Podcasts about ditching hourly

In this episode, Jonathan Stark—author of Hourly Billing is Nuts and host of Ditching Hourly—shares how a 2005 realization while managing a dev shop led him to reject hourly billing and pursue value-based fees. He explains how fixed or value-based pricing aligns incentives with clients, reduces micromanagement, and can dramatically improve income and quality of life. Jonathan discusses why optimizing employee utilization can be the wrong goal, proposing outcome-based incentives that reward efficiency and accurate estimating. He also addresses the fear professionals have of fixed pricing, how firms can transition without risking the whole business via a side offering or a skunkworks team, and why soloists can grow without hiring by charging more and building authority. He recommends starting with his free course at valuepricingbootcamp.com. 00:00 Meet Jonathan Stark 00:46 The Hourly Billing Epiphany 03:37 Discovering Value Pricing 05:45 Hiring for Outcomes 10:15 Contractor Risk and Fear 14:21 When to Quit Hourly 15:52 How Firms Can Transition 19:58 Resources and Bootcamp 21:33 Growing Without Hiring 25:04 Final Soloist Advice

Learning and development facilitator Nikki Cross joined me on Ditching Hourly to share how she turned business books into a private podcast book club that helps members apply what they read.Nikki explains the mechanics of her Inner Work Business Book Club, how she uses a private podcast to turn book ideas into implementation, and why structure matters when business books are trying to change behavior instead of merely transferring information.Learn more about Nikki Cross and her work at The Inner Work. (00:00) - Introduction (00:22) - Nikki's Inner Work Business (01:38) - From Public Podcast to Private Book Club (06:32) - How the Book Club Episodes Work (13:51) - Reading Along, Listening Along, or Both (20:58) - From Edutainment to Implementation (24:03) - Fluff, Structure, and Business Books (31:42) - Choosing Books and Integration Months (36:50) - Books as Cheap Expertise, Audio as Proof (41:43) - How to Find Nikki ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Founder of Upshift, Shawn Yeager, joined me on Ditching Hourly to talk about how AI is killing the billable hour and what professional services firms can do about it. Jonathan and Shawn dig into judgment versus execution, what firms should commercialize after AI, why cost-cutting is only the first move, and how agent workflows change what small and midsize firms can do.00:00 - Introduction01:54 - AI and the billable hour03:56 - The judgment sandwich05:19 - Strategy, execution, and hidden value09:06 - Client conversations about AI pressure13:26 - Validating AI output15:29 - Judgment, marketing, and cost of being wrong17:07 - AI transformation and commercialization20:08 - The hard parts big firms still need humans for22:20 - Cost recovery versus new offerings25:35 - Agents as extra employees26:40 - Interns versus chiefs of staff28:44 - Scaffolding agent workflows30:12 - From chatbots to delegated workflows37:00 - AI adoption inside firms42:01 - Closing remarksShawn Yeager runs Upshift, a firm focused on helping professional services firms understand what they sell after AI. His career has focused on emerging technology and getting it to market, including work on Microsoft's first browser team, the SaaS/cloud wave, mobile, Bitcoin, and AI. His background is in computer science, and his work has included sales, marketing, partnerships, consulting, Accenture, early-stage startups, and his own ventures. Learn more at upshiftco.com. (00:00) - Introduction (01:54) - AI and the billable hour (03:56) - The judgment sandwich (05:19) - Strategy, execution, and hidden value (09:06) - Client conversations about AI pressure (13:26) - Validating AI output (15:29) - Judgment, marketing, and cost of being wrong (17:07) - AI transformation and commercialization (20:08) - The hard parts big firms still need humans for (22:20) - Cost recovery versus new offerings (25:35) - Agents as extra employees (26:40) - Interns versus chiefs of staff (28:44) - Scaffolding agent workflows (30:12) - From chatbots to delegated workflows (37:00) - AI adoption inside firms (42:01) - Closing remarks ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Angular expert Alain Chautard rejoined me on Ditching Hourly to share how he scaled his certification business through partnerships and automation.Jonathan and Alain talk about turning niche expertise into a certification business, reducing support demands, using expert partners across time zones and languages, negotiating a licensing-style partnership, and what happens when a soloist plugs their business into a larger organization.00:00 - Introduction and Welcome Back03:24 - Creating the Angular Certification Program07:00 - Automating Customer Support10:04 - Scaling with Global Partnerships12:08 - Handling Certification Interviews15:04 - Partnerships and Business Growth20:05 - Negotiating a Business Partnership24:38 - Email Marketing Journey36:51 - Exploring New Content Formats38:51 - Mastermind Groups for SoloistsAlain Chautard is a Google Developer Expert in Angular who does consulting, training, and conference/content work around the Angular framework. He created an Angular certification program after clients asked for proof of completion beyond a simple training certificate. His work now includes helping teams make architecture decisions, get up to speed with Angular, and scale the certification business through partnerships. Learn more at alainchautard.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/callI hope to see you there!

