Residential architect Jason Comer joined me on Ditching Hourly to brainstorm how he might migrate from commodity labor to productized leverage with his expertise in home design. Even if you're not an architect, I think you'll find the discussion useful.

Jason’s Website:

https://www.jasoncomerarchitect.com/

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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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

WP Engine founder Jason Cohen joined me on Ditching Hourly to talk about why AI is different from other big tech advancements. We also discussed why niching down in a single ideal customer profile will bring you 10x more customers than you expect and how a regular writing practice makes the world a better place (and maybe even builds a legacy).

Jason’s Links: 

• A Smart Bear
• AI is Different
• Selling to Carol
• WP Engine
• Twitter

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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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Corey Quinn joined me on Ditching Hourly to discuss his excellent new book, “Anyone, Not Everyone.” In it, Corey shares insights on deep specialization, selecting a target vertical market, and using gifts like cookies to transform outbound marketing. 

Corey's Links:

• Anyone, Not Everyone by Corey Quinn
• Deep Specialization podcast by Corey Quinn
• Corey's Website

0:00 - Episode intro
0:17 - About Corey Quinn and his background 
1:30 - Corey's ideal client: agency founders doing $1-5M and looking to specialize
3:07 - Benefits of specializing in a vertical market vs. skillset
5:17 - How to define a vertical market
7:19 - Detecting traction in a potential vertical to specialize in
11:33 - Identifying a vertical market that's the right size (2,000-10,000 businesses)
15:25 - How specializing enables you to speak your target market's language 
17:35 - Creating a "point of view" to differentiate beyond just positioning
22:33 - Shifting from founder-led sales through deep specialization 
25:09 - Using gifting (like cookies) to transform outbound marketing
30:42 - Creating an ongoing gifting campaign, not just a one-time gift
32:21 - Reaching your target market in multiple channels beyond just gifting
37:46 - The multi-million dollar cookie budget that drove Scorpion's growth
41:17 - Adapting this approach for smaller shops through focus and consistency
45:01 - Advice for soloists: specialize, do thought leadership, focus on dream clients
48:54 - Consistently engaging with a target industry year after year to build trust
50:34 - Where to find Corey's book and other free resources

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Geraldine Carter and I swapped interviews about why niching down doesn't lead to boredom. 

Geraldine's Links:

• Geraldine's website
• Geraldine's newsletter
• Geraldine's podcast

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Tim Dietrich and Eric Grubaugh invited me to join them on SuiteScript Stories to talk about the pros and cons of a platform specialization, the paradox of positioning, and, of course, the horrors of hourly billing.

Tim and Eric were kind enough to let me post the interview here on Ditching Hourly, but if you're a NetSuite developer, you should check out their podcast at https://suitescriptstories.com/ 

We discuss:

• Jonathan's and Tim's shared history in the FileMaker Pro space
• Jonathan's AHA moment when he realized hourly billing was killing his business
• The misaligned financial incentives created by hourly billing
• How specializing in a narrower target market amplifies your opportunities
• The various forms of specialization: Vertical, Horizontal, Platform
• The obstacles an agency faces when trying to specialize

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Indie game consultant Joe Quadara (aka Joe Q) joined me on Ditching Hourly to share his journey from putting out fires for indie game studios to advising them to accurately scope and fund their projects.

Joe's Links:

• Joe's website: Recurver
• Joe on LinkedIn 

AI Summary:

In this episode, game developer turned consultant Joe Quidara shares his journey from putting out fires for game studios to helping studios accurately scope and fund their projects. He explains how developing deep expertise about the indie game industry allows him to quickly assess and advise studios, creating leverage in his consulting business.

Chapters:

[00:00:00] Introductions

[00:07:00] The size of the video game market

[00:10:00] What is indie game consulting?

[00:14:00] The appeal of weird, indie games 

[00:19:00] What an indie game studio looks like

[00:23:00] From firefighting to preventing fires in game studios  

[00:28:00] Helping studios accurately scope and fund projects

[00:32:00] Creating a sustainable indie game studio model 

[00:35:00] Leveraging expertise to streamline the consulting process

[00:41:00] The benefits of specialization for consultants

[00:46:00] Keeping an open mind while leveraging expertise  

[00:48:00] Conclusion

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Bryghtpath CEO and Ditcherville lifetime resident Bryan Strawser joined me on Ditching Hourly to share the secrets behind his huge business wins in 2023.

Bryan's Links:

• Website: https://bryghtpath.com/
• YouTube: https://www.youtube.com/c/Bryghtpath
• Podcast: https://bryghtpath.com/resources/managing-uncertainty-podcast/
• LinkedIn: https://www.linkedin.com/in/bryanstrawser/

Summary (ai generated):

In this episode of Ditching Hourly, Jonathan Stark interviews Bryan Strausser of BrightPath about how positioning his consulting firm and using program evaluation "roadmaps" as a first engagement with clients has led to major growth and 7-figure revenue. They discuss Bryan's journey from generalist consultant to focused niche positioning, using content marketing and authority building to attract ideal clients, the roadmapping process to diagnose client needs before prescribing solutions, how to price and sell high-value services, and building ongoing managed services for recurring revenue. 

