Podcasts about hourly billing

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!

Business law is critical for any entrepreneur who wants to grow, protect, or exit their company with confidence. In this episode, Brandon Woodward — managing partner of Woodward, Kelly, Fulton & Kaplan — breaks down how smart legal strategy helps entrepreneurs avoid common mistakes and make sound decisions.If you've ever wondered whether your contracts are solid, how to prepare to sell your business, or how mergers and acquisitions really work behind the scenes, this is the podcast episode for you.Brandon shares insights from years of helping Florida and national business owners navigate the legal complexities of operating and scaling a business. Whether you're launching a startup, scaling up, or exiting your company, Brandon's wisdom bridges the gap between what business owners know and what they should know.We also dive into how AI is transforming legal practice, and why many Florida lawyers and legal professionals are still behind in adopting this game-changing technology. Brandon gives practical, real-world examples of how AI saves time, improves contract drafting, and supports smarter client service — without replacing the value of expert legal judgment.If you're searching for expert answers on how to protect your business, ensure your deals are airtight, and make smarter legal decisions, this episode delivers. Brandon gives direct, actionable guidance tailored to your needs — not legal jargon, just real talk that helps you avoid pitfalls and plan for growth.00:00 - Introduction to Brandon Woodward01:12 - What is Business Law and Why It Matters03:20 - Common Contract Mistakes Entrepreneurs Make05:45 - Why Mergers and Acquisitions Need a Legal Guide07:30 - Flat Fees vs. Hourly Billing in Legal Practice09:15 - Real Examples of Legal Pitfalls in Business11:00 - How AI is Changing the Legal Landscape13:05 - Balancing Business and Family as a Lawyer14:50 - When to Prepare Your Business for Sale16:30 - Brandon's Advice to Entrepreneurs and Professionals17:45 - Where to Connect with Brandon OnlineTo check out the YouTube (video podcast), visit: https://www.youtube.com/@drchrisloomdphdDisclaimer: Not advice. Educational purposes only. Not an endorsement for or against. Results not vetted. Views of the guests do not represent those of the host or show. Click here to join PodMatch (the "AirBNB" of Podcasting): https://www.joinpodmatch.com/drchrisloomdphdWe couldn't do it without the support of our listeners. To help support the show:CashApp- https://cash.app/$drchrisloomdphdVenmo- https://account.venmo.com/u/Chris-Loo-4Spotify- https://podcasters.spotify.com/pod/show/christopher-loo/supportBuy Me a Coffee- https://www.buymeacoffee.com/chrisJxClick here to schedule a 1-on-1 private coaching call: https://www.drchrisloomdphd.com/book-onlineClick here to check out our bookstore, e-courses, and workshops: https://www.drchrisloomdphd.com/shopClick here to purchase my books on Amazon: https://amzn.to/2PaQn4pFor audiobooks, visit: https://www.audible.com/author/Christopher-H-Loo-MD-PhD/B07WFKBG1FFollow our YouTube channel: https://www.youtube.com/chL1357Follow us on Twitter: https://www.twitter.com/drchrisloomdphdFollow us on Instagram: https://www.instagram.com/thereal_drchrislooFollow our Blog: https://www.drchrisloomdphd.com/blogFollow the podcast on Spotify: https://open.spotify.com/show/3NkM6US7cjsiAYTBjWGdx6?si=1da9d0a17be14d18Subscribe to our Substack newsletter: https://substack.com/@drchrisloomdphd1Subscribe to our Medium newsletter: https://medium.com/@drchrisloomdphdSubscribe to our LinkedIn newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6992935013231071233Subscribe to our email list: https://financial-freedom-podcast-with-dr-loo.kit.com/Thank you to all of our sponsors and advertisers that help support the show!Financial Freedom for Physicians, Copyright 2025

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!

Points of Interest1:02 – 1:38 – Intro: Marcel introduces the session as a condensed version of his All-in Agency Summit talk, aimed at equipping agencies with the key levers to diagnose and improve profitability.3:05 – 3:18 – 80/20 Profitability Focus: The goal is to give agencies 20% of the knowledge that provides 80% of the insight needed to take control of profitability, regardless of market conditions.4:28 – 6:27 – The Growth Trap Cycle: Agencies often get stuck in a cycle of hiring during growth, losing profitability, scaling again, and repeatedly encountering the same financial challenges at larger scales.6:42 – 7:01 – Identifying the Real Problem: Founders are urged to identify whether their agency's issue is inefficient delivery (indigestion) or lack of revenue (starvation) to avoid insolvency.9:01 – 10:06 – Financial Metrics Foundation: Understanding core financial metrics—especially agency gross income (AGI)—is essential to making better business decisions beyond tax reporting.14:24 – 18:05 – Delivery Margin as the Core Metric: Agencies should aim for delivery costs to stay under 50% of AGI, enabling better spending on overhead and stronger profitability.21:44 – 26:44 – Lever 1: Average Cost Per Hour: Lowering the average cost of labor through delegation and improved processes helps reduce delivery costs and increase profitability.28:03 – 31:55 – Lever 2: Average Billable Rate (ABR): Maximizing revenue per hour of delivery time, regardless of billing model, improves margins—either by pricing higher or working more efficiently.34:17 – 38:24 – Lever 3: Utilization Rate: Utilization measures how much team capacity is spent on client work; improving it by selling more work or adjusting staff size directly affects profitability.42:01 – 44:45 – Utilization Benchmarks: Weekly and annual utilization targets vary by role; producers should aim for 75%+ weekly, and teams should average 50–65% annually including all roles.45:27 – 49:26 – Impact of Levers on Profit: A case study illustrates how modest gains in utilization and ABR can shift profit margins from 10% to 40%, increasing valuation by up to 500% without hiring or cutting overhead.Show NotesAll-in Agency SummitChris Dubois & Dynamic Agency OSFree Agency Profit ToolkitFree access to our Model PlatformParakeeto Foundations CourseLove the PodcastLeave us a review here.

