they end up sounding... impossible. And if they were real, how would you find the right people since they all look the same. The "too rich to care", the "too broke to pay", and the Goldilocks clients all look the same.

Something I can't get past.

—Josh

In our conversation we cover topics including:

How to find a target market that is the right fit.
How to spider a conference website to build market intelligence.
How to your network the tools they need to help you.
Finding the overlap between your target market's problems and the solutions your expertise can provide.

Enjoy!

—J

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

My Squirrel Guy

Jonathan Stark — Thu, 13 Jul 2017 15:41:00 -0400

Focus on outcomes, not activities.

Ditching Hourly 027: My Squirrel Guy

Why you should focus your sales conversation more on your client’s desired outcomes than the activities you will undertake on their behalf (and how my squirrel guy got it wrong).

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Why You Should Be Offering Guarantees

Jonathan Stark — Thu, 29 Jun 2017 15:56:00 -0400

Why you should be offering guarantees.

Ditching Hourly 026: Why You Should Be Offering Guarantees

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about offering guarantees.

One of the tactics I advocate for increasing your fees is to offer some sort of guarantee.

This typically horrifies developers.

They immediately have visions of an unreasonable client demanding a 100% refund after six months of work.

Yikes, right?

Still, I think you should consider offering guarantees.

And here's the thing... you probably already guarantee your work!

Ask yourself this:

Have you ever eaten an hour to mollify a disgruntled client?
Have you ever done some work for free because you screwed something up?
Have you ever issued a refund because you ended up being a bad fit for a client?

If you answered YES to any of these, then you ALREADY guarantee your work.

So...

Why not make your guarantee explicit instead of implicit?

How and when to offer guarantees for the kinds of work that software developers typically do is a touchy subject.

Over the years, I have offered different sorts of guarantees for different sorts of products and services.

The type that I choose in a given situation depends on a variety of factors like:

the type of product/service
the level or risk involved
the scope of work

For example:

Software projects - Case by case, but usually my guarantee is along the lines of “I’ll keep working until we’ve reached the stated goals” or “If at any point in the next 12 months a bug crops up, I’ll fix it for free.” rather than “I’ll refund your money for the entire project.” (This only works if you give a fixed price for the project, of course.)
Monthly retainers - I offer full refund at any time during the first month to make sure we’re a good fit. No refunds after that.
Private speaking gigs - I do not offer refunds, even if client cancels prior to the event. They are allowed to reschedule at no charge, however.
Online training classes - No refunds, but student can retake for free.

For fairly fixed scope dev work (e.g., a productized service) that I can finish quickly, I’d offer a 100% money back guarantee on my sales page.

(I’d also price the service accordingly, but that’s another story.)

So, for something like a half day of SQL performance tuning, I’d offer a 100% money back guarantee if the client was unhappy with the outcome.

I see this type of service as analogous to bringing my car to a mechanic to have it tuned up... if the car is still running rough when I leave, I’d expect them to either redo the work or refund my money.

Here's the key point about guarantees:

Explicitily stating up front how you will “make things right” if things go wrong will differentiate you from the vast majority of your competitors.

And remember: if you can’t differentiate yourself from your competitors, you’ll probably end up competing on price.

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Ethics of Hourly Billing with special guest Ron Baker

Jonathan Stark — Mon, 22 May 2017 06:00:00 -0400

Special guest Ron Baker and I discuss the ethical challenges of hourly billing.

The Ethics of Hourly Billing with special guest Ron Baker

Special guest Ron Baker and I discuss the ethical challenges of hourly billing.

Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker to discuss the ethical challenges of hourly billing.

Ron is a recovering CPA who began value pricing in 1989. He’s the author of seven best-selling books, including: Pricing on Purpose; Measure What Matters to Customers; and Implementing Value Pricing. He’s the founder of pricing think-tank VeraSage Institute and a radio talk-show host on the VoiceAmerica.com show: The Soul of Enterprise.

Just to give you a taste, here are some of the killer quotes Ron shares:

“A service that’s guaranteed is worth more than a service that’s not.”
“Would you want to get on a plane and be charged $4/min retroactively?”
“Prescription without diagnosis is malpractice.”
“If we don’t think we’re worth it, how will our customers ever believe we’re worth it?”

