Ditching Hourly

Jonathan Stark

For solo professionals who want to make more and work less without hiring.

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#407
Today · 1 hr 5 min
Productivity Without Time Blocking - Reverse Interview with Clemens Adolphs
AI/ML consultant and self-described productivity nerd Clemens Adolphs joined me on Ditching Hourly for a reverse interview about my flexible alternative to time blocking. We geeked out about the “While-Awake Loop” system that I've been using to run my life for twenty years. 01:15 Clemens Tests the System 03:21 The Core Loop 05:02 Controlling Interruptions 07:10 What Belongs on the List 08:36 The Power of Recurring Reminders 17:02 Capture First, Clarify Later 24:48 Projects, Next Actions, and Digital Context 32:48 Errands and Contexts 35:35 Doing What You Feel Like 47:28 Reviews and System Maintenance 52:00 Why Time Blocking Fails 60:42 Who This System Is For Clemens is a co-founder and senior AI engineer at AICE Labs, where he helps non-technical founders and operators build the right thing, the right way, from strategy to production. He is also a productivity nerd with a long-standing interest in GTD, deep work, and practical systems for independent work. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#406
October 15 · 49 min
Joel Miller - Nine Years After Ditching Hourly
In 2017, Joel Miller came on Ditching Hourly episode 33 to talk about his recent switch to value pricing. Nine years later, Joel and his identical twin brother Alan still run The Sky Floor as a two-person shop. They do all the client work themselves, their average client has been with them for eight years, and they haven't hit a famine cycle in a long time, so they're not hungry for leads. Best of all, Joel has gone from working 80-hour weeks and making “a hilariously tiny fraction” of what he makes now to working normal hours and turning off his notifications at night and on weekends. 00:00 - Meet Joel Miller 00:46 - The Sky Floor Then and Now 02:00 - The Why Conversation in Practice 06:12 - Building Client Lifetime Value 08:50 - The Client Who Came Back 10:48 - Value-Based Monthly Retainers 12:26 - Scaling Without Headcount 16:03 - Indirect Word of Mouth 18:08 - What Keeps Clients for a Decade 25:25 - Spotting Hidden Opportunities 29:01 - Think Like a Business Owner 37:22 - Curiosity and the Entrepreneurial Spirit 41:53 - People Over Profits 44:51 - Never Stop Asking Why 48:36 - Where to Find Joel Joel Miller is the co-owner of The Sky Floor, a digital problem-solving agency he runs with his identical twin brother Alan. They started the company about 18 years ago as a web design shop in the Chicago area and now handle everything from websites and LMS systems to Google Ads and CRM replacements. Joel and Alan do all the client work themselves and have built long-term relationships averaging eight years per client. Joel appeared on Ditching Hourly episode 33 in 2017 to discuss his early experiments with value pricing. Try his free Capacity Tax tool to see whether a client is blocking your next growth move. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#405
October 13 · 41 min
Rob Walling - Stop Building Stuff Nobody Wants
Software entrepreneur, author, and investor Rob Walling joined me on Ditching Hourly to explain why faster software development does not remove the need to validate a software product idea before building it. We talked about the future of SaaS in the age of AI, the 2-20-200 validation framework, customer conversations, finding ideas, turning client work into a product, starting marketing early, choosing an ideal customer profile, competitive research, and the advantages of vertical vs orthogonal vs horizontal product positioning. 00:00 - Meet Rob Walling 01:28 - Idea to Traction 02:45 - Who Builds SaaS Now? 05:18 - SaaS in the Age of AI 09:23 - Validate Before You Build 16:29 - Better Customer Conversations 17:47 - Finding and Choosing Ideas 20:46 - Turning Client Work into SaaS 26:24 - Market from Day One 28:53 - Find and Refine Your ICP 32:09 - Competitive Research and Positioning 35:48 - The DNA of a Great SaaS Business 38:26 - Vertical, Horizontal, and Orthogonal SaaS Rob Walling is a software entrepreneur, author, and investor. He hosts Startups for the Rest of Us, a podcast he said has run for 16 years, and co-founded TinySeed, where he invests in SaaS bootstrappers. He started Drip in 2012 and sold it in 2016. Idea to Traction is his sixth book and revisits the early stages of software entrepreneurship. Learn more and pre-order the book at Idea to Traction. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#404