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!

Ever feel like you're stuck on the hourly billing hamster wheel, working harder but not making more money? I've been there. That's why I invited pricing expert Jonathan Stark to the podcast – a man on a mission to rid the world of hourly billing (and for good reason). Jonathan breaks down why trading time for dollars is a losing game that not only caps your earning potential but actually damages client relationships. If you're ready to stop being a slave to the clock and start getting paid for the actual value you deliver, this episode is packed with practical strategies to make that shift. Trust me, your future self (and bank account) will thank you. https://www.theagentsofchange.com/575 Check out Izzy's Meta Ads webinar here: https://www.takeflyte.com/flyte-school/on-demand-training/cooking-up-successful-meta-ads-with-limited-ingredients.

If you're a CPA still billing by the hour, you're limiting your income. This episode covers four pricing tools to help you ditch hourly billing, price based on value, and increase profits—without working more. Learn how to price strategically, get paid for expertise, and manage demand. Stop pricing based on time!

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!

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!

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!

Podcast Title: Schmidt ListEpisode Title: Garrick: Mastering Pricing Strategies and Building Client ConfidenceDescription:In this episode of Schmidt List, host Kurt Schmidt welcomes Garrick, a pricing strategy expert specializing in B2B software and professional services. Together, they explore the art and science of pricing and how understanding the "why" behind c"in" decisions can drive agency growth and success.Key Topics Covered:Shifting the NarrativeMove beyond selling products. Learn how focusing on solving client business problems can significantly boost profitability.Building ConfidenceUnderstand how uncovering unpriced client value can instill confidence in creatives and founders, empowering better decision-making.Unbundling ServicesDiscover the advantages of unbundling service offerings to refine both pricing and delivery.Transparent PricingExplore the importance of upfront pricing to ensure alignment, build trust, and save valuable time.Evolving Billing PracticesHear Garrick's journey to adopting annual retainers and value-based fees for greater efficiency and profit.Strategic Service ManagementGain insights into balancing building new services versus maintaining existing ones to optimize performance and revenue.Customer DevelopmentDiscover why strong customer development is crucial before investing further, with real-world examples to illustrate its importance.Cultural Challenges in the IndustryLearn how to tackle the persistence of hourly billing and embrace better project management practices.Garrick shares invaluable lessons, with Kurt teasing even more insights in future episodes. Don't miss this conversation with actionable strategies to enhance your pricing approach and client relationships!Connect with Garrick:https://forstarters.substack.comhttps://linkedin.com/in/garrickvanburenhttps://cal.com/garrickhttps://throughconsulting.comSubscribe, rate, and review the Schmidt List podcast to stay up-to-date on the latest expert advice and industry insights!Become a supporter of this podcast: https://www.spreaker.com/podcast/schmidt-list-inspiring-leaders--2664825/support.

One of the industries that is adopting artificial intelligence tools the fastest is the legal field. A recent report from the legal tech company Clio showed almost 80% of legal professionals are using AI in some way in their practice, up from about 30% last year. Joshua Lenon, a lawyer in residence at Clio, told Marketplace’s Meghan McCarty Carino the profession is particularly ripe for tech disruption.

One of the industries that is adopting artificial intelligence tools the fastest is the legal field. A recent report from the legal tech company Clio showed almost 80% of legal professionals are using AI in some way in their practice, up from about 30% last year. Joshua Lenon, a lawyer in residence at Clio, told Marketplace’s Meghan McCarty Carino the profession is particularly ripe for tech disruption.

One of the industries that is adopting artificial intelligence tools the fastest is the legal field. A recent report from the legal tech company Clio showed almost 80% of legal professionals are using AI in some way in their practice, up from about 30% last year. Joshua Lenon, a lawyer in residence at Clio, told Marketplace’s Meghan McCarty Carino the profession is particularly ripe for tech disruption.