LINKS

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Value Pricing Cuts Both Ways

Jonathan Stark — Fri, 19 May 2017 14:04:00 -0400

Value pricing is not a license to print money.

Ditching Hourly 024: Value Pricing Cuts Both Ways

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to dispel the misconception that value pricing is a license to print money.

Value pricing cuts both ways. It is not a magic wand that you wave and suddenly poof! you get to charge more for projects.

value pricing - as the name indicates - is the practice of setting a price for a project based on the value that the project delivers.

In this model, the price that you set has to be lower than the perceived value in the client's mind. Otherwise, they will have received a negative ROI.

Here's an example:

Alice from Domino's Pizza approaches you to design and build an event micro-site for their upcoming super bowl promotion. It's a basically a fancy web page. You have a Why Conversation with Alice, and agree to an objective for the project, metrics to gauge progress toward the goal, and a rough value to the organization for the success of the project.

In a situation like this, it's conceivable that value to Domino's might be in the seven figures (or, that failure would cost them seven figures). If that's the case, you could almost certainly sell the project - i.e., building a single web page - for $100k. Even if it took you 100 hours, you'd be making an effective hourly rate of $1000

Here's the counter example:

Bob from Bob's Pizza approaches you to design and build a website for his single location pizza place. He wants all the usual restaurant stuff: online menu with pictures, info about the restaurant, contact info for calling in an order over the phone, location of the restaurant with a fancy interactive map, and oh by the way, online ordering that accepts all major credit cards, apple pay, google wallet and paypal. And while you're at it, could you also do one of those pizza trackers like dominos has that sends updates to the customer as their pizza is prepared and delivered?

You have a Why Conversation with Bob. The objective, metrics, and value of the project are hazy ("my brother in law told me we should get a website, so I called you"). Bob has no idea how much the website might increase sales, never mind other intangibles like brand or goodwill. You push him on it and has guesses that the site might increase his sales by a few hundred bucks a month. And to be honest, Bob says, if it did much more than that, he wouldn't be able to keep up with demand because they're already crazy busy keeping up with walk-in traffic from the local college.

Would Bob agree to $100k for the project? Heck no. He prolly would not even agree to $10k. The trouble is, Bob's perception of the project value is very low. If he paid more than a few thousand bucks for all that work, he'd feel like he was losing money on it.

So...

For the Domino's project - where the labor intensity is low, but the perceived value of the project is high - value pricing is a perfect fit.

For Bob's Pizza - where the labor intensity is high, but the perceived value of the project is low - value pricing doesn't work.

What do you do for Bob? Bill him hourly? NO!

HE DOESN'T NEED THE WEBSITE HE DESCRIBED.

You either

reject the work and spend more time try to attract clients like Dominos

prescribe something else for Bob where the labor intensity for you and the perceived value for him are not out of whack. Maybe something like a facebook page, or a simple single page landing page for the business so at least they have some basic online presence.

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Converting Hourly Clients To Value Pricing

Jonathan Stark — Thu, 13 Apr 2017 14:12:00 -0400

Ditching Hourly 023: Converting Hourly Clients To Value Pricing

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about how to transition your existing hourly clients over to value pricing.

It's wicked hard
- They don't think of you the way you want them to
- It'd kind of like being in the friend zone
- Probably easier to find new clients who don't have you pigeonholed in the wrong place
- BUT if you love the client or whatever, and want to give it a try, here are some tactics for you
Quietly lay the ground work while still billing hourly
- Try to gain more access to business people (e.g., founder, president, ceo, sales director) vs tech people (dev lead, dev manager, project manager, cto, even cio)
- Start probing for business cases behind specific requests
- Politely offer alternative solution when they occur to you
Wait for an opportunity to quote a new chunk of work
- Pull your business contacts into the "scope" meeting
- Have a Why Conversation to get at the desired business outcomes
- Present a proposal with both and hourly estimate and a fixed price
What you SHOULD NOT do:
- Don't barge into their office a say "so, we're going to do value pricing from now on!"
- Don't try to explain what value pricing even is
- How you price is none of their business
- But if they ask, say "based on past experience with this sort of thing"

