Ditching Hourly

Ditching Hourly

podcast.ditchinghourly.com
My name is Jonathan Stark and I’m on a mission to rid the earth of hourly billing.


Will Bachman - The Benefits of Community for Independent Consultants
Feb 4 • 23 min
Will Bachman, McKinsey alum and co-founder of Umbrex, joins me to talk about the benefits of finding a community of peers as an independent consultant.
Coaching Call with Landscape Architect Daniel Robey
Jan 15 • 85 min
Daniel Robey joins me for coaching on how to move his landscape architecture business away from hourly billing.
Coaching Call with Tim Abell
Jan 11 • 68 min
Erik Dietrich on The Hourly Monkey Wrench
Dec 17, 2019 • 39 min
Erik Dietrich shares how he went from solo software consultant to productized service business owner.
Framing Your Value Pricing Conversations
Dec 16, 2019 • 3 min
Cold Outreach for Freelancers: Finding Potential New Clients With Cold Emails
Dec 11, 2019 • 4 min
How to Delegate Effectively in Your Freelancing Business
Dec 9, 2019 • 5 min
The 3 Most Important Questions to Ask New Freelance Clients
Dec 6, 2019 • 5 min
Determining the Value of a Paid Discovery Session (for Consultants)
Dec 4, 2019 • 6 min
How to Introduce Yourself at a Networking Event
Dec 2, 2019 • 9 min
Defining Your Target Customer: Can You Test Multiple Audiences At Once?
Nov 30, 2019 • 6 min
Ron Baker on The Subscription Economy
Nov 28, 2019 • 56 min
Value pricing legend Ron Baker joins me to talk about the next pricing model for service professionals.
How to Overcome Price Objections in Your Sales Interview [The Why Conversation]
Nov 25, 2019 • 6 min
Freelancing Expenses: Who Pays For Your Travel?
Nov 24, 2019 • 4 min
Getting Good Testimonials from Your Past Clients
Nov 23, 2019 • 4 min
When Friends and Family Ask You to Work for Free
Nov 22, 2019 • 2 min
Reuven Lerner on Building a Software Training Business
Nov 21, 2019 • 54 min
Reuven Lerner on building a software training business.
What to Send to Your Email Subscribers (Marketing Your Service Business)
Nov 21, 2019 • 6 min
Attracting New Clients With Your B2B Content Marketing Strategy
Nov 20, 2019 • 4 min
Are You Giving Away Too Much Free Content?
Nov 19, 2019 • 5 min
Positioning: Can You Work With Your Client’s Competitors?
Nov 18, 2019 • 5 min
The Difference Between Horizontal & Vertical Marketing [Business Strategy for Service Providers]
Nov 17, 2019 • 6 min
Marketing for Service Providers: Is Value Pricing Effective for New Freelancers?
Nov 16, 2019 • 6 min
“Outcome Based Selling” vs. “What I’ll Be Doing to Get the Outcome”
Nov 15, 2019 • 8 min
Two Pricing Curves to Measure Value: “Goldilocks” vs. “Might as Well”
Nov 14, 2019 • 7 min
Sales for Consultants: How to Convert Inbound Leads into Clients
Nov 13, 2019 • 8 min
The Easiest Way to Discuss Value Pricing Questions with Clients
Nov 12, 2019 • 5 min
Freelance Work: What to Price for Small Projects with a Limited Scope
Nov 11, 2019 • 6 min
Consultant Advice: Handling Team Conflicts and Disagreements
Nov 10, 2019 • 7 min
Coaching and Consulting: How to Get Long Term Clients
Nov 9, 2019 • 5 min
Positioning Your Consulting Business: Should You Take a Contrarian Stance?
Nov 8, 2019 • 5 min
Project Deliverables: What Are Consultants Really Selling?
Nov 7, 2019 • 7 min
Joe Pine on Pricing Experiences
Nov 6, 2019 • 47 min
Joe Pine talks about converting services into experiences and shares some thoughts on how to price them.
How to Handle Clients Asking for a Discount or Bargaining Your Rates
Nov 5, 2019 • 3 min
Generalist vs. Specialist: Do Freelancers Have to Choose?