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.Chapters00:00 - Genevieve Hayes and Value-Driven Data Science02:27 - Committing to Start a Podcast05:35 - Simple Production Is Good Enough07:02 - First Guests and Inbound Momentum11:46 - The 100-Episode Surprises15:07 - Relationships Beat Direct Lead Gen18:12 - Pitching Guests and Building Luck Surface Area29:30 - Buyers, Peers, and Referral Paths34:58 - Almost Quitting, Seasons, and Persistence39:00 - Preparation, Editing, and Production Workflow42:18 - Editing as Learning and Content Fuel49:20 - What You Actually Need to Start58:20 - Guest Referrals, Swaps, and Live Formats68:40 - Podcasting vs. Writing for Trust78:30 - Landing Dream Guests and Wrap-UpGuest BioGenevieve 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.  ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Are you stuck in the hourly billing trap, racing against the clock while your clients pressure you to go faster, cheaper, and more? In this episode, Jonathan Stark, the "Ditching Hourly" guy, joins Carly and Joe to break down exactly how solopreneurs can escape time-for-money pricing and switch to a value-based model that benefits both you and your clients.Jonathan shares the surprising moment he realized hourly billing was the root cause of nearly every frustration in his business, from scope creep to client tension to capped income. After making the switch, he doubled his income in year one and watched his client relationships transform almost overnight.This isn't abstract theory. Jonathan walks through his exact process for determining what your work is worth to a client, including his "why conversation" framework, a series of strategic questions that uncover urgency, business value, and what a home run looks like before you ever quote a price. He also explains how to structure a three-option proposal, why he defines scope last (not first), and how to handle scope creep without awkward confrontations.You'll also hear Jonathan's take on retainer pricing, why he doesn't send "rates are going up" letters, when hourly billing might still make sense for newer solopreneurs, and why he keeps contracts minimal even though any lawyer would call him crazy for it.In this episode, you'll learn:Why hourly billing creates a self-fulfilling cycle of scope creep and client tensionThe "why conversation" framework: three categories of questions that reveal what your work is actually worthHow to build a three-option value-based proposal that practically sells itselfWhy Jonathan prices first and defines scope last, and how that changes everythingHow to handle scope creep requests without damaging the client relationshipThe difference between project-based value pricing and retainer-based advisory pricingWhen hourly billing might still be appropriate (and when it's a trap)Why getting paid upfront changes the entire dynamic of client workHow to raise your prices over time without losing existing clientsResources mentioned:Jonathan Stark's free email course: valuepricingbootcamp.comJonathan's website: jonathanstark.comDitching Hourly podcastIf you found this episode helpful, share it with a solopreneur friend who's struggling with pricing. And don't forget to leave a five-star review and subscribe on your favorite podcast platform, including YouTube.

