The benefits of offering a productized service.
My name is Jonathan Stark and I’m on a mission to rid the earth of hourly billing. I hope that Ditching Hourly will help achieve this, one listener at a time 🙂
The benefits of offering a productized service.
Business valuation expert John Warrillow explains the benefits of making your business more valuable as an acquisition target, even if you have no intention of selling it.
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
You know you want your customers, employees, and communities to be engaged, but what exactly does ‘engagement’ mean? Scott Gould, author of The Shape of Engagement joins me to talk about how independent software developers can sow the seeds engagement.
Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier.
Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing.
Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more.
Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common.
You know you can't literally buy an hour from someone... so why do you think you can sell an hour to someone?
If you hate selling, you're probably doing it wrong.
Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders.
Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms.
What if a client doesn't understand what they're getting themselves into?
Guest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more.
Guest Nick Disabato (aka nickd) talks about measuring the economic value of design.
Does the idea of doubling your prices make you physically ill?
Jane Portman joins me to talk about her new book, Your Productized Consulting Guide.
Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work.
Corey Quinn explains how he monetized his technical expertise by selling sponsorships for his weekly mailing list.
Former software consultant Brian Dunning talks about transitioning from hourly billing for dev work to donation supported content production.
Shopify guru and former Wordpress developer Kurt Elster explains how he monetized his technical expertise by selling sponsorships for his podcast.
How to recognize and handle the anxieties of running your own business with guest Dr. Sherry Walling
Money is worthless if you can't exchange it for something you want.
Push past your clients self-diagnosis to unlock more valuable outcomes.
A real world example of the subjective value of money.
Jason Swett shares lessons he’s learned in the process of ditching hourly.
How to answer the world's most common cocktail party question
Bait your hook with worms, not poptarts.
Clients are paying for outcomes, not outputs.
What to say when the client reveals that they have an absurdly low budget.
Why clients don't always choose the cheapest option.
Joel Miller shares his first experiences using value pricing for project work
The worst time to present yourself as a generalist is when you’re desperate for work.
$30 is worth more to some people than others
Are value pricing and agile development compatible?
Are you acting like an expert or an employee?
Finding the overlap between your target market's problems and the solutions your expertise can provide.
Focus on outcomes, not activities.
Why you should be offering guarantees
Special guest Ron Baker and I discuss the ethical challenges of hourly billing.
Value pricing is not a license to print money.
How to transition your existing hourly clients over to value pricing.
How to grow your business without hiring junior employees or farming out work to contractors.
Value pricing enterprise software projects with guest Jeff Scornavacca
The answer to "Is value pricing immoral?"
Any kind of project can be value priced. BUT... not every kind of project can be value priced profitably.
If you're barely getting any leads, you're not going to have the confidence to experiment with ditching hourly billing.
Shopify guru Kurt Elster explains how he used productized service to escape the hourly billing trap.
Using the concepts of high-touch, low-touch, and leverage in your mix of products and services.
Escape the feast/famine cycle by building a product ladder.
How to break the habit of trading time for money with productized services.
Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more.
How to get paid for projects 100% up-front.
My #1 tip for writing proposals that close.
The three types of questions you must ask your prospect before writing your proposal.
Guest James Jeffers shares his recent success with his transition to value pricing.
Has a client ever questioned your timesheets? Or asked you to eat hours? Or demanded that you split the difference on a blown budget? If so, you've been caught in the hourly trap.
The only three numbers that matter when calculating profitability.
Internalizing the idea of mutual profit.
Guest Ed Kless explains why hourly billing is immoral, dispels the biggest myths of business, and makes predictions about future for money.
Learn three relatively safe and simple tactics that will help you make the transition from hourly billing to value pricing.
Value pricing defined.
Why hourly billing is bad for you, your work, and your clients.
Ditching Hourly: who it's for and what it's about.