September 18 · 44 min
Bob Rogers - Designing Experiences That Change Behavior
Experience designer and BRC Imagination Arts founder Bob Rogers joined me on Ditching Hourly to explain how to create experiences that change behavior instead of merely entertaining. His new book, Deep Story, is a practical guide to doing exactly that. We talked about defining the change before choosing tools, looking past requested deliverables, finding the emotional connection between a brand and its audience, starting with the heart, and turning information into action. 00:00 - Meet Bob Rogers and Deep Story 01:57 - Lessons from Disneyland's Magic Shop 03:57 - It's All About Them 07:36 - The Audience Is the Instrument 10:27 - Failing Into the Right Career 12:24 - Define the Change Before the Tools 16:51 - Look Past the Requested Deliverable 20:11 - Hire the Team, Not the Idea 22:41 - Use Phases and Set Enduring Goals 24:53 - Find the Shared Emotional Trigger 27:55 - A Brand Is What the Audience Says It Is 32:09 - SCAD's Kitchen Table Story 35:35 - Start with the Heart, Then Focus 38:32 - Information Is Not Transformation 42:35 - Books and Where to Find Bob Bob Rogers is the founder of BRC Imagination Arts, where he has spent decades creating visitor experiences for corporations and museums. He began his career demonstrating magic at Disneyland and later developed concepts for films at Walt Disney Imagineering. His new book, Deep Story, presents a practical approach to building experiences that make an emotional connection and prompt action. Learn more at BRC Imagination Arts. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#403
September 16 · 49 min
Paul Giese - The Power of Triple Specialization
NetSuite data migration consultant Paul Giese joined me on Ditching Hourly to share how triple specialization helped him build a highly referable, fixed-price consulting business. Paul explains how his accounting background, NetSuite expertise, and data-migration focus combine into a defensible niche, plus how specialization supports referrals, delegation, and value-based fixed fees. 00:00 - Introduction 00:20 - Paul's Background and Business 01:01 - From Accounting to Entrepreneurship 03:21 - Finding the NetSuite Migration Niche 06:02 - The Benefits of Specialization 12:07 - Becoming Easy to Refer 16:00 - The Three-Part Expertise Moat 20:48 - The Opportunity for Specialized Firms 24:10 - Moving from Hourly to Fixed Fees 29:08 - The Freedom of Fixed Pricing 31:08 - Building Trust and Reducing Risk 36:08 - Contractors, Delegation, and Quality 40:13 - Pricing by Value Instead of Volume 42:56 - Testing the Ceiling on Price 47:36 - Lessons and Closing Thoughts Guest Bio Paul Giese is the founder of Optimal Data Consulting, a firm specializing in data migration services for companies implementing NetSuite. With an accounting background from Baylor University and experience in Big Four public accounting, Paul has helped more than 100 clients migrate their data. Connect with Paul on LinkedIn or on his website. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#402
August 28 · 52 min
Nick Richtsmeier - The Damn Rules
Growth consultant and author of The Damn Rules, Nick Richtsmeier joined me on Ditching Hourly to talk about why internet-based inbound marketing systems have stopped working, aren't coming back, and what might work instead. 00:27 Nick's Background and Work 01:10 Why the Internet Is Toast 03:09 What Distribution Means Now 04:36 Inbound as Attention Arbitrage 07:56 The Attention Economy Is a Casino 13:37 Five Major Disruptions 22:36 Trust and Attachment as Scarcity 25:34 Friction as a Load-Bearing System 30:10 Restoring Trust Through Human Contact 35:01 Selling When People Are Scrolling 39:19 Notice Meetings and Relationship Networks 41:47 Why Friction Polishes Ideas 50:37 The Damn Rules and Closing Thoughts Nick's bio: Nick Richtsmeier is the creator of Trust-Made Growth® and the author of The Damn Rules: How Vulnerability, Inefficiency, and Love Liberate Leaders from the Trustbroken Economy, a strategist and cultural navigator helping founder-led, relationship-driven firms build durable businesses in the age of AI extraction and from the wreckage of the trustbroken economy. Nick's links: Personal » https://nickrichtsmeier.com Book » https://nickrichtsmeier.com Newsletter » https://damnrulesbook.com LinkedIn » https://linkedin.com/in/nickrichtsmeier Podcast » “Damns Given with Nick Richtsmeier” available on all major platforms ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#401