Many agency owners dream of transitioning from service-based businesses to creating their own Software as a Service (SaaS) products. The appeal is undeniable: a scalable business model that generates recurring revenue and offers greater autonomy. However, making the shift from running an agency to building a SaaS isn't a walk in the park. It demands careful strategy, meticulous planning, and a clear understanding of both the challenges and opportunities ahead. In a recent episode of the Grow Your B2B SaaS podcast, host Joran sat down with Chris Out, author of the bestselling book Structuring for Extreme Revenue Growth and a seasoned expert in growth hacking and agency management. Chris shared his valuable insights on how agency owners can successfully pivot to SaaS, drawing from his own experience, including his exit from a growth hacking agency in 2020. In this episode, you'll get a deep dive into Chris's journey and learn actionable strategies for building a SaaS business while leveraging the strengths of your existing agency. From the foundational steps to avoidable pitfalls, Chris lays out the roadmap for turning your SaaS dreams into a thriving reality. Key Timestamps (00:00) - Unlocking Agency Growth: A Quick Intro to Revenue Insights(00:54) - Meet Chris Out: Growth Expert and SaaS Visionary(01:26) - Setting Up a SaaS Empire: What Agencies Need to Know(02:45) - The Dream of Building SaaS: Breaking Free from Hourly Billing(03:59) - SaaS Pitfalls: What Can Go Wrong in the Transition?(04:15) - Agency vs. Non-Agency: The SaaS Building Dilemma(05:18) - Top Mistakes Agencies Make When Venturing Into SaaS(06:49) - Lessons Learned: Chris Shares Personal SaaS Development Struggles(08:18) - Foundation First: What You Need Before Launching a SaaS(09:44) - Untouched Revenue: A Vital Metric for SaaS Success(11:11) - Revenue Targets and Team Building: How to Set Yourself Up for SaaS Success(12:14) - Finding the Right SaaS Fit: Does Your Agency Have the Ideal Product?(13:19) - Dogfooding: Why Agencies Should Test Their Own SaaS First(15:25) - Automating Services: Turning Internal Tools into SaaS Gold(17:00) - SaaS Development Hacks: Strategies for Fast-Tracking Your Success(18:03) - SaaS Growth Secrets: The Real Marketing and Sales Challenges(19:20) - Ego in SaaS: Why Letting Go Is Key to Success(20:52) - Simplifying Your Agency Services for a Smooth SaaS Transition(21:47) - SaaS Success Stories: Real-World Examples to Inspire You(23:00) - Co-Creation: Minimizing Risk and Maximizing SaaS Success(24:08) - Structuring Creative Deals with Clients to Fund SaaS Projects(25:06) - Client Relations: Proactive Communication for SaaS Success(26:39) - Learning From Mistakes: How to Pivot and Recover in SaaS Development(27:48) - Balancing Act: Managing Both Agency and SaaS Growth(29:38) - Dogfooding for SaaS Growth: What Chris Learned Along the Way(30:27) - Growing Your SaaS: Insights Beyond the Early Stages(31:21) - Validating Your SaaS: Ensuring Customer Satisfaction Early On(32:01) - Growth and Exit: Planning for the Long-Term Success of Your SaaS

Learn about Jonathan Stark.Check out my new show, the Law for Kids Podcast.Get Connected with SixFifty⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠, a business and employment legal document automation tool.Sign up for ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Gavel⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ using the code LAWSUBSCRIBED to get 10% off an annual subscription.Visit ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Law Subscribed⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to subscribe to the Substack newsletter to get notified about every episode, listen from your web browser, and for additional content.Follow ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@lawsubscribed⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠everywhere⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Sign up for the Subscription Seminar waitlist at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠subscriptionseminar.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.Check out ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Mathew Kerbis'⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ law firm ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Subscription Attorney LLC⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. Get full access to Law Subscribed at www.lawsubscribed.com/subscribe

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

Transitioning away from the billable hour can feel daunting, but it doesn't have to be an all-or-nothing proposition. By taking an iterative, milestone-based approach to your matters, you can begin to identify which phases of work are ripe for flat fee billing, helping you increase your firm's profitability.As I share more insights and takeaways from the most recent Clio Cloud Conference, I walk you through real-world examples of how this phased approach has worked for firms in different practice areas and at different price points. Even if you're already using flat fees in your practice, what I share today will help you refine your approach and ultimately boost your bottom line.Get full show notes, transcript, and more information here: https://www.agileattorney.com/41Start your Agile transformation today and check out free resources, including my Law Firm Policy Template, to help you and your team develop a more Agile legal practice: https://www.agileattorney.com/start

Charge hourly? I think it's time to rethink it then

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!

Is tracking your hours decreasing your productivity and profitability? According to Geraldine Carter, the answer is most likely yes. In their conversation, Brannon and Geraldine break down how the hourly billing model takes you away from providing real value to your clients. Conversely, getting your hours down and doing away with the hourly billing model altogether could be the key to raising your bottom line. This podcast touched on:Hourly billing vs value pricing.The impact of private equity on the accounting industry.Why hiring won't solve the problem of overwork.By refocusing on the value you can provide to your clients rather than on the hours you are billing them for you can increase your revenue while simultaneously lowering your hours. The key to building the business you want and living the life you want lies in refocusing your firm so that you can make meaningful changes. Listen in to learn how you can gain capacity, think critically, and make moves to live a life with balance. Time Stamps: 0:38 - Introduction of Geraldine Carter1:44 - Private equity firms in the accounting space5:50 - Why are so many CPAs overworked and what is the solution?15:31 - How to price upfront without hourly billing.19:40 - Why hourly billing is a trap.35:38 - Geraldine's new book - Down to 40 Hours [https://geraldinecarter.com/book] 38:22 - Wrapping up  Getting in touch with Geraldine:Geraldine's Website: https://geraldinecarter.com/ LinkedIn: https://www.linkedin.com/in/geraldine-carter/ 

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!