Do you get paid for the expertise you bring to the table or simply for the number of hours you spend delivering it? And if your skill allows you to solve problems faster and better, should that mean earning less? In this episode of The Agency Blueprint podcast, I'm joined by Jonathan Stark to discuss why the hourly model fundamentally misaligns incentives for agencies, consultants, and clients alike. Jonathan is the author of Hourly Billing is Nuts, host of the Ditching Hourly podcast, and writes a daily newsletter on pricing for independent professionals. He helps experts package, price, and sell outcomes rather than time, leading to higher margins, stronger client relationships, and, ultimately, saner businesses and agencies. Listen in to learn how hourly billing often leads to strained client relationships, unpredictable budgets, and capped revenue potential for agencies. You will also learn about three powerful alternatives to hourly billing that agencies can implement to improve profitability and client satisfaction. Key Questions: [01:04] If hourly billing creates so many limitations, what alternative pricing models could your agency adopt today? [04:56] Are you unintentionally rewarding slower work and discouraging expertise by billing clients by the hour? [26:44] Do you think it's unethical to advocate for the idea of different prices for the same service depending on the person that's in front of you? [29:31] What kind of agency do you want to build over the next three years? One with predictable productized services or one focused on high-value custom projects? What You'll Discover: [01:21] The pivotal moment Jonathan realized hourly billing was flawed, and how shifting to fixed or value-based pricing changes incentives. [04:56] Unlike hourly pricing, fixed or value-based pricing leads to happier clients because it eliminates billing anxiety and constant deadline pressure. [08:00] The concept of packaging expertise into digital products, allowing agencies to generate scalable income without direct client involvement. [10:50] How low-priced products can double as marketing tools that build trust and lead to higher-value client engagements. [12:02] Productized services: fixed-scope offerings with published pricing that simplify the sales process. [13:57] The difference between productized services and value-based projects, including when each pricing model makes the most sense for agencies. [20:24] Why a paid discovery phase is a practical way to qualify clients while delivering immediate strategic value. [23:07] The Maximum Price Formula, where price potential is determined by client desire, available budget, and perceived alternatives. [27:03] Why value-based pricing should focus on measurable business results, not just deliverables like page counts or design assets. [29:55] Practical advice for agencies transitioning away from hourly billing, which includes starting with a paid discovery phase as a simple first step. Connect with Jonathan: Website

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 RemarksCarl 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. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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(00:00) - Welcome and Introduction (00:26) - Discussing the Experience Economy (00:43) - Introducing the Transformation Economy (01:26) - Understanding Transformations and Aspirations (04:15) - Frameworks for Identity Change (07:09) - Real-Life Examples of Transformations (13:27) - Pricing Transformations and Value (18:01) - Guaranteeing Transformations (22:52) - Navigating Client Relationships (23:08) - The Power of Commitment (23:58) - Value-Based Pricing (25:01) - The Turnaround King (26:15) - Maintaining Progress and Overcoming Setbacks (28:13) - Commitment to the Process (29:41) - Measuring Success and Transformation (36:51) - Creating a Sustainable Business Model (37:20) - Book Launch and Writing Process (42:05) - Conclusion and Resources Joe's BioB. 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 LinksJoe's website » strategichorizons.comJoe's previous appearance on Ditching Hourly » podcast.ditchinghourly.com/episodes/joe-pine-on-pricing-experiencesJoe's previous appearance on TBOA » thebusinessofauthority.com/episodes/the-experience-economy-with-guest-joe-pine ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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.LinksJason's websiteJason's YouTubeChapters(00:00) - Introduction and Guest Welcome (00:19) - Jason's Background and Career Journey (01:42) - Transition to Online Content Creation (02:42) - Early Challenges and Successes in Video Content (08:10) - The Importance of Writing and Speaking (10:09) - Building Authority and Professional Visibility (18:50) - Starting and Growing a Community (22:27) - The Attraction Offer Strategy (23:09) - Lessons from the Akimbo Workshop (25:08) - Building Community Retention (27:43) - Managing Community Dynamics (34:08) - Onboarding and Engagement Tactics (35:58) - Revenue Streams and Sponsorships (39:04) - Challenges and Advice for Content Creators (42:58) - 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/callI hope to see you there!

