Podcast Episodes
397 videos • 1,718 views • by Ditching Hourly with Jonathan Stark
1
Hello World
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2
The Hourly Income Barrier
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3
Intro to Value Pricing
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4
Three Ways to Transition to Value Pricing
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5
Burying the Billable Hour with guest Ed Kless
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6
The Red Balloon
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7
Cost vs Price vs Value
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8
The Hourly Trap
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9
Making the Leap to Value Pricing with guest James Jeffers
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10
The Why Conversation
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11
How To Write Proposals That Close
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12
100% Up-Front
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13
The 8 Steps to Value Pricing with special guest Ron Baker
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14
Productized Services
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15
Building a Product Ladder
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16
High-Touch, Low-Touch, and Leverage
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17
Escape Hourly Billing with Productized Services with guest Kurt Elster
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18
Ten Ways To Attract Your Ideal Buyer
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19
Can Any Type Of Project Be Value Priced?
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20
Is Value Pricing Immoral?
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21
Value Pricing in the Enterprise with guest Jeff Scornavacca
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22
How To Grow Your Business Without Hiring
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23
Converting Hourly Clients To Value Pricing
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24
Value Pricing Cuts Both Ways
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25
The Ethics of Hourly Billing with special guest Ron Baker
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26
Why You Should Be Offering Guarantees
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27
My Squirrel Guy
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28
The Goldilocks Problem with guest Josh Robbs
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29
Be The Expert
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30
Can Agile Projects Be Value Priced? with guest Jason Mundok
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31
The Subjective Value Of Money
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32
The Irony of the Generalist
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33
Pulling The Trigger On Value Pricing with guest Joel Miller
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34
The Helicopter Option
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35
What if the client has no budget?
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36
Client don’t pay you to code
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37
What do you do?
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38
Lessons Learned with guest Jason Swett
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39
Why I Would Happily Pay Ten Bucks For A Dollar
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40
Stated Goals Vs Actual Goals
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41
Making Change
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42
Conquering Anxieties with guest Sherry Walling
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43
Monetizing Technical Expertise By Selling Sponsorships with guest Kurt Elster
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44
Donations As A Revenue Stream with guest Brian Dunning
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45
Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn
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46
Pricing Creativity with special guest Blair Enns
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47
Productized Consulting with guest Jane Portman
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48
Price Sickness with guest Janet Kafadar
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49
Value-Based Design with guest Nick Disabato
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50
The Business of Expertise with special guest David C. Baker
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51
Bells & Whistles
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52
Can Value Pricing Work for Firms? with guest Adam Aronson
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53
Lessons Learned Building My First Online Software Course with guest Chris Buecheler
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54
Serving vs Selling with guest Liston Witherill
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55
You Can’t Buy An Hour
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56
All Late Projects Are The Same with guest Tom DeMarco
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57
Fishing Where The Fish Are with guest David A. Fields
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58
Building Signature Systems with guest Maggie Patterson
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59
Breaking The Time Barrier with guest Mike McDerment
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60
The Shape of Engagement with guest Scott Gould
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61
The Language of Business with guest Norman Lieberman
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62
Creating a Business That Can Thrive Without You with guest John Warrillow
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63
Setting Expectations with guest Ben Manley
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64
Productized Services with guest Jason Resnick
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65
Making Seconds Count with guest Alice Lee-Yoon
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66
XY Positioning Statement
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67
Should you work for free in exchange for referrals?
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68
Can a newb become a consultant right away?
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69
Do I have to move to a tech hub to grow my business?
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70
What if my client pivots their business in the middle of a value priced project?
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71
How long should a money-back guarantee be good for?
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72
How can you value price a big project without a comprehensive scope document?
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73
How do I start to attract big brands to my agency?
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74
How should I split the profits if I hire someone to do the implementation work for me?
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75
How should I make the shift from employee to consultant?
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76
When is the best time of year to try to land new clients?
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77
How do I get past a gatekeeper to the real decision maker?
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78
How should I raise prices on a monthly-based service with my existing clients?
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79
Are advice retainers different from design retainers?
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80
Can designers sell retainers?
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81
How to prevent clients from reverse engineering an hourly rate from your value price
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82
What if your sales interview descends into chaos?
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83
How should I write a proposal with multiple price options when the client has shared their budget...
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84
How do you go about budgeting time for a project?
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85
Can I use my old testimonials in my new niche?
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86
What do I say when a prospect asks how I price my work (if not hourly)?
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87
Why isn't my content marketing attracting more leads?
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88
Should I look at the client's code before quoting a price?
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89
How do I value price on a small scale?
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90
Design retainers with guest Morgan Pendergrass
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91
How do I balance constant learning with specialization?
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92
How do I deal with little jobs like fixing a CSS mistake?
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93
Should I ever mention value pricing with my prospective clients?
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94
What if my prospective client hires someone who I have a not-so-great history with?
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95
How do I scale value pricing down to the freelance level?
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96
What if the tactics or deliverables change in the middle of a project?
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97
Does it do more harm than good to put "middle-tier" client logos on my website?
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98
How can I apply value pricing when multiple parties are involved?
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99
Is white labeling something I should limit or is it a golden goose?
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100
How much money do I need to start a consulting business?
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101
How do I justify premium fees if I live in a low cost of living area?
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102
The Strategic Independent with guest Tom Critchlow
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103
Should I tell clients that I practice value-based pricing?