Matt Kerbis, also known as the Subscription Attorney, joined me on Ditching Hourly to share his novel approach to ditching hourly billing in the legal space with a subscription model.Matt's bio from his website: ”My name is Mathew Kerbis, I'm The Subscription Attorney, and I believe subscriptions can help bridge the access to justice gap and incentivize attorneys to modernize and scale their practice like never before.”Matt's links:Website: https://www.lawsubscribed.com/aboutLinkedIn: https://www.linkedin.com/in/kerbisverse/Substack: https://substack.com/@lawsubscribedThe Law For Kids Podcast:https://www.lawforkidspodcast.com/AI-Generated Info:SummaryIn this conversation, Jonathan Stark interviews Matt Kerbis, also known as the Subscription Attorney, about his novel approach to ditching hourly billing in the legal space with a subscription model. Matt explains how he offers affordable and accessible legal services through different subscription tiers based on the client's needs. He discusses the pricing structure, the scope of services provided, and the use of automation tools to streamline his practice. Matt also addresses the challenges and benefits of implementing a subscription model in the legal industry. Mathew Kerbis discusses his unique subscription-based law firm model and the client experience. He explains that while his model is one of a kind, there are other attorneys using the subscription model in different ways. Mathew highlights the importance of educating clients about the subscription model and the client portal. He also discusses the challenges of marketing a new business model and the slow process of building traction. Mathew emphasizes the value of problem avoidance and the benefits of being a generalist in the legal space. He advises those interested in experimenting with subscription models to start narrow and go broad.TakeawaysMatt Kerbis offers affordable and accessible legal services through a subscription model.The pricing structure includes different tiers based on the client's needs, with options for individuals, freelancers, and business owners.Matt uses automation tools and no-code solutions to streamline his practice and deliver services efficiently.Churn is a key consideration in the subscription model, and Matt focuses on delighting his clients to reduce churn and increase client satisfaction.While a pure subscription model may not work for all legal services, a hybrid approach combining subscriptions and alternative fee-based pricing can be effective. Mathew Kerbis has a unique subscription-based law firm model that is one of a kind.Educating clients about the subscription model and the client portal is crucial for their understanding and comfort.Marketing a new business model can be challenging, especially in the legal space.Building traction and gaining clients takes time and persistence.Problem avoidance is a valuable selling point, and being a generalist can be advantageous in the legal industry.For those interested in experimenting with subscription models, starting narrow and going broad is a recommended approach.Sound Bites"I'm the subscription attorney because I was sick and tired of billing time as an attorney."—MK"My whole goal was accessibility while also still trying to be profitable."—MK"People don't like talking to their lawyer. They have better things to do in their life."—MK"There are probably hundreds of attorneys using the subscription model in some way."—MK"I make it really easy to schedule a ‘no legal advice', 15-minute introductory call with me."—MK ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Ben Zettler, owner and founder of Zettler Digital, joined me on Ditching Hourly to discuss pricing tactics for agencies.Ben's Links:Zettler DigitalBen's LinkedInAI-Generated Stuff:SUMMARYBen Zettler, owner and founder of Zettler Digital, joins Jonathan Stark to discuss value pricing for agencies. Ben shares his background in sports and how he transitioned into building his agency. They discuss the initial conversations with potential clients, the importance of understanding their needs and goals, and how to convert those conversations into proposals. Ben also talks about the value of offering free work, conducting audits, and providing strategy sessions to build trust with clients. They explore the use of data to quantify the potential impact of their services and the challenges of pricing for smaller businesses. Ben Zettler discusses the ideal clients for his agency and the different options he offers them. He emphasizes the importance of working with decision-makers and the challenges of communicating value in proposals. Ben also talks about the shift in his business from project-oriented work to retained services. He shares his experience with client churn and the need to constantly find new opportunities. Ben provides insights into pricing and the difficulties of structuring fees for ongoing services. He concludes by highlighting the value of LinkedIn for marketing and networking.TAKEAWAYSUnderstanding the client's needs and goals is crucial in creating a proposal for value pricing.Offering free work, such as audits and strategy sessions, can help build trust with potential clients.Quantifying the potential impact of services using data can help justify pricing.Smaller businesses may be more hesitant to share revenue information, but it is important to understand the potential impact of services.The market has shifted towards longer decision timelines and more evaluation of service providers. Working with decision-makers is ideal in most situations, regardless of the size of the business.Communicating value in proposals can be challenging, especially when clients compare prices to other services.Shifting from project-oriented