Hourly Billing Is Nuts: How to Boost Profits with Value Pricing with Jonathan Stark   Find Rocky Lalvani @ www.ProfitComesFirst.com or email him at rocky@profitcomesfirst.com   Most business owners don't realize the hidden cost of hourly billing. It's not just that it can feel annoying. It's that it can cap your income, misalign incentives, and create friction and distrust with clients—especially when estimates blow up.   In this episode of Profit Answer Man, Rocky Lalvani sits down with Jonathan Stark, former software developer and author of Hourly Billing is Nuts, who's been on a mission since 2006 to help experts stop selling time and start pricing for outcomes. Together they break down why hourly billing creates an "artificial ceiling," how fixed pricing changes the client relationship, and how to protect yourself from scope creep by tying everything back to outcomes.    In This Episode, You'll Learn: Why hourly billing creates an artificial ceiling on income (even at high hourly rates).  Why clients hate hourly projects when estimates go wrong—and how it destroys trust.  How fixed pricing rewards efficiency (and why hourly pricing financially punishes smart shortcuts).  The difference between selling inputs/deliverables vs selling the outcome.  Why most people think "value pricing won't work in my industry"—and what's really missing (the "why" conversation).  How to handle "scope creep" by using the agreed outcome as a filter—and parking non-essential requests.  A practical bridge for hourly billers: offering an estimate vs a higher fixed-price option to shift risk and provide certainty.    The Big Takeaway: Hourly billing isn't just a pricing method. It's an incentive system—and it often incentivizes the wrong things. When you price by the hour, you cap your upside and risk creating tension with clients when projects run long. When you price for outcomes, you align incentives so both sides win when the work gets done faster (without sacrificing quality), and you create a healthier, more trusting relationship.    Bio: Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.   Links: Website: valuepricingbootcamp.com LinkedIn: https://www.linkedin.com/in/jonathanstark/ YouTube: https://www.youtube.com/c/TheJonathanStarkShow   Conclusion: Hourly billing feels normal in a lot of industries—but as Jonathan explains, it often creates an artificial ceiling on your income and puts the client in the risky position of betting on an estimate that may not hold up. That's when trust erodes, projects get contentious, and both sides lose.  A fixed price (and ultimately value-based pricing) changes the game: incentives align, efficiency gets rewarded instead of punished, and you can protect the work by filtering scope decisions through the agreed outcome—parking anything that doesn't contribute until after you "declare victory."  If you're currently billing by the hour, this episode is your reminder that the goal isn't just to charge more—it's to price in a way that supports better relationships, better results, and a business model that doesn't depend on maxing out your calendar.    Ready to stop selling time and start selling outcomes? Explore Jonathan's work at https://jonathanstark.com/ and check out http://valuepricingbootcamp.com to learn practical ways to move away from hourly billing.    #ProfitAnswerMan #ProfitFirst #ValuePricing #HourlyBilling #PricingStrategy #Consulting #ProfessionalServices #BusinessProfit #CashFlow   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: : https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

Rural planning advisor Ben Kettle joined me on Ditching Hourly to share his transition from hourly billing “nonsense” to risk-based project pricing. LinksBen'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/callI hope to see you there!

Learn how B2B teams can scale creative operations, cut the busywork, and show up consistently with content that resonates. Charging by the hour? You're leaving money on the table. In this episode, host Jason Bradwell sits down with Jonathan Stark - author of Hourly Billing Is Nuts and host of the Ditching Hourly podcast - for a masterclass in pricing, positioning, and why daily publishing changed everything for his business. Jonathan breaks down why hourly billing traps experts in low-profit margins, the difference between cost-plus and actual value-based pricing, and his "scope last" principle that flips traditional consulting on its head. He also shares how publishing daily helped him build a loyal audience, deepen his expertise, and turn strangers into superfans. Whether you're a solo consultant or running a B2B service business, this conversation delivers clear, actionable frameworks to work less, charge more, and stand out. Jason and Jonathan dive straight into why hourly billing is fundamentally broken. It punishes efficiency, caps your income, and makes clients focus on time instead of outcomes. Jonathan explains the "fixed pricing trap" most consultants fall into, they think they're doing value-based pricing when they're really just doing cost-plus (estimate hours, multiply by rate, add margin). Real value-based pricing starts with understanding what success is worth to the client. The conversation shifts to Jonathan's signature principle: scope last. Instead of leading with what you'll do, lead with the outcome the client wants and price based on that value. Only after they say yes do you figure out the most efficient way to deliver it. This requires strong positioning, becoming the only choice for a specific problem, not the cheapest option among many. They explore how daily publishing transformed Jonathan's business. He's published something every single day for years, creating what he calls "asymmetric intimacy" his audience feels like they know him deeply even if they've never met. This built trust at scale and turned his owned media into a long-term growth engine that compounds over time. Jonathan shares practical newsletter tactics: the capture phase (getting people on the list), writing cadence (daily works for him), and why podcasting is like building localized celebrity. They also discuss burnout risks, how AI fits in (spoiler: it's a tool, not a replacement for thinking), and Jonathan's advice for anyone launching a podcast or daily newsletter: done is better than perfect, just start. If you're stuck in the pricing-versus-scoping cycle or charging by the hour and feeling trapped, Jonathan's frameworks will fundamentally shift how you think about your business. This isn't theory, it's battle-tested advice from someone who's helped thousands of consultants escape the hourly trap. Plus, his insights on daily publishing offer a blueprint for building trust and authority in any B2B market. 00:00 - Introduction: From developer to pricing evangelist 01:30 - Why hourly billing is broken 04:00 - The fixed pricing trap and cost-plus confusion 06:00 - What value-based pricing actually looks like 08:00 - Scope last: price outcomes, not inputs 10:00 - Positioning: become the only choice 13:00 - Daily publishing and asymmetric intimacy 16:30 - Owned media as a growth engine 20:00 - Newsletter tactics and writing cadence 23:30 - Podcasting builds localized celebrity 26:00 - Burnout, AI, and sustainability 30:00 - Advice for launching a podcast or daily list 34:00 - Done beats perfect—just start 38:00 - Final takeaways on pricing and standing out Connect with Jason Bradwell on LinkedIn Connect with Jonathan Stark on LinkedIn Visit Hourly Billing Is Nuts Visit Ditching Hourly Explore B2B Better website and the Pipe Dream podcast