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104
Pricing Design with guest Dan Mall
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105
What do I need to make the jump from implementation work to strategy work?
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106
How do I know the client understands the value of the project?
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107
What should I include in my consulting proposals?
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108
I'm freelancing for my ex-employer but they still treat me like an employee... what should I do?
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109
How should I structure options in a project proposal?
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110
Can I value price as part of a team?
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111
Are proposal options part of a sales funnel?
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112
What should I do if I only have $1000 for marketing?
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113
How do I attract buyers instead of peers?
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114
How do I persuade a client that my work is valuable?
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115
Value Pricing For Agencies with guest Pascal Côté
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116
Taking Risks with guest Paul Mellor
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117
What should I say when a client asks me for tiny changes?
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118
How do I set a fee when the outcome is qualitative?
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119
How do I package productized services?
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120
Can value pricing work for a B2C project?
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121
Positioning Your Firm with guest Joel Pilger
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122
How do I have a value-based conversation with repeat clients?
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123
How do I sell the outcome?
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124
Do I have to be the most expensive option?
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125
How do I have The Why Conversation if I'm cold calling?
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126
How do I guarantee ROI if I operate at a strategic level?
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127
How should I quote projects without promising too much?
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128
How can I value price social media services?
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129
How do I validate a platform or niche?
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130
How do I offer options if what I'm selling is the outcome?
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131
How can I charge 100% up-front if my clients are used paying on delivery?
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132
How should I transition from an old niche to a new one?
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133
What's the value of code quality?
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134
Do I really need to specialize?
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135
How do I get clients to pay 100% up-front?
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136
Making A Living with Your Art with guest Margot Trudell
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137
Creative Entrepreneurs: Two Practical Ways to Set Your Rates
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138
3 Reliable Marketing Tips to Build Your Side Hustle (While You Work Full-Time)
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139
3 Things You Need to Know About Picking Your Niche in Business [Tips for New Freelancers]
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140
Generalist vs. Specialist: Do Freelancers Have to Choose?
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141
How to Handle Clients Asking for a Discount or Bargaining Your Rates
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142
Joe Pine on Pricing Experiences
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143
Project Deliverables: What Are Consultants Really Selling?
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144
Positioning Your Consulting Business: Should You Take a Contrarian Stance?
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145
Coaching and Consulting: How to Get Long Term Clients
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146
Consultant Advice: Handling Team Conflicts and Disagreements
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147
Freelance Work: What to Price for Small Projects with a Limited Scope
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148
The Easiest Way to Discuss Value Pricing Questions with Clients
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149
Sales for Consultants: How to Convert Inbound Leads into Clients
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150
Two Pricing Curves to Measure Value: "Goldilocks" vs. "Might as Well"
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151
"Outcome Based Selling" vs. "What I'll Be Doing to Get the Outcome"
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152
Marketing for Service Providers: Is Value Pricing Effective for New Freelancers?
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153
The Difference Between Horizontal & Vertical Marketing [Business Strategy for Service Providers]
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154
Positioning: Can You Work With Your Client's Competitors?
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155
Are You Giving Away Too Much Free Content?
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156
Attracting New Clients With Your B2B Content Marketing Strategy
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157
What to Send to Your Email Subscribers (Marketing Your Service Business)
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158
Reuven Lerner on Building a Software Training Business
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159
When Friends and Family Ask You to Work for Free
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160
Getting Good Testimonials from Your Past Clients
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161
Freelancing Expenses: Who Pays For Your Travel?
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162
How to Overcome Price Objections in Your Sales Interview [The Why Conversation]
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163
Ron Baker on The Subscription Economy
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164
Defining Your Target Customer: Can You Test Multiple Audiences At Once?
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165
How to Introduce Yourself at a Networking Event
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166
Determining the Value of a Paid Discovery Session (for Consultants)
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167
The 3 Most Important Questions to Ask New Freelance Clients
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168
How to Delegate Effectively in Your Freelancing Business
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169
Cold Outreach for Freelancers: Finding Potential New Clients With Cold Emails
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170
Framing Your Value Pricing Conversations
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171
Erik Dietrich on The Hourly Monkey Wrench
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172
Coaching Call with Web Developer Tim Abell
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173
Coaching Call with Landscape Architect Daniel Robey
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174
Will Bachman on The Benefits of Community for Independent Consultants
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175
Coaching Call with Messaging Consultant Graeme McLaughlin
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176
How To Switch Your Niche (TBOA#73)
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177
How To Tell People What You Do
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178
Relationships Rule The World (TBOA#69)
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179
Tack on a zero and try again
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180
Should You Build A Course? (TBOA#67)
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181
Humane Selling (TBOA#65)
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182
The Only Business Strategy You'll Ever Need
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183
(Re)positioning Yourself: A Crash Course
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184
Scope Last
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185
Michael Zipursky - Consulting Success
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186
It's Not That Simple
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187
Punishing Excellence
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188
What if no one listens?
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189
Provenance
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190
Becoming A Rockstar
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191
Good News And Bad News
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192
Coaching Call with Animated Film Director Wayne Thornley
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193
Can I Value Price X?
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194
A More Useful Definition Of Strategy
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195
Projects vs Retainers
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196
Geraldine Carter - The Forensic Bounty Hunter
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197
Selling A Feeling
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198
You Have To Change Something
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199
How To Prove You're Good At What You Do
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200
Jimmy Rose - Validating Your SaaS Idea
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