Nov 4, 2019 • 6 min
3 Things You Need to Know About Picking Your Niche in Business [Tips for New Freelancers]
Nov 3, 2019 • 15 min
3 Reliable Marketing Tips to Build Your Side Hustle (While You Work Full-Time)
Nov 2, 2019 • 9 min
Creative Entrepreneurs: Two Practical Ways to Set Your Rates
Nov 1, 2019 • 7 min
Making A Living with Your Art with guest Margot Trudell
Sep 24, 2019 • 59 min
How can artists, designers, and other creative people make a living doing what they love?
How do I get clients to pay 100% up-front?
Sep 22, 2019 • 8 min
Q&A from TheJonathanStarkShow.com on YouTube
Do I really need to specialize?
Sep 20, 2019 • 11 min
Q&A from TheJonathanStarkShow.com on YouTube
What’s the value of code quality?
Sep 18, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I transition from an old niche to a new one?
Sep 16, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How can I charge 100% up-front if my clients are used paying on delivery?
Sep 14, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I offer options if what I’m selling is the outcome?
Sep 12, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I validate a platform or niche?
Sep 10, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How can I value price social media services?
Sep 8, 2019 • 4 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I quote projects without promising too much?
Sep 6, 2019 • 8 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I guarantee ROI if I operate at a strategic level?
Sep 4, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I have The Why Conversation if I’m cold calling?
Sep 2, 2019 • 4 min
Q&A from TheJonathanStarkShow.com on YouTube
Do I have to be the most expensive option?
Aug 31, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I sell the outcome?
Aug 29, 2019 • 10 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I have a value-based conversation with repeat clients?
Aug 27, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
Positioning Your Firm with guest Joel Pilger
Aug 25, 2019 • 47 min
Joel Pilger on positioning.
Can value pricing work for a B2C project?
Aug 23, 2019 • 12 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I set a fee when the outcome is qualitative?
Aug 21, 2019 • 11 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I package productized services?
Aug 21, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
What should I say when a client asks me for tiny changes?
Aug 20, 2019 • 9 min
Q&A from TheJonathanStarkShow.com on YouTube
Taking Risks with guest Paul Mellor
Aug 14, 2019 • 46 min
The importance of trusting your gut, shipping great work, and taking some risks.
Value Pricing For Agencies with guest Pascal Côté
Jun 22, 2019 • 47 min
How to transition a 50+ person agency from hourly billing to value pricing without going out of business in the process.
How do I persuade a client that my work is valuable?
Jun 21, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I attract buyers instead of peers?
Jun 19, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
What should I do if I only have $1000 for marketing?
Jun 17, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
Are proposal options part of a sales funnel?
Jun 14, 2019 • 9 min
Q&A from TheJonathanStarkShow.com on YouTube
Can I value price as part of a team?
Jun 12, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I structure options in a project proposal?
Jun 10, 2019 • 10 min
Q&A from TheJonathanStarkShow.com on YouTube
I’m freelancing for my ex-employer but they still treat me like an employee… what should I do?
Jun 3, 2019 • 3 min
Q&A from TheJonathanStarkShow.com on YouTube
What should I include in my consulting proposals?
May 27, 2019 • 4 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I know the client understands the value of the project?
May 24, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
What do I need to make the jump from implementation work to strategy work?
May 22, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
Should I tell clients that I practice value-based pricing?
May 20, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
Pricing Design with guest Dan Mall
May 10, 2019 • 75 min
Dan Mall joins me to talk about pricing 7-figure design projects.
The Strategic Independent with guest Tom Critchlow
Apr 26, 2019 • 65 min
Guest Tom Critchlow joins me to talk about mixing strategic thinking into implementation work.
How do I justify premium fees if I live in a low cost of living area?
Apr 23, 2019 • 9 min
Q&A from TheJonathanStarkShow.com on YouTube
How much money do I need to start a consulting business?
Apr 22, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
Is white labeling something I should limit or is it a golden goose?
Apr 19, 2019 • 4 min
W00t!!! Episode 100!!! :D
How can I apply value pricing when multiple parties are involved?
Apr 18, 2019 • 4 min
Q&A from TheJonathanStarkShow.com on YouTube
Does it do more harm than good to put “middle-tier” client logos on my website?