work to retained services can provide stability and consistent revenue.Client churn is inevitable, so it's important to constantly find new opportunities and maintain a marketing engine.Pricing ongoing services can be difficult, and it's important to consider the value provided and the client's budget.LinkedIn is a valuable platform for marketing and networking in the services industry.CHAPTERS00:00 Introduction and Background08:14 Offering Free Work to Build Trust17:17 Converting Conversations into Proposals23:03 Quantifying the Potential Impact of Services27:26 Challenges of Pricing for Smaller Businesses31:07 The Shifting Market for Service Providers35:44 Shifting to Retained Services41:15 Dealing with Client Churn46:19 Pricing Ongoing Services53:11 Leveraging LinkedIn ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Strategic lawyer and IP expert Erin Austin joined me on Ditching Hourly to talk about the intersection of plagiarism, copyright infringement, and generative AI.  Erin's BioA graduate of Harvard Law School, Erin Austin is a strategic lawyer and consultant who uses her 25+ years of practicing law, including roles as COO and general counsel at large and small IP-driven companies, including Warner Brothers, Lionsgate (formerly known as Artisan), MGM, Teaching Strategies, and M3 USA Corp, to help female founders of expertise-based firms build and protect saleable assets so that the business is ready to sell when the founder is ready to exit.Erin's Linkshttps://www.thinkbeyondip.com/https://www.linkedin.com/in/erinaustin/AI-Generated StuffSummaryIn this conversation, Jonathan Stark and Erin Austin discuss the legal and ethical issues surrounding AI. They explore the difference between plagiarism and copyright infringement, the ethical obligations of giving credit, and the copyright protection of AI-generated content. They also touch on the parallel between AI and ghostwriters, the copyright situation with reference materials like encyclopedias, and the challenge of tracing ideas back to their original source. The conversation explores the impact of digital technology on copyright and intellectual property. They discuss the ease of copying and plagiarism in the digital age, the potential for copyright infringement with AI-generated content, and the importance of copyright registration. They also touch on the challenges of compensating creators in the age of AI and the potential for job disruption. Overall, they express optimism about the benefits of AI while acknowledging the need for responsible use.TakeawaysPlagiarism is the ethical breach of stealing someone else's ideas, while copyright infringement is the legal issue of using someone's protected work without permission.AI-generated content is not eligible for copyright protection because it is not created by a human, but there are gradations of AI involvement that can still receive protection.There is little ethical breach in not crediting AI for its output, as AI is not the creator of ideas, and the output is often not considered thought leadership.When using AI-generated content, it is important to ensure that it does not infringe on someone else's copyright and to add a layer of creativity if you want to be eligible for copyright protection.The copyright situation with AI is complex and depends on factors such as the level of AI involvement, the nature of the work, and the agreements in place.Tracing ideas back to their original source can be challenging, and the expression of ideas is what is protected by copyright law, not the ideas themselves. The digital nature of content makes it easier to copy and plagiarize, leading to copyright infringement.Copyright registration is important to protect intellectual property rights and provide evidence of ownership.AI-generated content raises questions about compensating creators and the need for new licensing models.Job disruption is a concern with the rise of AI, but a slow transition may allow for adaptation and new opportunities.Responsible use of AI is crucial to avoid ethical and legal issues.Sound Bites"We do not have ethical obligations to AI. It is not the creator of any ideas.""Are we getting something that would be considered thought leadership? And my experience is that we aren't.""AI-generated content is not eligible for copyright protection because US copyright law requires that the original content be created by a human.""I assume there's some sort of AI, something that can change it for them.""You can kind of be copyrighted out of your own stuff.""When there are billions of data points out there, how are you going to compensate all the people who may have rights in the data sets?"Chapters00:00 Introduction and Background05:01 Ethical Obligations of Giving Credit to AI09:46 Copyright Protection of AI-Generated Content20:50 Copyright Situation with Reference Materials27:50 Challenge of Tracing Ideas Back to Their Source30:50 Introduction and Digital Nature of Content36:10 Copyright Infringement and Remixing in Music39:26 Compensating Creators and Copyright Ownership41:12 Ownership of User-Generated Content on Platforms44:41 AI's Collection of Data and Privacy Concerns48:23 Optimism about AI and Responsible Use51:10 Job Disruption and Transition with AI53:45 Conclusion and Where to Find More Information ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Co-founder and Head of Design at Under, Eden Vidal, joined me on Ditching Hourly to talk about productizing design sprints, optimizing your business to suit your personality, and convincing contractors to ditch hourly billing. Eden's Links:https://edenvidal.com/https://weareunder.design/https://www.linkedin.com/in/edenvidal/AI Summary:Eden Vidal, a designer and developer, shares his success with value-based