Chapters:

[00:00:00] Introduction 

[00:02:00] From generalist to focused positioning

[00:08:00] Attracting clients through content marketing 

[00:13:00] Client onboarding with program evaluation roadmaps

[00:21:00] Using the podcast to build authority 

[00:25:00] The importance of positioning

[00:28:00] Pricing and selling high-value services 

[00:36:00] The roadmapping sales process

[00:44:00] Writing effective proposals 

[00:51:00] Increasing profits through pricing 

[00:53:00] Growing through managed services

[00:56:00] Conclusion

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

The handsome and talented Louis Grenier had me on Everyone Hates Marketers to go behind the scenes on how I run my business.

Much to my delight (and true to form), he asked very specific and pointed questions so we could avoid the typical BS you hear on business podcasts.

It's also on YouTube if you prefer to watch:

Watch Now »

Louis’ Links:

https://www.everyonehatesmarketers.com/links

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Alexander Lapa joined me on ditching Hourly for a tour-de-force journey through the paths available to tech folks operating with a post-hourly mentality.

Talking Points:

• Setting fixed prices and sticking to them can result in profitable client relationships.
• Specializing in a specific target market, such as nonprofits, improves marketing efforts and increases client trust.
• Value-based pricing allows for more freedom and flexibility, including the ability to take vacations without compromising income. 

Alex's Links:

• LinkedIn: https://www.linkedin.com/in/alexanderlapa/
• Consulting: https://dryadconsulting.com/
• Product: https://dryadreceipting.com/
• Newsletter: https://thegoodenoughconsultant.com/
• Podcast: https://dryadconsulting.com/podcast

Notes:

(AI generated)

Salesforce architect Alexander Lapa shares his journey of transitioning from hourly billing to fixed pricing in the nonprofit industry. 

He discusses the motivations behind the switch, the challenges faced, and the significant benefits experienced through value-based pricing. 

Lapa emphasizes the importance of scoping projects, creating template proposals for efficiency, and offering advisory and mentoring services tailored to each client's unique needs. 

The shift to fixed pricing improved client relationships, increased revenue, and provided more freedom and flexibility. 

Additionally, the transcript highlights the advantages of customizing the Salesforce platform for specific organizational requirements, de-risking the investment, and increasing ROI. 

Also explored are the processes, challenges, and benefits of building apps on the Salesforce platform, as well as the value of being on Salesforce's AppExchange. 

Lapa shares insights on patience and understanding when working with Salesforce and offers valuable advice for beginners in the field.

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Fellow daily emailer and No-BS marketer Rod Aparicio joined me on Ditching Hourly to bust the myth of personal branding.

Rod’s Links

• Twitter Profile
• Email List

AI Summary

In this episode, Jonathan Stark and guest Rod Aparicio discuss the concept of personal brand and its misconceptions. They emphasize that personal brand is more about influencing perceptions rather than controlling how one is perceived. The importance of authenticity and credibility in building a personal brand is highlighted, along with the distinction between brand and reputation. The episode also explores the relevance of personal branding for solopreneurs and small businesses, emphasizing the need for positioning oneself and focusing on the needs of the target market rather than obsessing over self-image or becoming an influencer. Credibility and trust are emphasized as crucial factors in attracting and retaining clients for solopreneurs.

Key Points

• Authenticity can be defined differently, with some emphasizing being true to oneself and others focusing on being different from others.
• Building a personal brand requires a curated version of oneself, but should align with one's values and not be hypocritical.
• Aspiration is the desire to become something, while inspiration is the internal motivation to do what one truly wants.
• Aspiration in personal branding could lead to a lack of authenticity and failure.
• Positioning oneself based on alignment and targeting the right audience is more valuable than building a personal brand.
• A credible offer, backed by testimonials, case studies, and referrals, builds trust with potential clients.
• Personal branding can lead to a sense of desperation and may not result in long-term success.

Best Quotes

• “A personal brand is mainly how people can control how they want to be seen and perceived by others.”
• “A reputation can be linked to a person, and a brand is something that you make artificial.”

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Graphic designer, product marketer, and co-founder of Conversion Factory, Zach Stevens, joined me on Ditching Hourly to explain how he and his co-founders went from zero to more than $36k MRR in one month with a productized subscription business that helps SaaS teams turn traffic into revenue.

Zach's links:

• https://www.conversionfactory.co/
• https://twitter.com/zstvns
• https://www.designdive.co/

Talking Points:

The fear of not being able to fulfill client expectations led to starting small with a hypothesis-driven approach.

Communication is primarily done through asynchronous channels like Notion and Loom, with some exceptions for in-person meetings.

Building rapport with clients and providing detailed explanations of deliverables enhances communication and feedback.

Centralizing communication efforts avoids the nightmare of having to navigate multiple platforms and channels.

Work-life harmony is about acknowledging that work and personal life will fluctuate in priority.

Quotable Quotes:

“Our conversion rate only had to be in the thousandths of a percentage point to be booked solid.”

“We only wanna take on five clients at one time to see how well we manage the workload.”

“More than half of our clients right now are on a higher strategy-based $9k/mo tier.”

“At the initial onset, it did feel like there was a lot going on, but then it kind of fizzled out, and things got a lot smoother.”

“We love using tools like Loom, anything that we can do to make it feel like we are in the room with them.”

“If you follow this model and it works, you’re going to have way more concurrent clients than you’re used to.”

----

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 me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!