Apr 17, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
What if the tactics or deliverables change in the middle of a project?
Apr 16, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I scale value pricing down to the freelance level?
Apr 15, 2019 • 12 min
Q&A from TheJonathanStarkShow.com on YouTube
What if my prospective client hires someone who I have a not-so-great history with?
Apr 12, 2019 • 8 min
Q&A from TheJonathanStarkShow.com on YouTube
Should I ever mention value pricing with my prospective clients?
Apr 11, 2019 • 3 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I deal with little jobs like fixing a CSS mistake?
Apr 8, 2019 • 10 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I balance constant learning with specialization?
Apr 7, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
Design retainers with guest Morgan Pendergrass
Apr 6, 2019 • 35 min
Design retainers with guest Morgan Pendergrass
How do I value price on a small scale?
Apr 5, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
Should I look at the client’s code before quoting a price?
Apr 4, 2019 • 11 min
Should I look at the client’s code before quoting a price? No.
Why isn’t my content marketing attracting more leads?
Apr 3, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
What do I say when a prospect asks how I price my work (if not hourly)?
Apr 2, 2019 • 4 min
Q&A from TheJonathanStarkShow.com on YouTube
Can I use my old testimonials in my new niche?
Apr 1, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
How do you go about budgeting time for a project?
Mar 29, 2019 • 9 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I write a proposal with multiple price options when the client has shared their budget with me?
Mar 28, 2019 • 18 min
Q&A from TheJonathanStarkShow.com on YouTube
What if your sales interview descends into chaos?
Mar 27, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
How to prevent clients from reverse engineering an hourly rate from your value price
Mar 26, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
Can designers sell retainers?
Mar 25, 2019 • 3 min
Q&A from TheJonathanStarkShow.com on YouTube
Are advice retainers different from design retainers?
Mar 24, 2019 • 7 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I raise prices on a monthly-based service with my existing clients?
Mar 23, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I get past a gatekeeper to the real decision maker?
Mar 22, 2019 • 8 min
Q&A from TheJonathanStarkShow.com on YouTube
When is the best time of year to try to land new clients?
Mar 21, 2019 • 3 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I make the shift from employee to consultant?
Mar 20, 2019 • 9 min
Q&A from TheJonathanStarkShow.com on YouTube
How should I split the profits if I hire someone to do the implementation work for me?
Mar 19, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
How do I start to attract big brands to my agency?
Mar 18, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
How can you value price a big project without a comprehensive scope document?
Mar 17, 2019 • 10 min
Q&A from TheJonathanStarkShow.com on YouTube
How long should a money-back guarantee be good for?
Mar 16, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
What if my client pivots their business in the middle of a value priced project?
Mar 15, 2019 • 5 min
Q&A from TheJonathanStarkShow.com on YouTube
Do I have to move to a tech hub to grow my business?
Mar 14, 2019 • 3 min
Q&A from TheJonathanStarkShow.com on YouTube
Can a newb become a consultant right away?
Mar 13, 2019 • 6 min
Q&A from TheJonathanStarkShow.com on YouTube
Should you work for free in exchange for referrals?
Mar 8, 2019 • 4 min
What would you say if someone asked you to work for free in exchange for referrals?
XY Positioning Statement
Mar 1, 2019 • 9 min
How to craft an XY Positioning Statement.
Making Seconds Count with guest Alice Lee-Yoon
Feb 19, 2019 • 24 min
Scientific research into the negative psychological effects of trading time for money.
Productized Services with guest Jason Resnick
Jan 11, 2019 • 56 min
Jason Resnick (aka @rezzz) shares how he went from burnt out jack-of-all-trades to in-demand specialist.
Setting Expectations with guest Ben Manley
Nov 28, 2018 • 53 min
The benefits of offering a productized service.
Creating a Business That Can Thrive Without You with guest John Warrillow
Oct 25, 2018 • 36 min
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.
The Language of Business with guest Norman Lieberman
Sep 19, 2018 • 59 min
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
The Shape of Engagement with guest Scott Gould
Aug 27, 2018 • 57 min
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.