concepts for his design studio. He specializes in brand sprints, a niche methodology for running branding processes for young technology companies. The brand sprint focuses on creating a brand story and developing a visual language, primarily for the homepage of a website. Eden emphasizes the importance of speed and delivering quick and fancy results for startups. The ideal clients for brand sprints are funded startups that already have some branding but feel a mismatch and a need for a quick and premium solution. Eden discusses his approach to managing his time between brand sprints and his own creative projects. He explains that while his wife focuses on optimizing brand sprints, he wants to pursue more and work on his own entrepreneurial ventures. They also discuss the challenges of transitioning from hourly contracts to fixed-price projects and the importance of clear communication and expectations. Eden shares his experience of hiring contractors and the benefits of focusing on delivering results rather than selling time. They also explore the idea of creating a platform that simplifies the process of defining project requirements and finding the right freelancers.Chapters00:00 Introduction and Background06:22 The 10-Day Brand Sprint Process08:38 Ideal Clients for Brand Sprints29:16 Balancing Brand Sprints and Personal Creative Projects37:36 Transitioning from Hourly Contracts to Fixed-Price Projects42:18 The Benefits of Delivering Results Instead of Selling Time53:01 Simplifying the Freelancer Hiring Process with a Platform ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Sam Browne, lifestyle entrepreneur and LinkedIn expert with more than 100k followers joined me on Ditching Hourly to share his insights on growing your audience on LinkedIn.Sam's Links:LinkedIn: https://www.linkedin.com/in/sam-browne/Gumroad: https://sambrowne.gumroad.com/TakeawaysKnow what you want to be known for on LinkedIn and focus on educational content to build authority.Map out a series of questions to answer in your content and use case studies and testimonials to showcase the value of your work.Engage with comments on your own posts and on other people's posts to build relationships and expand your network.Frequency of posting is flexible, but consistency is key. Replying to comments on LinkedIn posts is important, especially for thoughtful and insightful comments.Engaging with other creators' posts can help expand your reach and build relationships.Using carousels and images in posts can increase visibility and engagement.Avoid including links in posts to maximize reach, but consider using them in comments to drive traffic and build relationships.Engaging with comments can lead to valuable insights and growth opportunities.Sound Bites“Pick the thing that is going to be the most effective for you to monetize.”“Case studies are a great way to show the value of working with you.”“Post with whatever frequency is comfortable for you, ideally no less than once a week.”“I always try and repay people who take the time to comment on my posts.”“You don't need that many people who are showing up and enjoying your posts every time you post to create real momentum on LinkedIn.”“A post can take on a new life like six hours later, eight, eight, 10 hours later.”Chapters00:00 Introduction and Background07:29 Setting Up Your Profile for Success24:00 Showcasing the Value of Your Work28:13 Engaging with Comments and Frequency of Posting30:34 Engaging with Other Creators' Posts for Reach and Relationships36:28 Using Carousels and Images to Increase Visibility45:29 Maximizing Reach by Avoiding Links in Posts48:34 Driving Engagement and Building Relationships through Comments ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Long-time friend-of-the-show Kevin Freidberg joined me on Ditching Hourly to share how he helps freelancers and consultants create effective websites by starting with email conversations. Kevin's Links:https://marketyourselffirst.com/AI-Generated Info:SummaryKevin Friedberg shares his approach to helping freelancers and consultants create effective websites by starting with email conversations. He suggests that instead of focusing on building a website, which can be overwhelming and time-consuming, freelancers should start by writing emails that address the problems their clients are facing. These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website. Kevin also shares his strategy for growing an email list using LinkedIn, where he sends personalized messages to potential subscribers. Overall, his approach emphasizes the importance of one-on-one conversations and providing value to potential clients.Takeaways- Instead of starting with a website, freelancers and consultants can begin by writing emails that address the problems their clients are facing.- These emails can serve as the foundation for a content solar system and can eventually be repurposed for a website.- LinkedIn can be a valuable platform for growing an email list by sending personalized messages to potential subscribers.- The key to success is providing value and engaging in one-on-one conversations with potential clients.Sound Bites"A website, it's not a one-on-one conversation. An email is.""You'll have this conversation with someone, and they go off... they like brain dump about the problems that they solve for their clients. And it's gold. It's great.""I'm obsessed with the very idea of a one-on-one conversation. I just don't understand how else to do it."Chapters00:00 Introduction and Pain Points03:05 Starting with Email Conversations13:10 Using LinkedIn to Grow Your Email List25:31 Transitioning from Emails to Websites28:31 Conclusion and Next Steps ----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!