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 MentionedConversion Factory WebsiteZach's partner Corey, on XThe Superstruct Manifesto by David GuttmanThe "If You're Such An Expert" Ditcherville ComicChapters(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 ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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. LinksCharles' 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 ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 LinksAlex'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/ ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 LinksJ.J.'s website » https://www.drjjpeterson.com/J.J.'s podcast » https://www.badasssoftie.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/callI hope to see you there!

(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 ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 LinksJoel's website » https://nocompromises.io/Joel's books » https://masteringlaravel.io/booksJoel's courses » https://masteringlaravel.io/coursesJoel's community » https://masteringlaravel.io/community ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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/ditchingEleanor'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 ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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/callI hope to see you there!

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/ ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 LinksSwayRise Creative » https://swayrisecreative.com/Content Creator Lab » https://aicontentcreatorlab.comChapters(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 ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 SummaryIn 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 LinksBook: https://www.amazon.com/Use-I-Stay-Human-Indispensable-ebook/dp/B0FDQSKZRFWebsite: https://humanspark.ai/LinkedIn: https://www.linkedin.com/in/alastairmcdermott/ ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 BioJessica 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/casinoPredictable Revenue Roadmap: https://predictablerevenueroadmap.com/Instagram: https://www.instagram.com/jessicalackey_consulting/ ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

Author Robin Bonn joined me on Ditching Hourly to discuss the importance of differentiation as described in his book Market of One. About RobinRobin 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. ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 PointsThe Concept of the Experience EconomyProgression of Economic ValueTransformations and Their ImpactThreshold: Guiding TransformationsTransitioning from Service to Transformation EconomySkipping the Experience StageCharging for TransformationSubscription Model as a SolutionValue-Based Pricing vs. Hourly BillingThe Revelation DocumentThe Concept of Moral InjuryAnd here's the link to the document we discussed on the show: THRESHOLD - A REVELATION for the Transformation EconomyAbout EdEd 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. ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 BioGeraldine Carter helps overworked CPAs create the accounting firm and the life they have always wanted.Geraldine's LinksThe website » https://geraldinecarter.com/The podcast » https://www.businessstrategyforcpas.com/The book » https://geraldinecarter.com/bookThe community » https://geraldinecarter.com/peak-freedom ----Before you go!The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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 SummaryIn 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 LinksCastos » https://castos.com/Craig's Website » https://craighewitt.com/Craig's YouTube » https://www.youtube.com/@thecraighewittCraig's LinkedIn » https://www.linkedin.com/in/craig-hewitt-78386a66/ The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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: https://jason.energy/https://codetv.dev/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 (00:50) - Jason Langsdorf's Background (01:29) - The State of the Video Production Industry (03:34) - Strategic Video Production (10:20) - Top of Funnel Growth Strategies (17:08) - Jason's Approach to Video Production (24:29) - Specialization and Niche Market (29:26) - Measuring Campaign Effectiveness (30:19) - The Importance of Patience and Follow-Through (30:55) - Qualitative Metrics and Social Listening (31:18) - The Value of Organic Mentions (31:56) - Case Study: Microsoft's Image Transformation (34:36) - Challenges in Sales Processes (40:16) - The Power of Consistency in Content Creation (43:41) - Outsourcing Video Production (45:31) - Finding Your Niche and Adding Value (53:57) - The Journey to Success (56:22) - Conclusion and Resources ----Have you ever thought about starting a podcast but gave up because it seemed too hard?I've got good news for you:If you can run a Zoom call, you can host a podcast.In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.ENROLL IN 5DPC NOW »I hope to see (and hear) you there!

