The author of “Going 1099: How To Become Solo Federal Sub-Contractor”, Dale Davidson, joined me on Ditching Hourly to discuss the journey of becoming a solo federal subcontractor.

• (00:00) - Introduction and Guest Welcome
• (00:17) - Dale Davidson's Background
• (00:49) - Navigating Hourly Billing in Government Contracts
• (01:39) - Transitioning to 1099 Subcontracting
• (04:01) - Importance of Security Clearance
• (05:51) - Client Relationships and Consulting
• (07:06) - Understanding Government Contracting
• (16:01) - Becoming a Prime Contractor
• (33:52) - Hiring Employees and Scaling Up
• (35:41) - Recruiting and Retaining Talent
• (36:24) - Scaling Up: Employees and Income
• (37:17) - The Soloist's Dilemma
• (38:53) - Challenges of Growing a Business
• (41:17) - The Admin Burden
• (48:02) - The Hourly Trap
• (49:39) - Government Contracting Insights
• (53:12) - Personal Stories and Advice
• (58:32) - Finding Your Niche and Passion
• (01:09:15) - Promoting the Book and Final Thoughts

• Dale’s Book
• Dale’s LinkedIn

AI SUMMARY

In this conversation, Jonathan Stark and Dale Davidson discuss the journey of becoming a solo federal subcontractor, focusing on the challenges and opportunities within government contracting. They explore the nuances of hourly billing, the importance of security clearance, and the significance of client relationships. Dale shares insights on transitioning from employee to 1099 contractor, the role of subcontracting, and the complexities of government contracts. The discussion also touches on the mental shift required when moving from a corporate environment to self-employment, the importance of setting boundaries, and the value of understanding market demand.

TAKEAWAYS

• Hourly billing is the norm in government subcontracting.
• Security clearance can significantly increase your value in government contracting.
• Building strong client relationships is crucial for success as a contractor.
• Transitioning from employee to 1099 contractor offers more freedom and control.
• Subcontracting is a common practice in government work and can provide opportunities.
• Understanding the different types of government contracts is essential for contractors.
• Fixed price contracts are rare but can be negotiated successfully.
• Finding opportunities in government contracts requires diligence and networking.

----

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!

Advisory CFO, daily emailer, and podcast host Lauren Pearl joined me on Ditching Hourly to unpack the nuances of the pricing framework she uses with her start-up and small business clients.

CHAPTERS

• (00:00) - DH358 Lauren Pearl - The Daily CFO Pricing Framework
• (00:09) - Lauren Pearl's Background and Role
• (02:08) - Client Types and Fit
• (04:18) - The Origin of the Pricing Framework
• (07:23) - Step-by-Step Pricing Framework
• (08:01) - Setting the Floor Price
• (20:47) - Setting the Ceiling Price
• (38:50) - Understanding Customer Decision-Making
• (40:15) - The Power of Post-Purchase Feedback
• (41:27) - Exploring Customer Value Perception
• (43:51) - Competitive Analysis and Market Expectations
• (47:40) - Pricing Strategies and Customer Commitment
• (01:09:55) - Experimentation and Continuous Improvement
• (01:14:18) - Where to Find Lauren Online

• Lauren’s LinkedIn
• The Daily CFO Newsletter
• The Growth-Minded CFO 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!

Andrew Croasdale, a former police officer turned consultant, joined me on Ditching Hourly to discuss his transition from policing to consulting.

• (00:00) - Introduction and Guest Welcome
• (00:18) - Andrew's Background in Policing
• (01:05) - Transition to Consulting
• (05:11) - First Steps in Business
• (06:06) - First Client Experience
• (09:37) - Challenges of Small Business Owners
• (17:38) - Defining Governance and Leadership
• (26:25) - Diagnostic Approach in Consulting
• (29:10) - Cross-Referencing in Police Work
• (29:32) - Challenges in Communicating Strategic Objectives
• (29:48) - Overcoming Ego for Improvement
• (30:09) - Psychological Differences in Large vs. Small Organizations
• (31:27) - Resistance to Change in Large Companies
• (35:11) - The Importance of Psychological Safety
• (36:15) - Choosing the Right Company Size to Work With
• (37:11) - Balancing Impact and Satisfaction
• (41:04) - Implementing Values in Solopreneurship
• (43:58) - Defining Mission and Values
• (51:22) - Final Thoughts and Contact Information