August 21 · 1 hr 10 min
Jason Cohen - Hidden Multipliers
Double-unicorn founder (WP Engine and A Smart Bear), Jason Cohen, joined me on Ditching Hourly to talk about the ideas behind his new book, Hidden Multipliers. We talked about using AI as a facilitator rather than an answer machine, choosing ideal customers, differentiating a consulting business, how AI is changing SaaS and software work, and why writing can help you think in public. Chapters 00:00 - Introduction 01:56 - AI Skills as Facilitators 04:16 - Choosing Your Best Customers 09:42 - Building Strategy Around Yourself 13:40 - Defining a Market 22:29 - Problems, Alternatives, and Categories 27:00 - Differentiating Consulting Services 33:58 - The Fear of Closing Doors 38:02 - Who Hidden Multipliers Is For 41:14 - AI and the Future of SaaS 49:33 - Why Expertise Still Matters 53:24 - Distribution and Fast Followers 59:13 - Worldview as Differentiation 61:03 - Writing to Think 68:28 - Where to Find Jason Jason’s Links The Book » https://shop.hiddenmultipliers.com/ The Skills » https://skills.asmartbear.com/ Jason’s Blog » https://longform.asmartbear.com/ Jason’s Podcast » https://smartbearlive.transistor.fm/ Jason’s LinkedIn » https://www.linkedin.com/in/jasoncohen/ ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#400
August 11 · 44 min
Bill Sherman - Scaling Thought Leadership
Thought leadership expert Bill Sherman joined me on Ditching Hourly to discuss how experts can scale their ideas to create impactful thought leadership. Bill shares insights from his extensive experience in helping individuals and organizations codify and amplify their ideas. In this episode, we delve into the nuances of thought leadership, from defining it to exploring business models and the importance of a focused target audience. Bill also discusses the impact equation and how to effectively communicate ideas to create lasting influence. 00:00 - Introduction to Bill Sherman 00:19 - Journey into Thought Leadership 01:51 - Defining Thought Leadership 05:41 - Emerging Thought Leaders 08:44 - The Thought Leadership Handbook 13:09 - Business Models of Thought Leadership 16:49 - Target Audience Importance 21:49 - Licensing and Certification 25:09 - Alternatives to Writing a Book 33:39 - Impact Equation 43:47 - Final Thoughts Guest bio Bill Sherman is the COO of Thought Leadership Leverage and lead author of The Thought Leadership Handbook. For more than twenty years he's helped executives, authors, and experts take their ideas to scale — and he co-hosts the Leveraging Thought Leadership podcast, now past 700 episodes. Website » https://aha-moments.com/ Book » https://thoughtleadershiphandbook.com/ LinkedIn » https://www.linkedin.com/in/bill-sherman-aha-moments/ Podcast » https://thoughtleadershipleverage.com/thought-leadership-podcasts/ ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#399
August 7 · 52 min
Shannon Mattern - Strategic Pricing for Service Providers
Pricing strategist Shannon Mattern joined me on Ditching Hourly to discuss how to present pricing options in a project proposal based on the mindset of the buyer: investment-minded, expense-minded, and hustle-minded. In this episode, we dive into Shannon's Package Matrix method, a framework she developed to offer clients different levels of service and pricing options. We explore how to implement this strategy, manage client expectations, and ensure timely payments. 00:00 Introduction 00:25 Shannon's Background 01:24 Overcoming Pricing Challenges 02:24 Package Matrix Method 06:23 Implementing Package Matrix 10:58 Sales Process and Payment Terms 17:21 Handling Client Delays 20:58 Sales Cycle and Proposal Strategy 28:03 Presenting Proposals 39:51 Follow-up and Decision Deadlines 47:19 Final Thoughts and Resources Shannon Mattern is a pricing strategist and the creator of the Package Matrix™ Method. She's also the host of the Profitable Web Designer and Anchor High podcasts, and founder of Web Designer Academy, where she helps women web designers move from undercharging to premium pricing. You can connect with Shannon at https://shannonmattern.com or on LinkedIn at https://linkedin.com/in/shannonmattern ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#398
July 29 · 56 min
Wes Wheless - The Expert's Privilege