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:https://martinstellar.com/https://www.linkedin.com/in/martinstellar/https://salesfornicepeople.com/academy ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 YuvalYuval 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 ResourcesYuval'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/callI hope to see you there!

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 MENTIONEDBarry's websiteBarry's LinkedInCalifornia Law AB 5AI SUMMARYIn 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.”TAKEAWAYSTransitioning 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. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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:Stand The F*ck OutBonuses for Ditching Hourly ListenersAI 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. ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 LINKSDale's BookDale's LinkedInAI SUMMARYIn 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.TAKEAWAYSHourly 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/callI hope to see you there!

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 SUMMARYIn 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/callI hope to see you there!

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 LINKSLauren's LinkedInThe Daily CFO NewsletterThe Growth-Minded CFO Podcast ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Jonathan Stark is based in Providence, Rhode Island. He attended the Berkeley College or Music, with a dual major in song writing. He ended up going back to computers to make ends meet while he was gigging - and he figured out he really enjoyed watching people use the software he built. Outside of tech and professional life, he's married with 2 kids and 2 dogs. He is an avid martial artist, as are his kids, and got his 2nd degree black belt at age 53.At his prior company, Jonathan was leading teams to build software. He wanted to hire senior engineers, but was told junior engineers would better fit the budget. He couldn't figure out why, but then it dawned on him - hourly billing a junior created more margin. He wanted to pivot away from hourly billing as a company and went solo to figure out how to do this. Once he did, he never looked back.This is the creation story of Jonathan Stark and Ditching Hourly.SponsorsSpeakeasyQA WolfSnapTradeLinkshttps://jonathanstark.com/https://www.linkedin.com/in/jonathanstark/Our Sponsors:* Check out Vanta and use my code CODESTORY for a great deal: https://www.vanta.comSupport this podcast at — https://redcircle.com/code-story/donationsAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

As a lawyer, it's easy to fall into the trap of equating more hours with more revenue. But as Jonathan Stark points out, this mindset often leads to a vicious cycle of overwork and burnout, without necessarily translating into increased profitability or client satisfaction. The key to breaking free from this cycle lies in streamlining your processes and focusing on delivering value, rather than simply billing time. In this episode, I share an episode I recorded with Jonathan Stark on his podcast Ditching Hourly exploring how improving your delivery workflows can make the switch to value pricing a no-brainer. From implementing systems and checklists to leveraging technology and outsourcing, we explore the many ways you can optimize your workflows to deliver better results in less time.Get full show notes, transcript, and more information here: https://www.agileattorney.com/48

This is Part 2 of my interview with Jonathan Stark.If you're pricing hourly, you're potentially leaving a lot of money on the table in your freelance fashion design biz.In this episode, business coach Jonathan Stark talks about value-based pricing. He shares his journey from charging by the hour to adopting a pricing strategy focusing on what clients truly value. From aligning services with client revenue goals, to three-tier value pricing strategies, to becoming meaningfully different, get ready to uncover some key insights that could totally change the way you think about pricing and your relationships with clients.If you're ready to shift your perspective on pricing and client engagement from transactional to transformational, get inspired by real-life examples, practical tips, and the psychological underpinnings that make value-based pricing a winning strategy, click play now and significantly increase your profits.Resources:Value Pricing Bootcamp, a free six-day email course to teach you how to make more money without working more hours.Book: Value Based Fees by Alan Weiss About Jonathan:Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.Connect with Jonathan:Visit his websiteEmail him at: jstark@jonathanstark.comConnect on LinkedIn ✍️ Fill out the Survey: http://sewheidi.com/survey