Residential architect Jason Comer joined me on Ditching Hourly to brainstorm how he might migrate from commodity labor to productized leverage with his expertise in home design. Even if you're not an architect, I think you'll find the discussion useful. Jason's Website:https://www.jasoncomerarchitect.com/ ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

WP Engine founder Jason Cohen joined me on Ditching Hourly to talk about why AI is different from other big tech advancements. We also discussed why niching down in a single ideal customer profile will bring you 10x more customers than you expect and how a regular writing practice makes the world a better place (and maybe even builds a legacy). Jason's Links: A Smart BearAI is DifferentSelling to CarolWP EngineTwitter ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just 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!

Corey Quinn joined me on Ditching Hourly to discuss his excellent new book, “Anyone, Not Everyone.” In it, Corey shares insights on deep specialization, selecting a target vertical market, and using gifts like cookies to transform outbound marketing. Corey's Links:Anyone, Not Everyone by Corey QuinnDeep Specialization podcast by Corey QuinnCorey's Website0:00 - Episode intro0:17 - About Corey Quinn and his background 1:30 - Corey's ideal client: agency founders doing $1-5M and looking to specialize3:07 - Benefits of specializing in a vertical market vs. skillset5:17 - How to define a vertical market7:19 - Detecting traction in a potential vertical to specialize in11:33 - Identifying a vertical market that's the right size (2,000-10,000 businesses)15:25 - How specializing enables you to speak your target market's language 17:35 - Creating a "point of view" to differentiate beyond just positioning22:33 - Shifting from founder-led sales through deep specialization 25:09 - Using gifting (like cookies) to transform outbound marketing30:42 - Creating an ongoing gifting campaign, not just a one-time gift32:21 - Reaching your target market in multiple channels beyond just gifting37:46 - The multi-million dollar cookie budget that drove Scorpion's growth41:17 - Adapting this approach for smaller shops through focus and consistency45:01 - Advice for soloists: specialize, do thought leadership, focus on dream clients48:54 - Consistently engaging with a target industry year after year to build trust50:34 - Where to find Corey's book and other free resources

Geraldine Carter and I swapped interviews about why niching down doesn't lead to boredom.  Geraldine's Links:https://geraldinecarter.comhttps://geraldinecarter.com/newsletterhttps://www.businessstrategyforcpas.com

Tim Dietrich and Eric Grubaugh invited me to join them on SuiteScript Stories to talk about the pros and cons of a platform specialization, the paradox of positioning, and, of course, the horrors of hourly billing. Tim and Eric were kind enough to let me post the interview here on Ditching Hourly, but if you're a NetSuite developer, you should check out their podcast at https://suitescriptstories.com/ We discuss:Jonathan's and Tim's shared history in the FileMaker Pro spaceJonathan's AHA moment when he realized hourly billing was killing his businessThe misaligned financial incentives created by hourly billingHow specializing in a narrower target market amplifies your opportunitiesThe various forms of specialization: Vertical, Horizontal, PlatformThe obstacles an agency faces when trying to specialize

This episode of the Professional Services Pursuit podcast features Tom Rodenhauser, Managing Partner of Kennedy Research Reports LLC. Tom offers expert insights on the trends shaping the consulting industry, with a particular focus on the move towards productization and the challenges and opportunities it presents.Topics in this episode include:The shift away from traditional time-based billing models The changing demographics of the workforce and how it's impacting consultingCultural and organizational changes needed to transition to a product-based modelThe 4 mega trends impacting consulting services Examples of firms that are successfully adapting to the evolving landscapeTips for consultants and firms looking to embrace the move towards productizationLearn more about Kennedy Research Reports and read some their great content at https://www.kennedyresearchreports.com/

Indie game consultant Joe Quadara (aka Joe Q) joined me on Ditching Hourly to share his journey from putting out fires for indie game studios to advising them to accurately scope and fund their projects.Joe's Links:Joe's website: RecurverJoe on LinkedIn AI Summary: In this episode, game developer turned consultant Joe Quidara shares his journey from putting out fires for game studios to helping studios accurately scope and fund their projects. He explains how developing deep expertise about the indie game industry allows him to quickly assess and advise studios, creating leverage in his consulting business. Chapters:[00:00:00] Introductions[00:07:00] The size of the video game market[00:10:00] What is indie game consulting?[00:14:00] The appeal of weird, indie games [00:19:00] What an indie game studio looks like[00:23:00] From firefighting to preventing fires in game studios  [00:28:00] Helping studios accurately scope and fund projects[00:32:00] Creating a sustainable indie game studio model [00:35:00] Leveraging expertise to streamline the consulting process[00:41:00] The benefits of specialization for consultants[00:46:00] Keeping an open mind while leveraging expertise  [00:48:00] Conclusion 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!

Join Ray Green, as he shares five insightful ways to rethink hourly billing when dealing with clients. In this engaging podcast episode, Ray emphasizes the importance of shifting the focus from time to outcomes, using relatable metaphors like lawn care and legal services to drive his points home. Discover how hourly billing can lead to misalignment and inefficiency and learn why clarity and fixed pricing mechanisms are essential in providing value in service-based businesses. Tune in to gain valuable insights and transform your client relationships from time-based to outcome-driven. Don't miss this enlightening conversation with Ray Green on how to reframe the hourly billing conversation.

A lot of new interior designers ask me how they should price their services, specifically whether they should bill hourly or do a flat rate. In this episode, I'm sharing my experience with different pricing structures and how I ultimately came to the decision to ditch hourly billing. I've been doing a flat rate since 2022, and I've found that this is what works best for me and my clients. I give you 7 reasons why you might want to consider doing the same.I'll be going much deeper into my exact pricing structure (how I get my flat rate, what my markups are and how I do them, my trade discounts and procurement fees, etc) with Design Coven Pro Members in a special workshop on January 19th. If you can't make it live, the recording will be available to all Pro Members in video and podcast form. To join us and learn more, visit designcoven.com/join.Featured in this EpisodeFeatured deck: The Nomad TarotAre you an interior designer or are you interested in Holistic Interior Design? Check out my membership program, the Design Coven! This program is a real-world industry mentorship for Holistic Interior Designers that has everything you won't find in traditional design school curriculum. You'll learn from practicing interior designers working on real life projects, and get access to cutting edge vendors, suppliers, furniture makers, textile designers, and design resources that I've curated over my 17 years of design experience. As a member, you'll have the opportunity to build valuable relationships of your own. Learn more.Connect with Rachel Larraine:WebsiteInstagramInterior Design ServicesInterior Design ResourcesHouzz (Affiliate Link)