- LinkedIn » https://www.linkedin.com/in/andrew-croasdale/
- Website » https://octopusleadership.com/

AI SUMMARY

In this conversation, Jonathan Stark interviews Andrew Croasdale, a former police officer turned consultant, about his transition from policing to the business world. Andrew shares insights on how his background in counter-terrorism policing informs his consulting work, particularly in enhancing governance and operational excellence for businesses. He discusses the importance of creating high-performing environments, the role of governance versus leadership, and the need for clear communication and structure within organizations. Andrew emphasizes that good governance can lead to improved team performance and customer service, ultimately benefiting the business as a whole. 

Andrew discusses the critical role of transparency in leadership and the importance of clear communication of strategic goals within organizations. He emphasizes the need to overcome ego and fear in order to foster a culture of improvement and psychological safety. The discussion also touches on the challenges faced when working with larger organizations compared to smaller businesses, highlighting the impact of organizational structure on decision-making. 

Additionally, Andrew shares insights on how solopreneurs can define their values and create alignment with their clients to drive business success.

TAKEAWAYS

- Andrew transitioned from policing to consulting to seek a change
- His experience in policing helps him develop high-performing teams
- Customer service quality significantly impacts people’s lives
- Starting a business involves aligning passion, skills, and market value
- His first client came from a casual conversation in a showroom
- Small business owners often lack leadership training and support
- Good governance is crucial for effective team performance
- Clear communication and structure are essential for business success
- High-performing environments require a holistic approach to governance
- Leadership and governance are interconnected but distinct concepts
- Transparency is essential for effective leadership
- Assessing strategic goals requires open communication
- Ego can hinder organizational change and improvement
- Working with large organizations often involves navigating politics
- Smaller businesses may allow for quicker decision-making and implementation
- Creating governance structures is important for solopreneurs
- Defining clear values helps align business practices with client expectations
- Continuous improvement should be a focus for all businesses
- Psychological safety encourages team members to admit mistakes
- Finding the right client size can enhance the impact of consulting work

----

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!

Author, founder, and CEO Barry LaBov joined me on Ditching Hourly to geek out about niching down - while walking me through the five-step process he describes in his book The Power of Differentiation.

Barry's Bio:

Barry LaBov is the founder and CEO of LABOV Marketing Communications and Training. He is a two-time Ernst & Young Entrepreneur of the Year recipient and an inductee into the Entrepreneur of the Year Hall of Fame. He is also a Better Business Bureau Torch Awards for Ethics recipient. Under his leadership, LABOV Marketing Communications and Training has received the Indiana Growth 100 Award six times, was named Small Business of the Year and recognized as one of the Best Places to Work in Indiana. Additionally, LABOV’s client work has been honored with nearly 100 national and regional awards.

Barry's links:

• The Power of Differentiation
• Barry's biz website
• Barry's personal site
• Barry's LinkedIn

----

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!

Guest Russ Waddell joined me on Ditching Hourly to explain how he successfully went out on his own for the first time after more than a decade as a full-time employee.

Guest Links:

• https://www.russwaddell.com/
• https://www.linkedin.com/in/russell-waddell/

----

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!

Zach Stevens, co-founder of Conversion Factory, came back on Ditching Hourly to give an update about how things are going with his “all-you-can-eat” subscription-based service business after two years in business.

Zach's Links

• Conversion Factory
• Zach's LinkedIn
• Zach's Twitter

Other Links

• MicroConf
• Tiny Seed
• FreePik
• Visual Electric
• Somewhere

----

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!

Author of Ditch The Billable Hour!, Shaun Jardine, joined me on Ditching Hourly to explain how he transitioned his 240-person law firm off the billable hour. 

Shaun's Links

• Shaun's Book
• Shaun's Website
• Shaun's LinkedIn
• Shaun's Twitter
• The book Shaun mentioned: Our Iceberg Is Melting by John Kotter

----

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 author of No Bullsh*t Strategy and founder of Basic Arts, Alex M H Smith, joined me on Ditching Hourly to discuss what business strategy is, why it matters, and how to get started.