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

The next time a client asks you to justify an entry on your timesheet, go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How To Grow Your Business Without Hiring

Jonathan Stark — Thu, 06 Apr 2017 12:52:00 -0400

Ditching Hourly 022: How To Grow Your Business Without Hiring

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today I talk about how to grow your business without hiring junior employees or farming out work to contractors.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Value Pricing in the Enterprise with guest Jeff Scornavacca

Jonathan Stark — Wed, 08 Mar 2017 18:35:00 -0500

Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm joined by guest Jeff Scornavacca. Jeff is a business consultant who helps companies improve their contracting and offer development processes. He's worked with clients like Johnson & Johnson, Ocean Spray Cranberries, Reebok, and many others. Jeff has been value pricing enterprise clients for years which is what we focus on in this episode.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Is Value Pricing Immoral?

Jonathan Stark — Fri, 24 Feb 2017 17:21:00 -0500

Ditching Hourly 020: Is Value Pricing Immoral?

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to answer the question: Is value pricing immoral?

The next time a client questions one of your hours entries, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Can Any Type Of Project Be Value Priced?

Jonathan Stark — Fri, 17 Feb 2017 16:15:00 -0500

Ditching Hourly 019: Can Any Type Of Project Be Value Priced?

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about what sorts of projects can be value priced and which can't.

Any kind of project can be value priced. BUT... not every kind of project can be value priced profitably.

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Ten Ways To Attract Your Ideal Buyer

Jonathan Stark — Tue, 24 Jan 2017 11:09:00 -0500

If you're barely getting any leads, you're not going to have the confidence to experiment with ditching hourly billing.

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm going to talk about gaining the confidence you need to experiment with new pricing techniques by increasing the number of leads you get on a weekly basis.

"Insanity: doing the same thing over and over again and expecting different results." —Albert Einstein

Advice:

Get more leads so you can start practicing new things.

How to get more leads:

Freely share your expertise with people who would be your ideal buyers. i.e., TEACH

Ways to freely share your expertise:

Speak at conferences attended by your ideal buyers
Guest on podcasts listened to by your ideal buyers
Blog for websites read by your ideal buyers
Write for magazines read by your ideal buyers
Build relationships with people who are trusted by your ideal buyers
Open source some code that would be of use to your ideal buyers
Publish screencasts that would be of use to your ideal buyers
Publish a podcast that would be of use to your ideal buyers
Host a webinar that would be of use to your ideal buyers
Host a meetup that would be of use to your ideal buyers

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Escape Hourly Billing with Productized Services with guest Kurt Elster

Jonathan Stark — Thu, 19 Jan 2017 09:00:00 -0500

Shopify guru Kurt Elster explains how he used productized service to escape the hourly billing trap.

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark.

Today, I'm joined by guest Kurt Elster.

Kurt is a Senior Ecommerce Consultant who helps Shopify store owners uncover hidden profits in their websites.

Kurt is the founder of ecommerce agency Ethercycle, host of the popular Ecommerce Hacks Weekly video series, author of Ecommerce Bootcamp, and host of The Unofficial Shopify Podcast.

In this episode, Kurt explains how he uses productized service to escape the hourly billing trap.

Enjoy!

More Information about Kurt:

Websites

Get Kurt's book at ecommerce-bootcamp.com
Learn more about Kurt at kurtelster.com
Hear Kurt's advice at unofficialshopifypodcast.com
Work with Kurt at ethercycle.com
Learn from Kurt at Ecommerce Hacks Weekly

Social Media

That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening.

The next time someone asks you for your hourly rate, remember to visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

High-Touch, Low-Touch, and Leverage

Jonathan Stark — Tue, 17 Jan 2017 16:24:00 -0500

Using the concepts of high-touch, low-touch, and leverage in your mix of products and services.

Links

Sign off

If you bill by the hour and would like to learn how to significantly increase your income, please go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com

----

Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Building a Product Ladder

Jonathan Stark — Thu, 22 Dec 2016 14:45:00 -0500

Escape the feast/famine cycle by building a product ladder.

Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about how to escape the feast/famine cycle by building a product ladder.