”Expertise whisperer” Wes Wheless joined me on Ditching Hourly to talk about turning corporate expertise into a solo consulting business. We talked about his new book, The Expert's Privilege, how corporate professionals can recognize transferable expertise, why visual IP helps consultants explain their work, and what to do before making the leap from employee to independent consultant. Chapters 01:35 - From Corporate to Consulting 03:48 - Pivoting Toward Solo Consultants 06:16 - Daily Email, Authority, and Visual IP 11:46 - The Expert's Privilege 18:36 - Why Corporate Experts Undervalue Their Skills 23:23 - Excavating Your Expertise 27:18 - Finding Your Zone of Genius 32:44 - From Self-Examination to Market Validation 35:30 - What to Do Before You Leave Corporate 40:22 - A Book Is FOR Someone 44:23 - Writing the Book With Support 52:06 - Launch Strategy and Early Results About Wes Wes Wheless is an "expertise whisperer," founder of Develop My IP, and creator of The Lightbulb, a daily email for corporates-turned-consultants. After two consecutive tech layoffs, Wes traded a 20-year corporate career spanning consulting, enterprise, and startups for a solo practice helping experts turn their knowledge into IP, frameworks, and "intellectual headshots." Wes holds business degrees from The Wharton School and Kellogg School of Management and lives in Seattle, Washington. The Expert's Privilege is his first book. Links Resources & Services: weswheless.com The Expert's Privilege: wesbook.com Buy on Amazon: buywesbook.com The Lightbulb email: lightbulbemail.com Fen Druadin, Book Midwife: fendruadin.com ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#397
July 24 · 55 min
Brian Herriot - Time Freedom
Author, financial advisor, and former management consultant Brian Herriot joined me on Ditching Hourly to talk about pursuing time freedom before financial freedom. Brian and I talk about his new book Time Freedom, the difference between time freedom and financial freedom, how flexible work can bridge the gap, and what he learned from using early readers, workshops, and hybrid publishing to turn his ideas into a book. Chapters (00:00) - Brian's Time Freedom Story (02:58) - Why Brian Wrote the Book (05:30) - Choosing Hybrid Publishing (09:53) - Building the Business Behind the Book (12:16) - Time Freedom vs Financial Freedom (16:46) - Making Nine Months Cover Twelve (19:47) - Remote Work and Flexible Work (23:18) - Who Can Actually Do This? (27:17) - Early Readers and Draft Feedback (31:51) - Tools for Testing a Book (33:32) - Testing Ideas Before Writing (36:00) - Writing the First Draft (40:26) - The Time Freedom Framework (46:52) - Writing a Better Ending (50:44) - Counterintuitive Money Advice Resources We Mentioned Time Freedom preorder page Time Freedom Calculator Time Freedom Podcast Brian Herriot on LinkedIn Write a Must-Read by AJ Harper AJ Harper Page Two Simplified Mike Michalowicz Mike Michalowicz on The Business of Authority Write Useful Books / Rob Fitzpatrick Help This Book Heroic Public Speaking Charlie Hoehn on The Knowledge Project with Shane Parrish Guest Bio Brian Herriot is the founder of Time Freedom and the author of Time Freedom: Rethink Your Work and Money to Create a Life You Love Now. He is an author, speaker, registered investment advisor, financial advisor, business consultant, and co-host of The Time Freedom Podcast. His professional background includes management consulting roles at Accenture and Point B, as well as a director position at UCSF Health. Learn more at https://timefreedom.life/. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#396
July 9 · 1 hr 2 min
Jed Byrne - Self-Publishing Your First Book
Business development director and Raleigh commercial real estate enthusiast Jed Byrne joined me on Ditching Hourly to walk through the entire process of self-publishing his first book, Start Small Selling, from idea validation to Kickstarter funding to final production. We cover testing your book idea with real money, writing a first draft in 35 days, running a Kickstarter campaign to fund professional editing, finding and working with developmental editors, designing a book cover on a budget, and publishing through KDP and Lulu. Chapters (00:00) - Who Is Jed Byrne? (03:19) - The Hyper-Local Newsletter (07:59) - Why Write a Book? (11:41) - Testing the Idea (14:05) - The Writing Process (21:56) - The Kickstarter (31:04) - Building the Editing Team (36:23) - The Timeline (45:49) - Working