 
      
    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 🙂
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How To Grow Your Business Without Hiring
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 to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com
Value Pricing in the Enterprise with guest Jeff Scornavacca
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. Jeff has been value pricing enterprise clients for years which is what we focus on in this episode. 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 to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com
Is Value Pricing Immoral?
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
Can Any Type Of Project Be Value Priced?
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.
Ten Ways To Attract Your Ideal Buyer
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 expecting different results." —Albert Einstein Advice: Get more leads so you can start practicing new things. How to get more leads: Freely share your expertise with people who would be your ideal buyers. i.e., TEACH Ways to freely share your expertise: Speak at conferences attended by your ideal buyers Guest on podcasts listened to by your ideal buyers Blog for websites read by your ideal buyers Write for magazines read by your ideal buyers Build relationships with people who are trusted by your ideal buyers Open source some code that would be of use to your ideal buyers Publish screencasts that would be of use to your ideal buyers Publish a podcast that would be of use to your ideal buyers Host a webinar that would be of use to your ideal buyers Host a meetup that would be of use to your ideal buyers
Escape Hourly Billing with Productized Services with guest Kurt Elster
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 Weekly video series, author of Ecommerce Bootcamp, and host of The Unofficial Shopify Podcast. In this episode, Kurt explains how he uses productized service to escape the hourly billing trap. Enjoy! More Information about Kurt: Websites Get Kurt's book at ecommerce-bootcamp.com Learn more about Kurt at kurtelster.com Hear Kurt's advice at unofficialshopifypodcast.com Work with Kurt at ethercycle.com Learn from Kurt at Ecommerce Hacks Weekly Social Media https://twitter.com/kurtinc https://www.linkedin.com/in/kurtelster That's it for today. I'm JS and this is Ditching Hourly. Thanks for listening. The next time someone asks you for your hourly rate, remember to visit http://valuepricingbootcamp.com to signup for my free email course. Again, that url is: http://valuepricingbootcamp.com
High-Touch, Low-Touch, and Leverage
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.com
Building a Product Ladder
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 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.com
Productized Services
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?
The 8 Steps to Value Pricing with special guest Ron Baker
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 to Customers; and Implementing Value Pricing. He’s the founder of pricing think-tank VeraSage Institute and a radio talk-show host on the VoiceAmerica.com show: The Soul of Enterprise. This episode clocks in at nearly an hour - which I realize is longer than usual - but you’re going to want to listen to every single minute of it because Ron drops non-stop value bombs. Just to give you a taste, here are some of the killer quotes Ron shares: “The billable hour takes your focus away from measuring what matters to the customer.” “The billable hour delivers a lousy customer experience.” “Focusing on the tasks comes at the cost of focusing on the value.” “People don’t want to hear about the contractions, they want to see the baby!” “Value pricing is a skill like golf or tennis. The more you do it, the better you get.” “Don’t ask your client ‘What do you need?’ ask ‘What are you trying to achieve?’” “If you prescribe without diagnosis, it’s malpractice.” “A professional takes responsibility for creating an outcome, not delivering a series of tasks.” “What the client is trying to achieve determines the scope of work.” “Time spent in reconnaissance is never wasted.” “We have to get over the idea that we are pricing a series of tasks.” “Value is not a number, it’s a feeling.” “Two options encourages a price decision. Three options encourages a value decision.” “It’s a huge fallacy to think that just because you’re giving a fixed price, you’re not scoping.” “When would you rather find out your client is unhappy with your price: before you do the work or after?” Links Ron Baker on Twitter Implementing Value Pricing Pricing On Purpose Verasage Institute Seinfeld clip of indecisive carpenter TSOE #76: Lessons from the Trading Game Change Order Boat Extraordinary Guarantees by Christopher Hart
100% Up-Front
How to get paid for projects 100% up-front.
How To Write Proposals That Close
My #1 tip for writing proposals that close.
The Why Conversation
The three types of questions you must ask your prospect before writing your proposal.
Making the Leap to Value Pricing with guest James Jeffers
Guest James Jeffers shares his recent success with his transition to value pricing.
The Hourly Trap
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.