HOUSEKEEPING

The 4 phases of engagement is something I heard first from Blair Enns of WWP in a post called "We Will Diagnose Before We Prescribe"

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Productized Services

Jonathan Stark — Tue, 13 Dec 2016 00:00:00 -0500

How to break the habit of trading time for money with productized services.

Today, I'm going to talk about how to break the habit of trading time for money using something called productized services. Topics covered include:

What is a productized service?
What are the pros and cons of a productized service?
What goes into creating a productized service?

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The 8 Steps to Value Pricing with special guest Ron Baker

Jonathan Stark — Wed, 07 Dec 2016 22:00:00 -0500

Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more.

Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker.

This episode clocks in at nearly an hour - which I realize is longer than usual - but you’re going to want to listen to every single minute of it because Ron drops non-stop value bombs.

Just to give you a taste, here are some of the killer quotes Ron shares:

“The billable hour takes your focus away from measuring what matters to the customer.”
“The billable hour delivers a lousy customer experience.”
“Focusing on the tasks comes at the cost of focusing on the value.”
“People don’t want to hear about the contractions, they want to see the baby!”
“Value pricing is a skill like golf or tennis. The more you do it, the better you get.”
“Don’t ask your client ‘What do you need?’ ask ‘What are you trying to achieve?’”
“If you prescribe without diagnosis, it’s malpractice.”
“A professional takes responsibility for creating an outcome, not delivering a series of tasks.”
“What the client is trying to achieve determines the scope of work.”
“Time spent in reconnaissance is never wasted.”
“We have to get over the idea that we are pricing a series of tasks.”
“Value is not a number, it’s a feeling.”
“Two options encourages a price decision. Three options encourages a value decision.”
“It’s a huge fallacy to think that just because you’re giving a fixed price, you’re not scoping.”
“When would you rather find out your client is unhappy with your price: before you do the work or after?”

Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

100% Up-Front

Jonathan Stark — Tue, 29 Nov 2016 10:38:00 -0500

How to get paid for projects 100% up-front.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

How To Write Proposals That Close

Jonathan Stark — Wed, 16 Nov 2016 16:45:00 -0500

My #1 tip for writing proposals that close.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Why Conversation

Jonathan Stark — Wed, 09 Nov 2016 09:00:00 -0500

The three types of questions you must ask your prospect before writing your proposal.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Making the Leap to Value Pricing with guest James Jeffers

Jonathan Stark — Mon, 07 Nov 2016 09:00:00 -0500

Guest James Jeffers shares his recent success with his transition to value pricing.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Hourly Trap

Jonathan Stark — Mon, 31 Oct 2016 09:00:00 -0400

Has a client ever questioned your timesheets? Or asked you to eat hours? Or demanded that you split the difference on a blown budget? If so, you've been caught in the hourly trap.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Cost vs Price vs Value

Jonathan Stark — Thu, 27 Oct 2016 09:00:00 -0400

The only three numbers that matter when calculating profitability.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Red Balloon

Jonathan Stark — Mon, 24 Oct 2016 09:00:00 -0400

Internalizing the idea of mutual profit.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Burying the Billable Hour with guest Ed Kless

Jonathan Stark — Mon, 17 Oct 2016 14:00:00 -0400

Guest Ed Kless explains why hourly billing is immoral, dispels the biggest myths of business, makes predictions about the future of money and more.

Links

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Three Ways to Transition to Value Pricing

Jonathan Stark — Mon, 17 Oct 2016 13:00:00 -0400

Learn three safe and simple tactics that will help you make the transition from hourly billing to value pricing.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Intro to Value Pricing

Jonathan Stark — Mon, 17 Oct 2016 12:00:00 -0400

Value pricing defined.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The Hourly Income Barrier

Jonathan Stark — Mon, 17 Oct 2016 11:00:00 -0400

Why hourly billing is bad for you, your work, and your clients.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Hello World

Jonathan Stark — Mon, 17 Oct 2016 10:00:00 -0400

Ditching Hourly: who it's for and what it's about.

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Do you have questions about how to improve your business?

Things like:

Value pricing your work instead of billing for your time?
Positioning yourself as the go-to person in your space?
Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!