Breaking The Time Barrier with guest Mike McDerment
Aug 2, 2018 • 42 min
Freshbooks CEO Mike McDerment joins me to discuss his book Breaking the Time Barrier.
Building Signature Systems with guest Maggie Patterson
Jul 25, 2018 • 30 min
Guest Maggie Patterson describes how she more than doubled her income by ditching hourly billing.
Fishing Where The Fish Are with guest David A. Fields
Jul 12, 2018 • 49 min
Guest David A. Fields shares a gold mine of practical advice on outreach, positioning, building authority, trust building, and more.
All Late Projects Are The Same with guest Tom DeMarco
Jun 21, 2018 • 34 min
Tom DeMarco - a former software litigation consultant - explains what all late software projects have in common.
You Can’t Buy An Hour
May 25, 2018 • 10 min
You know you can’t literally buy an hour from someone… so why do you think you can sell an hour to someone?
Serving vs Selling with guest Liston Witherill
May 9, 2018 • 33 min
If you hate selling, you’re probably doing it wrong.
Lessons Learned Building My First Online Software Course with guest Chris Buecheler
Apr 24, 2018 • 22 min
Thinking of monetizing your expertise by creating an online software training course? Don’t make these three classic blunders.
Can Value Pricing Work for Firms? with guest Adam Aronson
Mar 30, 2018 • 35 min
Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms.
Bells & Whistles
Mar 17, 2018 • 10 min
What if a client doesn’t understand what they’re getting themselves into?
The Business of Expertise with special guest David C. Baker
Feb 7, 2018 • 43 min
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.
Value-Based Design with guest Nick Disabato
Feb 2, 2018 • 40 min
Guest Nick Disabato (aka nickd) talks about measuring the economic value of design.
Price Sickness with guest Janet Kafadar
Jan 23, 2018 • 21 min
Does the idea of doubling your prices make you physically ill?
Productized Consulting with guest Jane Portman
Jan 23, 2018 • 18 min
Jane Portman joins me to talk about her new book, Your Productized Consulting Guide.
Pricing Creativity with special guest Blair Enns
Dec 19, 2017 • 53 min
Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work.
Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn
Dec 11, 2017 • 17 min
Corey Quinn explains how he monetized his technical expertise by selling sponsorships for his weekly mailing list.
Donations As A Revenue Stream with guest Brian Dunning
Nov 17, 2017 • 26 min
Former software consultant Brian Dunning talks about transitioning from hourly billing for dev work to donation supported content production.
Monetizing Technical Expertise By Selling Sponsorships with guest Kurt Elster
Nov 15, 2017 • 10 min
Shopify guru and former Wordpress developer Kurt Elster explains how he monetized his technical expertise by selling sponsorships for his podcast.
Conquering Anxieties with guest Sherry Walling
Nov 10, 2017 • 34 min
How to recognize and handle the anxieties of running your own business with guest Dr. Sherry Walling
Making Change
Oct 30, 2017 • 1 min
Money is worthless if you can’t exchange it for something you want.
Stated Goals Vs Actual Goals
Oct 27, 2017 • 3 min
Push past your clients self-diagnosis to unlock more valuable outcomes.
Why I Would Happily Pay Ten Bucks For A Dollar
Oct 26, 2017 • 3 min
A real world example of the subjective value of money.
Lessons Learned with guest Jason Swett
Oct 23, 2017 • 60 min
Jason Swett shares lessons he’s learned in the process of ditching hourly.
What do you do?
Oct 19, 2017 • 2 min
How to answer the world’s most common cocktail party question
Lead with the symptom, not the disease
Oct 18, 2017 • 3 min
Bait your hook with worms, not poptarts.
Client don’t pay you to code
Oct 17, 2017 • 2 min
Clients are paying for outcomes, not outputs.
What if the client has no budget?
Oct 17, 2017 • 1 min
What to say when the client reveals that they have an absurdly low budget.
The Helicopter Option
Oct 17, 2017 • 4 min
Why clients don’t always choose the cheapest option.
Pulling The Trigger On Value Pricing with guest Joel Miller
Sep 8, 2017 • 11 min
Joel Miller shares his first experiences using value pricing for project work
The Irony of the Generalist
Aug 25, 2017 • 7 min
The worst time to present yourself as a generalist is when you’re desperate for work.