with a Developmental Editor (52:40) - Designing the Cover (57:26) - Publishing with KDP and Lulu (01:00:00) - Start Small, Start Now Guest Bio Jed Byrne is a business development director at Barnhill Building Group, a North Carolina-based general contracting firm. Outside his day job, he runs Oak City CRE, a platform focused on Raleigh commercial real estate that includes a weekly Substack newsletter, a podcast, consulting, and his first book, Start Small Selling. You can reach Jed at books@oakcitycre.com. Resources Mentioned In This Episode People Jed Byrne Jed Byrne on LinkedIn Jonathan Stark Tim Ferriss Seth Godin Noah Kagan Rob Fitzpatrick Tucker Max Pat Flynn Chandler Bolt Tim Grahl Rochelle Moulton Corey Quinn Mike Michalowicz Derek Sivers Daniel Pink Jed / Raleigh / AEC Oak City CRE The Top Five by Oak City CRE Dirt NC podcast Barnhill Building Group Start Small Selling Kickstarter Start Small Selling on Amazon Urban Land Institute ULI Triangle Jed’s book email from the episode - books@oakcitycre.com Books / Book-Building Resources Million Dollar Weekend by Noah Kagan The Mom Test by Rob Fitzpatrick Write Useful Books by Rob Fitzpatrick Help This Book The Workshop Survival Guide The Scribe Method SelfPublishing.com / Self-Publishing School Reedsy Editorial Freelancers Association Chicago Manual of Style ISBNs / Bowker Atticus Publishing / Production / Selling Platforms Kickstarter Amazon KDP Lulu Blurb Shopify Upwork Fiverr Otterpine Microsoft Word Canva Inkscape USPS Media Mail Podcast / Episode References Mike Michalowicz on The Business of Authority ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#395
July 4 · 1 hr 14 min
David Guttman - Delegating Outcomes to AI with OpenClaw
Principal at Superstruct and author David Guttman joined me on Ditching Hourly to talk about using OpenClaw and AI agents to delegate outcomes instead of micromanaging code. We talked about AI employees, chat-based agents, why OpenClaw feels different from coding tools, how David qualifies repeatable tasks for delegation, secure setup choices like Tailscale, and what collapsing software costs could mean for developers who still sell their time. (00:00) - Introduction to David Guttman (00:41) - From Superstruct Teams to AI Employees (05:19) - Testing Devin Against a Human Engineer (09:39) - What OpenClaw Adds to AI Agents (11:40) - Vibe Coding from Anywhere (15:52) - Pretending You Do Not Know How to Code (21:13) - Software Quality, Risk, and Real Requirements (23:56) - How OpenClaw Has Changed (31:52) - Qualifying Tasks for an AI Employee (37:07) - The Secure OpenClaw Setup Process (40:38) - Local Machines vs Cloud Servers (45:52) - Tailscale and Remote Access Security (48:08) - Teaching Clients to Train Their Agent (53:02) - Ask the Agent Before Asking the Expert (01:00:44) - Life-Changing Client Use Cases (01:03:34) - Disposable Software and the Future of Developers (01:09:44) - Productivity, Pricing, and Value (01:13:31) - Where to Find David David Guttman is the Principal at Superstruct, where he helps solopreneurs and founders set up AI employees. He is the author of The Superstruct Manifesto, as well as Fullstack Node.js and Fullstack React, and has held engineering leadership roles at Outlier.org and Interlincx after earlier work with Disney and AT&T Interactive. Learn more at davidguttman.com and david.app. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#394
June 19 · 44 min
Nikki Cross - The Private Podcast Book Club
Learning and development facilitator Nikki Cross joined me on Ditching Hourly to share how she turned business books into a private podcast book club that helps members apply what they read. Nikki explains the mechanics of her Inner Work Business Book Club, how she uses a private podcast to turn book ideas into implementation, and why structure matters when business books are trying to change behavior instead of merely transferring information. Learn more about Nikki Cross and her work at The Inner Work. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#393
June 6 · 43 min
Shawn Yeager - AI and the Billable Hour