Chapters

• 00:00 Introduction and Background
• 03:00 Defining Strategy and the Importance of Unique Value
• 07:53 Trade-Offs: Creating Space for Unique Value
• 13:36 Strategy vs. Being Better than the Competition
• 19:26 Applying Strategy at Different Levels
• 33:32 Creating Unique Value: Double Down on Your Strengths
• 36:22 The Role of Strategy in Motivating Action
• 49:22 Using LinkedIn as a Marketing Tool for Service-Based Businesses
• 56:18 Sharing Your Unique Point of View through Writing and Speaking
• 01:00:26 The Importance of Marketing and Innovation in Business

Alex's Links:

• Alex on LinkedIn
• Basic Arts Website
• No Bullsh*t Strategy Book

AI-Generated Notes:

In this conversation, Jonathan and Alex discuss the concept of strategy and how it applies to businesses. They explore the importance of delivering unique value and finding a white space in the market.

Alex emphasizes that strategy is not about being better than the competition but about offering something different and making trade-offs.

They also touch on the relationship between strategy and positioning and how strategy can be applied at different levels, from businesses to individual employees.

In this conversation, Jonathan and Alex discuss the importance of creating unique value in business.

They explore how companies like Southwest Airlines and Domino's Pizza have successfully differentiated themselves by removing certain aspects of their industry and focusing on their strengths.

They emphasize the need to identify what sets you apart and double down on those strengths.

They also discuss the role of strategy, marketing, and innovation in creating unique value.

Alex shares his insights on strategy and how it is half about deciding what to do and half about motivating people to do it.

They also touch on the importance of LinkedIn as a marketing tool for solopreneurs and service-based businesses.

Takeaways

• Strategy is about delivering unique value and finding a white space in the market.
• Being better than the competition is not a strategy; it's important to offer something different.
• Trade-offs are necessary to create space for unique value.
• Strategy can be applied at different levels, from businesses to individual employees. 
• To create unique value, identify what sets you apart and double down on your strengths.
• Strategy is half about deciding what to do and half about motivating people to do it.

Sound Bites

• "Strategy is the unique value that your business puts out there into the world."
• "Better equals the same. Better simply means we do the same as everyone else, but a little bit more."
• "Strategy is when you draw a circle around everything and you have a set blueprint that tells you what to do with the product, what to do with the distribution, what to do with the marketing."
• "They pulled away every single thing that is necessary to serve business customers adequately, which no one would ever do because business customers are the most lucrative type of customer."
• "Look around at your competitors and pick the things that you're not that good at anyway and just stop doing them. Double down on the things that are already your superpower."
• "Strategy is half about deciding what you're going to do and half about motivating people to do it."

----

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!

LinkedIn Ghostwriter Pranav Kale joined me on Ditching Hourly to do a reverse interview about what I've learned during my recent experiment of posting daily on LinkedIn.

Pranav’s Links: 

• Website: https://www.pranavkale.com/
• LinkedIn: https://www.linkedin.com/in/pranavkale120/

----

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!

Matt Kerbis, also known as the Subscription Attorney, joined me on Ditching Hourly to share his novel approach to ditching hourly billing in the legal space with a subscription model.

Matt's bio from his website:

”My name is Mathew Kerbis, I’m The Subscription Attorney, and I believe subscriptions can help bridge the access to justice gap and incentivize attorneys to modernize and scale their practice like never before.”

Matt's links:

Website:
https://www.lawsubscribed.com/about

LinkedIn:
https://www.linkedin.com/in/kerbisverse/

Substack:
https://substack.com/@lawsubscribed

The Law For Kids Podcast:
https://www.lawforkidspodcast.com/

AI-Generated Info:

Summary

In this conversation, Jonathan Stark interviews Matt Kerbis, also known as the Subscription Attorney, about his novel approach to ditching hourly billing in the legal space with a subscription model. Matt explains how he offers affordable and accessible legal services through different subscription tiers based on the client's needs. He discusses the pricing structure, the scope of services provided, and the use of automation tools to streamline his practice. Matt also addresses the challenges and benefits of implementing a subscription model in the legal industry. Mathew Kerbis discusses his unique subscription-based law firm model and the client experience. He explains that while his model is one of a kind, there are other attorneys using the subscription model in different ways. Mathew highlights the importance of educating clients about the subscription model and the client portal. He also discusses the challenges of marketing a new business model and the slow process of building traction. Mathew emphasizes the value of problem avoidance and the benefits of being a generalist in the legal space. He advises those interested in experimenting with subscription models to start narrow and go broad.