The Subjective Value Of Money
Jul 28, 2017 • 8 min
$30 is worth more to some people than others
Can Agile Projects Be Value Priced? with guest Jason Mundok
Jul 24, 2017 • 52 min
Are value pricing and agile development compatible?
Be The Expert
Jul 21, 2017 • 4 min
Are you acting like an expert or an employee?
The Goldilocks Problem with guest Josh Robbs
Jul 14, 2017 • 28 min
Finding the overlap between your target market’s problems and the solutions your expertise can provide.
My Squirrel Guy
Jul 13, 2017 • 7 min
Focus on outcomes, not activities.
Why You Should Be Offering Guarantees
Jun 29, 2017 • 3 min
Why you should be offering guarantees
The Ethics of Hourly Billing with special guest Ron Baker
May 22, 2017 • 33 min
Special guest Ron Baker and I discuss the ethical challenges of hourly billing.
Value Pricing Cuts Both Ways
May 19, 2017 • 4 min
Value pricing is not a license to print money.
Converting Hourly Clients To Value Pricing
Apr 13, 2017 • 11 min
How to transition your existing hourly clients over to value pricing.
How To Grow Your Business Without Hiring
Apr 6, 2017 • 9 min
How to grow your business without hiring junior employees or farming out work to contractors.
Value Pricing in the Enterprise with guest Jeff Scornavacca
Mar 8, 2017 • 29 min
Value pricing enterprise software projects with guest Jeff Scornavacca
Is Value Pricing Immoral?
Feb 24, 2017 • 6 min
The answer to “Is value pricing immoral?”
Can Any Type Of Project Be Value Priced?
Feb 17, 2017 • 7 min
Any kind of project can be value priced. BUT… not every kind of project can be value priced profitably.
Ten Ways To Attract Your Ideal Buyer
Jan 24, 2017 • 8 min
If you’re barely getting any leads, you’re not going to have the confidence to experiment with ditching hourly billing.
Escape Hourly Billing with Productized Services with guest Kurt Elster
Jan 19, 2017 • 18 min
Shopify guru Kurt Elster explains how he used productized service to escape the hourly billing trap.
High-Touch, Low-Touch, and Leverage
Jan 17, 2017 • 12 min
Using the concepts of high-touch, low-touch, and leverage in your mix of products and services.
Building a Product Ladder
Dec 22, 2016 • 6 min
Escape the feast/famine cycle by building a product ladder.
Productized Services
Dec 13, 2016 • 17 min
How to break the habit of trading time for money with productized services.
The 8 Steps to Value Pricing with special guest Ron Baker
Dec 7, 2016 • 47 min
Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more.
100% Up-Front
Nov 29, 2016 • 6 min
How to get paid for projects 100% up-front.
How To Write Proposals That Close
Nov 16, 2016 • 7 min
My #1 tip for writing proposals that close.
The Why Conversation
Nov 9, 2016 • 10 min
The three types of questions you must ask your prospect before writing your proposal.
Making the Leap to Value Pricing with guest James Jeffers
Nov 7, 2016 • 21 min
Guest James Jeffers shares his recent success with his transition to value pricing.
The Hourly Trap
Oct 31, 2016 • 10 min
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.
Cost vs Price vs Value
Oct 27, 2016 • 3 min
The only three numbers that matter when calculating profitability.
The Red Balloon
Oct 24, 2016 • 4 min
Internalizing the idea of mutual profit.
Burying the Billable Hour with guest Ed Kless
Oct 17, 2016 • 30 min
Guest Ed Kless explains why hourly billing is immoral, dispels the biggest myths of business, and makes predictions about future for money.
Three Ways to Transition to Value Pricing
Oct 17, 2016 • 11 min
Learn three relatively safe and simple tactics that will help you make the transition from hourly billing to value pricing.
Intro to Value Pricing
Oct 17, 2016 • 9 min
Value pricing defined.
The Hourly Income Barrier
Oct 17, 2016 • 13 min
Why hourly billing is bad for you, your work, and your clients.
Hello World
Oct 17, 2016 • 0 min
Ditching Hourly: who it’s for and what it’s about.