Bryghtpath CEO and Ditcherville lifetime resident Bryan Strawser joined me on Ditching Hourly to share the secrets behind his huge business wins in 2023. Bryan's Links:Website: https://bryghtpath.com/YouTube: https://www.youtube.com/c/BryghtpathPodcast: https://bryghtpath.com/resources/managing-uncertainty-podcast/LinkedIn: https://www.linkedin.com/in/bryanstrawser/Summary (ai generated):In this episode of Ditching Hourly, Jonathan Stark interviews Bryan Strausser of BrightPath about how positioning his consulting firm and using program evaluation "roadmaps" as a first engagement with clients has led to major growth and 7-figure revenue. They discuss Bryan's journey from generalist consultant to focused niche positioning, using content marketing and authority building to attract ideal clients, the roadmapping process to diagnose client needs before prescribing solutions, how to price and sell high-value services, and building ongoing managed services for recurring revenue.  Chapters:[00:00:00] Introduction [00:02:00] From generalist to focused positioning[00:08:00] Attracting clients through content marketing [00:13:00] Client onboarding with program evaluation roadmaps[00:21:00] Using the podcast to build authority [00:25:00] The importance of positioning[00:28:00] Pricing and selling high-value services [00:36:00] The roadmapping sales process[00:44:00] Writing effective proposals [00:51:00] Increasing profits through pricing [00:53:00] Growing through managed services[00:56:00] Conclusion ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

The handsome and talented Louis Grenier had me on Everyone Hates Marketers to go behind the scenes on how I run my business.Much to my delight (and true to form), he asked very specific and pointed questions so we could avoid the typical BS you hear on business podcasts.It's also on YouTube if you prefer to watch:Watch Now »Louis' Links:https://www.everyonehatesmarketers.com/links ----Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

Alexander Lapa joins me for a tour-de-force journey through the paths available to tech folks operating with a post-hourly mentality.  Alex's Links: LinkedIn: https://www.linkedin.com/in/alexanderlapa/ Consulting: https://dryadconsulting.com/ Product: https://dryadreceipting.com/ Newsletter: https://thegoodenoughconsultant.com/ Podcast: https://dryadconsulting.com/podcast ----Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just 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!

Fellow daily emailer and No-BS marketer Rod Aparicio joined me on Ditching Hourly to bust the myth of personal branding.Rod's Links Twitter Profile Email List AI SummaryIn this episode, Jonathan Stark and guest Rod Aparicio discuss the concept of personal brand and its misconceptions. They emphasize that personal brand is more about influencing perceptions rather than controlling how one is perceived. The importance of authenticity and credibility in building a personal brand is highlighted, along with the distinction between brand and reputation. The episode also explores the relevance of personal branding for solopreneurs and small businesses, emphasizing the need for positioning oneself and focusing on the needs of the target market rather than obsessing over self-image or becoming an influencer. Credibility and trust are emphasized as crucial factors in attracting and retaining clients for solopreneurs.Key Points Authenticity can be defined differently, with some emphasizing being true to oneself and others focusing on being different from others. Building a personal brand requires a curated version of oneself, but should align with one's values and not be hypocritical. Aspiration is the desire to become something, while inspiration is the internal motivation to do what one truly wants. Aspiration in personal branding could lead to a lack of authenticity and failure. Positioning oneself based on alignment and targeting the right audience is more valuable than building a personal brand. A credible offer, backed by testimonials, case studies, and referrals, builds trust with potential clients. Personal branding can lead to a sense of desperation and may not result in long-term success. Best Quotes “A personal brand is mainly how people can control how they want to be seen and perceived by others.” “A reputation can be linked to a person, and a brand is something that you make artificial.” ----Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

On this episode of the Conquer Local Podcast, we're joined by Jonathan Stark, who has over 15 years of experience in software development, consultancy, and training. He's delivered sold-out talks on three continents, authored five books including "Hourly Billing Is Nuts," and hosts the popular podcast "Ditching Hourly." Jonathan collaborated with major brands like Staples, Time, T-Mobile, Cisco, and Intel during his consulting tenure. He curates a daily newsletter focused on pricing strategies for independent professionals, and as the President of Jonathan Stark Consulting, he's passionately dedicated to eradicating hourly billing and promoting fairer pricing practices worldwide.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners. Learn more about Vendasta and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.

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 today's episode of Smashing the Plateau, you will learn how you can make more money without working more hours.Jonathan and I discuss the following topics:How did he become focused on ending the hourly billing model? [01:38]How long did it take for Jonathan to see the changes in his income? [05:32]How did he discover value-based fees? [05:48]What reasons did Jonathan come up with to go solo? [07:47]Who is his target audience for his teaching model? [10:34]What is needed for a mindset shift? [11:39]How to ensure that price will dictate costs? [11:52]What did his mindset shift in providing value first? [15:26]What does it take to make a shift and start your own business? [17:35]How does community become a game changer for him? [20:02]What is his definition of community? [22:47]Learn more about Jonathan Stark at http://valuepricingbootcamp.com/.Thank you to our sponsor:The Smashing the Plateau Community