Ditching Hourly

The worst time to present yourself as a generalist is when you’re desperate for work. Ditching Hourly 032: The Irony of the Generalist In this episode, I'll give you a concrete example of how presenting yourself as a generalist will actually decrease the number of leads you get. Oh, the irony! That’s it for today. I’m JS and this is Ditching Hourly. Thanks for listening. The next time someone asks...

$30 is worth more to some people than others Ditching Hourly 031: The Subjective Value Of Money Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about the subjective value of money. LINKS Jonathan’s Card That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening. ---- Do you have questions about how to improve your business? Things like: Value...

Are value pricing and agile development compatible? Jason Mundok joins me to talk about value pricing agile projects. Guest Bio Jason Mundok is a co-founder of Elusive Moose, an online business resource and community for software developers. He has been developing custom business applications since 2000 and has been successfully managing software development projects for over ten years. In 2012, J...

Are you acting like an expert or an employee? Ditching Hourly 029: Be The Expert There's a Seinfeld episode where Jerry hires a carpenter to build him some kitchen cabinets. The carpenter is insanely, hilariously, indecisive and at every turn asks for Jerry's opinion about how he (the carpenter) should do his own job. "which hinge should I use?" etc You almost expect the guy to ask Jerry how to ho...

Finding the overlap between your target market's problems and the solutions your expertise can provide. Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs I'm joined by listener Josh Robbs who asks: I'm stuck and it might be a problem that other beginners (or people changing their positioning) have. Seriously, this is my ultimate positioning / expensive problem frustration. Might be...

Focus on outcomes, not activities. Ditching Hourly 027: My Squirrel Guy Why you should focus your sales conversation more on your client’s desired outcomes than the activities you will undertake on their behalf (and how my squirrel guy got it wrong). ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning you...

Why you should be offering guarantees. Ditching Hourly 026: Why You Should Be Offering Guarantees Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about offering guarantees. One of the tactics I advocate for increasing your fees is to offer some sort of guarantee. This typically horrifies developers. They immediately have visions of an unreasonable client demandi...

Special guest Ron Baker and I discuss the ethical challenges of hourly billing. The Ethics of Hourly Billing with special guest Ron Baker Special guest Ron Baker and I discuss the ethical challenges of hourly billing. Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker to discuss the ethical challenges of hourly billing. Ron is a recover...

Value pricing is not a license to print money. Ditching Hourly 024: Value Pricing Cuts Both Ways Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to dispel the misconception that value pricing is a license to print money. Value pricing cuts both ways. It is not a magic wand that you wave and suddenly poof! you get to charge more for projects. value pricing - as the name...

Ditching Hourly 023: Converting Hourly Clients To Value Pricing Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about how to transition your existing hourly clients over to value pricing. It's wicked hard They don't think of you the way you want them to It'd kind of like being in the friend zone Probably easier to find new clients who don't have you pigeonholed...

Ditching Hourly 022: How To Grow Your Business Without Hiring Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today I talk about how to grow your business without hiring junior employees or farming out work to contractors. The next time someone asks you for your hourly rate, this is what you should say: "I don't have one." To learn what to say next, visit http://valuepricingbootcamp.com...

Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm joined by guest Jeff Scornavacca . Jeff is a business consultant who helps companies improve their contracting and offer development processes. He's worked with clients like Johnson & Johnson, Ocean Spray Cranberries, Reebok, and many others. Je...

Ditching Hourly 020: Is Value Pricing Immoral? Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to answer the question: Is value pricing immoral? The next time a client questions one of your hours entries, visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com ---- Do you have questions about how to i...

Ditching Hourly 019: Can Any Type Of Project Be Value Priced? Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about what sorts of projects can be value priced and which can't. Any kind of project can be value priced. BUT... not every kind of project can be value priced profitably. ---- Do you have questions about how to improve your business? Things like: Value...

If you're barely getting any leads, you're not going to have the confidence to experiment with ditching hourly billing. Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about gaining the confidence you need to experiment with new pricing techniques by increasing the number of leads you get on a weekly basis. "Insanity: doing the same thing over and over again and...

Shopify guru Kurt Elster explains how he used productized service to escape the hourly billing trap. Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm joined by guest Kurt Elster. Kurt is a Senior Ecommerce Consultant who helps Shopify store owners uncover hidden profits in their websites. Kurt is the founder of ecommerce agency Ethercycle, host of the popular Ecommerce Hacks W...

Using the concepts of high-touch, low-touch, and leverage in your mix of products and services. Links Concierge medicine Offering Mix Graph Offering Mix Medical Analogy Sign off If you bill by the hour and would like to learn how to significantly increase your income, please go to http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.co...

Escape the feast/famine cycle by building a product ladder. Hello! and Welcome to Ditching Hourly. I'm Jonathan Stark. Today, I'm going to talk about how to escape the feast/famine cycle by building a product ladder. HOUSEKEEPING The 4 phases of engagement is something I heard first from Blair Enns of WWP in a post called "We Will Diagnose Before We Prescribe" If you bill by the hour and would lik...

How to break the habit of trading time for money with productized services. Today, I'm going to talk about how to break the habit of trading time for money using something called productized services. Topics covered include: What is a productized service? What are the pros and cons of a productized service? What goes into creating a productized service? ---- Do you have questions about how to impr...

Special guest Ron Baker talks about overcoming pricing objections, managing scope creep, safely offering guarantees, and much more. Today I’ve got a very special episode of Ditching Hourly for you. I'm joined by value pricing pioneer, Ron Baker. Ron is a recovering CPA who began value pricing in 1989. He’s the author of seven best-selling books, including: Pricing on Purpose; Measure What Matters...

How to get paid for projects 100% up-front. ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call with m...

My #1 tip for writing proposals that close. ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal? Book a one-on-one coaching call with m...

The three types of questions you must ask your prospect before writing your proposal. ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom propos...

Guest James Jeffers shares his recent success with his transition to value pricing. ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal...

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. ---- Do you have questions about how to improve your business? Things like: Value pricing your work instead of billing for your time? Positioning yourself as the go-to person in your space? Productizing your services so...