Takeaways

• Matt Kerbis offers affordable and accessible legal services through a subscription model.
• The pricing structure includes different tiers based on the client's needs, with options for individuals, freelancers, and business owners.
• Matt uses automation tools and no-code solutions to streamline his practice and deliver services efficiently.
• Churn is a key consideration in the subscription model, and Matt focuses on delighting his clients to reduce churn and increase client satisfaction.
• While a pure subscription model may not work for all legal services, a hybrid approach combining subscriptions and alternative fee-based pricing can be effective. Mathew Kerbis has a unique subscription-based law firm model that is one of a kind.
• Educating clients about the subscription model and the client portal is crucial for their understanding and comfort.
• Marketing a new business model can be challenging, especially in the legal space.
• Building traction and gaining clients takes time and persistence.
• Problem avoidance is a valuable selling point, and being a generalist can be advantageous in the legal industry.
• For those interested in experimenting with subscription models, starting narrow and going broad is a recommended approach.

Sound Bites

• "I'm the subscription attorney because I was sick and tired of billing time as an attorney."—MK
• "My whole goal was accessibility while also still trying to be profitable."—MK
• "People don't like talking to their lawyer. They have better things to do in their life."—MK
• "There are probably hundreds of attorneys using the subscription model in some way."—MK
• "I make it really easy to schedule a ‘no legal advice’, 15-minute introductory call with me."—MK

----

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!

Ben Zettler, owner and founder of Zettler Digital, joined me on Ditching Hourly to discuss pricing tactics for agencies.

Ben's Links:

• Zettler Digital
• Ben's LinkedIn

AI-Generated Stuff:

SUMMARY

Ben Zettler, owner and founder of Zettler Digital, joins Jonathan Stark to discuss value pricing for agencies. Ben shares his background in sports and how he transitioned into building his agency. They discuss the initial conversations with potential clients, the importance of understanding their needs and goals, and how to convert those conversations into proposals. Ben also talks about the value of offering free work, conducting audits, and providing strategy sessions to build trust with clients. They explore the use of data to quantify the potential impact of their services and the challenges of pricing for smaller businesses. Ben Zettler discusses the ideal clients for his agency and the different options he offers them. He emphasizes the importance of working with decision-makers and the challenges of communicating value in proposals. Ben also talks about the shift in his business from project-oriented work to retained services. He shares his experience with client churn and the need to constantly find new opportunities. Ben provides insights into pricing and the difficulties of structuring fees for ongoing services. He concludes by highlighting the value of LinkedIn for marketing and networking.

TAKEAWAYS

• Understanding the client's needs and goals is crucial in creating a proposal for value pricing.
• Offering free work, such as audits and strategy sessions, can help build trust with potential clients.
• Quantifying the potential impact of services using data can help justify pricing.
• Smaller businesses may be more hesitant to share revenue information, but it is important to understand the potential impact of services.
• The market has shifted towards longer decision timelines and more evaluation of service providers. Working with decision-makers is ideal in most situations, regardless of the size of the business.
• Communicating value in proposals can be challenging, especially when clients compare prices to other services.
• Shifting from project-oriented work to retained services can provide stability and consistent revenue.
• Client churn is inevitable, so it's important to constantly find new opportunities and maintain a marketing engine.
• Pricing ongoing services can be difficult, and it's important to consider the value provided and the client's budget.
• LinkedIn is a valuable platform for marketing and networking in the services industry.

CHAPTERS

• 00:00 Introduction and Background
• 08:14 Offering Free Work to Build Trust
• 17:17 Converting Conversations into Proposals
• 23:03 Quantifying the Potential Impact of Services
• 27:26 Challenges of Pricing for Smaller Businesses
• 31:07 The Shifting Market for Service Providers
• 35:44 Shifting to Retained Services
• 41:15 Dealing with Client Churn
• 46:19 Pricing Ongoing Services
• 53:11 Leveraging LinkedIn

----

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!