Hourly billing is incredibly common throughout the agency space. We've all seen it, paid for it, and probably have priced our work that way at one point as well. But hourly billing is not great for anyone involved in the transaction: those providing the service find themselves hitting a ceiling and unable to scale, while clients worry about how many hours a project will take and whether or not the quoted price is actually what they'll pay. Jonathan Stark is here today to present the full case against hourly billing and guide us in what our pricing models should be instead. This week, episode 235 of The Digital Agency Growth Podcast is about ditching hourly billing and embracing value-based pricing! Watch our latest video training, How to Take Charge of Your Agency's Future Revenue. During this training, you'll learn how we get qualified appointments every week using tasteful and highly targeted email outreach.In this episode of The Digital Agency Growth Podcast, Jonathan Stark shares the importance of understanding the value clients get from your contributions and how to package that value for sale. and actionable steps you can take right now to start targeting specific industries to get more leads. Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.In this episode, Dan and Jonathan discuss the following: How hourly pricing can lead to a ceiling on income and limits the ability to scale.The benefits of specialization and how it can lead to more productization.The importance of positioning yourself as the one and only expert in your niche.Ways to start shifting to project or performance-based pricing.Thank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at http://salesschema.com/takecharge CONNECT WITH JONATHAN STARK:Value Pricing BootcampCONNECT WITH DAN ENGLANDER:LinkedInSales Schema

If you're pricing hourly, you're potentially leaving a lot of money on the table in your freelance fashion design biz.In this episode, business coach Jonathan Stark talks about value-based pricing. He shares his journey from charging by the hour to adopting a pricing strategy focusing on what clients truly value. From aligning services with client revenue goals, to three-tier value pricing strategies, to becoming meaningfully different, get ready to uncover some key insights that could totally change the way you think about pricing and your relationships with clients.If you're ready to shift your perspective on pricing and client engagement from transactional to transformational, get inspired by real-life examples, practical tips, and the psychological underpinnings that make value-based pricing a winning strategy, click play now and significantly increase your profits.Resources:Value Pricing Bootcamp, a free six-day email course to teach you how to make more money without working more hours.Book: Value Based Fees by Alan Weiss About Jonathan:Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.Connect with Jonathan:Visit his websiteEmail him at: jstark@jonathanstark.comConnect on LinkedIn ✍️ Fill out the Survey: http://sewheidi.com/survey

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:The Power of DifferentiationBarry's biz websiteBarry's personal siteBarry's LinkedIn The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.Hope to see you there!

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:https://www.russwaddell.com/https://www.linkedin.com/in/russell-waddell/ ----Have you ever thought about starting a podcast but gave up because it seemed too hard?I've got good news for you:If you can run a Zoom call, you can host a podcast.In my 5-Day Podcast Challenge, you will learn exactly what to do (and, more importantly, NOT do) to get your podcast off the ground in as little as five days.Stop thinking and start doing. You could be inviting guests to your new show in less than two weeks.ENROLL IN 5DPC NOW »I hope to see (and hear) you there!

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 LinksConversion FactoryZach's LinkedInZach's TwitterOther LinksMicroConfTiny SeedFreePikVisual ElectricSomewhere ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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 LinksShaun's BookShaun's WebsiteShaun's LinkedInShaun's TwitterThe 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/callI hope to see you there!

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.Chapters00:00 Introduction and Background03:00 Defining Strategy and the Importance of Unique Value07:53 Trade-Offs: Creating Space for Unique Value13:36 Strategy vs. Being Better than the Competition19:26 Applying Strategy at Different Levels33:32 Creating Unique Value: Double Down on Your Strengths36:22 The Role of Strategy in Motivating Action49:22 Using LinkedIn as a Marketing Tool for Service-Based Businesses56:18 Sharing Your Unique Point of View through Writing and Speaking01:00:26 The Importance of Marketing and Innovation in BusinessAlex's Links:Alex on LinkedInBasic Arts WebsiteNo Bullsh*t Strategy BookAI-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.TakeawaysStrategy 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/callI hope to see you there!

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/callI hope to see you there!

Blair thinks too many design firms and other service providers are trying too hard to raise prices by presenting themselves as more “strategic.” Both he and David see these agencies losing more and more work to competitors moving to off-shore teams and AI centered services.   Links Blair's “What Is Strategy?” episode of the Ditching Hourly podcast with Jonathan Stark