Founder of Upshift, Shawn Yeager, joined me on Ditching Hourly to talk about how AI is killing the billable hour and what professional services firms can do about it. Jonathan and Shawn dig into judgment versus execution, what firms should commercialize after AI, why cost-cutting is only the first move, and how agent workflows change what small and midsize firms can do. 00:00 - Introduction 01:54 - AI and the billable hour 03:56 - The judgment sandwich 05:19 - Strategy, execution, and hidden value 09:06 - Client conversations about AI pressure 13:26 - Validating AI output 15:29 - Judgment, marketing, and cost of being wrong 17:07 - AI transformation and commercialization 20:08 - The hard parts big firms still need humans for 22:20 - Cost recovery versus new offerings 25:35 - Agents as extra employees 26:40 - Interns versus chiefs of staff 28:44 - Scaffolding agent workflows 30:12 - From chatbots to delegated workflows 37:00 - AI adoption inside firms 42:01 - Closing remarks Shawn Yeager runs Upshift, a firm focused on helping professional services firms understand what they sell after AI. His career has focused on emerging technology and getting it to market, including work on Microsoft's first browser team, the SaaS/cloud wave, mobile, Bitcoin, and AI. His background is in computer science, and his work has included sales, marketing, partnerships, consulting, Accenture, early-stage startups, and his own ventures. Learn more at upshiftco.com. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#392
May 26 · 50 min
Alain Chautard - Scaling Angular Certification
Angular expert Alain Chautard rejoined me on Ditching Hourly to share how he scaled his certification business through partnerships and automation. Jonathan and Alain talk about turning niche expertise into a certification business, reducing support demands, using expert partners across time zones and languages, negotiating a licensing-style partnership, and what happens when a soloist plugs their business into a larger organization. 00:00 - Introduction and Welcome Back 03:24 - Creating the Angular Certification Program 07:00 - Automating Customer Support 10:04 - Scaling with Global Partnerships 12:08 - Handling Certification Interviews 15:04 - Partnerships and Business Growth 20:05 - Negotiating a Business Partnership 24:38 - Email Marketing Journey 36:51 - Exploring New Content Formats 38:51 - Mastermind Groups for Soloists Alain Chautard is a Google Developer Expert in Angular who does consulting, training, and conference/content work around the Angular framework. He created an Angular certification program after clients asked for proof of completion beyond a simple training certificate. His work now includes helping teams make architecture decisions, get up to speed with Angular, and scale the certification business through partnerships. Learn more at alainchautard.com. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#391
April 28 · 1 hr 25 min
Genevieve Hayes - Podcasting for Expertise-Based Businesses
Data science consultant and podcast host Genevieve Hayes joined me on Ditching Hourly to talk about podcasting as a boost for an expertise-based business. Chapters 00:00 - Genevieve Hayes and Value-Driven Data Science 02:27 - Committing to Start a Podcast 05:35 - Simple Production Is Good Enough 07:02 - First Guests and Inbound Momentum 11:46 - The 100-Episode Surprises 15:07 - Relationships Beat Direct Lead Gen 18:12 - Pitching Guests and Building Luck Surface Area 29:30 - Buyers, Peers, and Referral Paths 34:58 - Almost Quitting, Seasons, and Persistence 39:00 - Preparation, Editing, and Production Workflow 42:18 - Editing as Learning and Content Fuel 49:20 - What You Actually Need to Start 58:20 - Guest Referrals, Swaps, and Live Formats 68:40 - Podcasting vs. Writing for Trust 78:30 - Landing Dream Guests and Wrap-Up Guest Bio Genevieve Hayes is an actuary and statistician-turned-data scientist who helps organizations improve decision-making by quantifying uncertainty, often when data is sparse. She became a soloist in early 2022 and provides data science consulting services. She also mentors data professionals who want to transform their technical skills into strategic expertise and move from tactical execution to strategic advisory roles. Genevieve hosts Value-Driven Data Science, a podcast for practicing data professionals making that technical-to-strategic shift. Learn more at Value-Driven Data Science. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#390
March 31 · 49 min
Carl Franklin - A Love Letter to Value Pricing
