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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Ton Dobbe - The “Broken” Triangle
Is the problem you solve for your clients a “nice-to-have” or mission critical?Author, consultant, and podcast host, Ton Dobbe joined me on Ditching Hourly to talk about the three requirements of any expensive problem, and how to reverse engineer these factors into a simple formula you can use to decide what to focus on in your positioning, segmentation, and value proposition.Taking Points The three levers of the value foundation The importance of uncovering the worldview of your ideal buyers (and how to do it) The three sides of The “Broken” Triangle How to set yourself apart from your competitors in a way that they can’t copy Related Links Ton’s book, The Remarkable Effect Ton’s Website Ton’s Podcast Ton’s LinkedIn Ton’s Twitter
Paul Klein - The Three Pillars of Revenue
Entrepreneur, consultant, and former hair metal guitarist Paul Klein joined me on Ditching Hourly to talk about his Three Pillars of Revenue: consulting, training, and infoproducts. Making the leap to self-employment Selling your first infoproduct Using workshops to build your consulting business Niching down to grow an expertise-based consulting business Scaling up your business by getting bigger clients Increasing fees and accelerating sales by focusing on expensive problems Related Links Thou Shall Prosper by Rabbi Daniel Lapin The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It Paul's LinkedIn Paul's Consulting Website Paul's Coaching Website Paul's SaaS Website Paul's Podcast Bizable TV Yours,—JP.S. If you like Bizable, you can use coupon code DITCHINGHOURLY at checkout to save 40% forever. NOTE: This is NOT an affiliate coupon. I just think Paul's doing great stuff and you might find it useful.
Coaching Call with Java Developer Alice B.
Java Developer Alice B. (name withheld by request) joined me on Ditching Hourly to talk about what to do when the skills you’ve built over many years become less valuable to clients. The pros and cons of platform specialization The difference between horizontal and platform specialization What to focus on when your technical skills are no longer in demand How to spot a truly expensive problem Why freely sharing your expertise is the right thing to do The three “good, better, best” ways to generate new business Why being specific about who your ideal clients are can dramatically increase your referrals Why thinking about something harder or longer often doesn’t work The importance of having conversations How to learn to what your ideal buyers really want How cold outreach, warm referrals, and organic inbound work together The difference between “hunting” and “gardening” sales models How to know when to double down or cut bait with a given target market How to ask for testimonials from active clients before a project is finished Why your odds of success are probably better if you focus on a type of buyer instead of a particular skill Related Links Building The Perfect Testimonial The Pricing Seminar
Coaching Call with Business Appraiser Charlie Stanton
Business appraiser Charlie Stanton joined me on Ditching Hourly to brainstorm how to differentiate what is typically considered a commodity service. Talking Points Pricing risk mitigation instead of cost cutting or value creation Differentiating in a commoditized market Creating productized services for a specific market Partnering with adjacent business that serve the same market Connecting with the target market way before they need you Charlie's Links The listeners can find out more about Charlie at www.StantonValue.com or contact him directly at charlie@stantonvalue.com
Coaching Call with Outdoor Brand Identity Designer Devin Renaud
Outdoor brand identity designer Devin Renaud joined me on Ditching Hourly to brainstorm how to get more leads. Devin's Links: https://fourestdesign.com/ https://www.linkedin.com/in/renauddesignco/ https://www.instagram.com/fourestdesign/
Paul Boag - Helping People For Free At Scale
Paul Boag, UX consultant, digital transformation expert, and OG podcaster, joined me on Ditching Hourly to talk about how helping people for free is good for business.Talking Points The value of jumping on a new platform. How podcasting creates trust. How to create a good podcast. Hunting versus gardening. Expertise by association. Video-first workflow. The benefit of publishing your mistakes instead of editing them out. Why you don’t need to be outgoing to have a podcast. The benefits of daily publishing. The trust difference between writing and speaking. The simplicity of being a helpful human being. Why you should share absolutely everything you know. How tactics change over time. Why you need to adapt for the reality you’re in. What to copy from your heros (spoiler: copy the strategy, not the tactics). Why niching down is a great way to become dominant in a sector. Why it’s critically important to find out where your ideal buyers talk to each other. How to work your way into a niche market. Show your expertise, don’t tell your expertise. Niching around an audience instead of a deliverable. Connect with Paul: Paul's website Paul's newsletter Paul on Twitter
Sam Shepler - Productized Testimonials
Sam Shepler, founder of Testimonial Hero, joined me on Ditching Hourly for a wide ranging discussion about the moving parts of productized services. Links We Mentioned Sam's Twitter Testimonial Hero Haute Stock Range by David Epstein
Ryan Berman - Courage Is Your Competitive Advantage
Speaker, author, and entrepreneur Ryan Berman joined me on Ditching Hourly to talk about using courage as a competitive advantage.Things We Mentioned Ryan’s Website Return On Courage This Book Will Make You Dangerous by Tripp Lanier Icarus Deception by Seth Godin Jonah Berger
Swizec Teller - The Employed Consultant
Software engineer, author, and educator Swizec Teller joined me to talk about consulting vs employment in Silicon Valley.Swizec's links: https://swizec.com/ https://twitter.com/swizec https://seniormindset.com/
Philip Morgan - The Self-Made Expert
My good friend Philip Morgan interviewed me on The Self-Made Expert Podcast about what's been going on behind the scenes in my business for the past couple years. We chatted about a bunch of things I don't usually get asked about, including: My transition from surfing a once-in-a-generation tech wave to a very different kind of advisory business My inventory of nasty emails received from my mailing list How I run inexpensive experiments Links: My previous appearance on Philip's podcast Philip's main website
Blair Enns - Productized Services
The wonderful Blair Enns of Win Without Pitching returned to Ditching Hourly to discuss the pros and cons of productized services. Blair is generally against them and I am generally for them. Since we tend to agree on most things business-related, I wanted to have him back on the show to get to the bottom of our disconnect on this particular point. During the course of our hour-long chat, we uncovered lots of nuance and eventually understood both sides of the argument for or against. TL;DR:Whether or not offering productized services is a good move for your business depends on several factors, including: Whether you're a soloist or a big firm How good you are at sales Your business goals Blair's links: https://www.winwithoutpitching.com/ https://twitter.com/blairenns
Coaching Call with Architect Carl Maxey
Architect Carl Maxey joined me on Ditching Hourly to brainstorm how to use value pricing in his business.Talking Points: The benefits of niching down Phasing projects to decrease your risk How to control scope creep on a big project What to do when a stakeholder appears late in the game When (and why) to say NO to clients How to know which prospective clients are the best fit The three factors that contribute to very high prices The role of productized services when value pricing The difference between project oversight and project management Carl's email address: carlmaxeyarchitect@pm.me
Justin Jackson - Catching Bigger Waves
Transistor.fm co-founder Justin Jackson joined me on Ditching Hourly to talk about leveling up your "business game" by learning to spot bigger waves. Justin's links: https://transistor.fm/ https://megamaker.co/ https://devmarketing.xyz/ https://justinjackson.ca/ https://twitter.com/mijustin
Coaching Call with Design Thinking Consultant Hannah Berson
Design Thinking Consultant Hannah Berson joined me on Ditching Hourly to figure out a way to align the financial incentives on a novel three-party deal. Hannah's links: https://www.linkedin.com/in/hannah-berson-8b56672/ https://www.saltcollaboratory.com/
Coaching Call with David Thorp
David Thorp joins me on Ditching Hourly for a positioning discussion to figure out if he's a Filemaker developer or a Swift developer or a business analyst or something else. David's website:https://www.alphacustomapps.com/