In this episode of Ditching Hourly, host Jonathan Stark welcomes Carl Franklin, co-host of the .NET Rocks podcast, to discuss the intricacies and benefits of value pricing. Listeners will gain insights into how value pricing can transform their business approach, moving away from the traditional hourly billing model. The conversation covers key topics such as the differences between fixed pricing and hourly billing, the importance of the "why" conversation with clients, and strategies for handling project changes. Carl shares his experiences with proposal options, client negotiations, and overcoming resistance to value pricing. (00:00) Introduction (00:15) Carl Franklin's Background (02:09) Early Podcasting Days (04:39) The Starbucks Card Story (05:44) Introduction to Value Pricing (07:06) Fixed Pricing vs. Hourly (08:01) The Why Conversation (08:45) First Experiences with Value Pricing (20:39) Proposal Options and Client Choices (23:09) Handling Project Changes (25:02) Partnering and Value Pricing (27:00) Payment Terms and Client Negotiations (40:59) Expertise and Pricing Strategy (41:52) Overcoming Resistance to Value Pricing (44:02) Collaborative Projects and Revenue Sharing (45:44) Carl's Current Projects and Podcasts (48:54) Closing Remarks Carl Franklin is a seasoned podcaster and developer, best known as the co-host of the .NET Rocks podcast, which has been a staple in the developer community since 2002. Learn more about Carl and his work at .NET Rocks. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#389
March 16 · 1 hr 12 min
An Insider's Perspective with Pranav Kale: Jonathan’s Productivity System for Soloists
Pranav Kale returns for another reverse interview — this time grilling Jonathan about his personal productivity and time management system. Jonathan walks through the system he's refined over two decades and used with his private coaching students: from consolidating all your to-dos in one place, to creating SOPs for recurring tasks, to the "event loop" that drives his day. The core idea: when you have the right things on your list and the right things in your calendar, you can just do whatever you feel like — and your business still moves forward. Topics covered include why your calendar is not a to-do list, how procrastination is actually a useful signal, the "love-hate list" for designing your ideal workday, why batching doesn't work for everyone, and the Segovia principle — why one focused hour beats five mediocre ones. This one's especially relevant for soloists who've tried rigid productivity systems and found they don't stick. Chapters 00:00 Introduction 01:00 The Three Buckets Every Soloist Needs 06:16 Get All Your To-Dos in One Place 09:14 SOPs and Checklists: Stop Winging It 18:23 The Feast-Famine Trigger 20:16 Why Your Calendar Is Not a To-Do List 25:40 The Event Loop 30:20 Procrastination Is a Signal 37:37 When You Hate Part of a Task, Cut It 42:06 The Love-Hate List 49:15 Batching vs. Gardening Your Business 56:22 How the System Came Together 59:00 The Segovia Principle 67:05 Adapting This to Your Personality 70:41 Pranav's Takeaways Pranav Kale helps soloists find their one big idea through his Big Idea Sprint. Learn more at pranavkale.com. ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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#388
February 17 · 43 min
Joe Pine - The Transformation Economy
Best-selling author, speaker, and management adviser Joe Pine joined me on Ditching Hourly to discuss his new book, The Transformation Economy, why it applies especially well to consultants, coaches, and advisors, and gives some tips on how to price transformations. Joe's Bio B. Joseph Pine II is an internationally acclaimed author, speaker, and management adviser to Fortune 500 companies and entrepreneurial startups alike, and he is the cofounder of Strategic Horizons LLP. He is the coauthor of the bestselling book The Experience Economy with James H. Gilmore, as well as Infinite Possibility with Kim C. Korn. His other books include Authenticity and Mass Customization. Pine consults with numerous companies around the world. He is a lecturer in the Strategic Technology Leadership program at Northeastern University's D'Amore-McKim School of Business and a senior fellow with the European Centre for the Experience Economy, which he cofounded. Related Links Joe's website » strategichorizons.com Joe's previous appearance on Ditching Hourly » podcast.ditchinghourly.com/episodes/joe-pine-on-pricing-experiences Joe's previous appearance on TBOA » thebusinessofauthority.com/episodes/the-experience-economy-with-guest-joe-pine ---- Before you go! The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course. Hope to see you there!
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