All Episodes
Ditching Hourly — 401 episodes
Jason Cohen - Hidden Multipliers
Bill Sherman - Scaling Thought Leadership
Shannon Mattern - Strategic Pricing for Service Providers
Wes Wheless - The Expert's Privilege
Brian Herriot - Time Freedom
Jed Byrne - Self-Publishing Your First Book
David Guttman - Delegating Outcomes to AI with OpenClaw
Nikki Cross - The Private Podcast Book Club
Shawn Yeager - AI and the Billable Hour
Alain Chautard - Scaling Angular Certification
Genevieve Hayes - Podcasting for Expertise-Based Businesses
Carl Franklin - A Love Letter to Value Pricing
An Insider's Perspective with Pranav Kale: Jonathan’s Productivity System for Soloists
Joe Pine - The Transformation Economy
Jason Staats - From Employee to Owner to Influencer
Ben Kettle - Risk-Based Pricing Options
Zach Stevens - Year 3 of Growing a Subscription Business
Charles Miller - What Is “Good” Taste And Why Would Anyone Want It?
Alex M H Smith - Understanding Value
Dr. J.J. Peterson - Finding the Balance Between Badass and Softie
Shachar Meir - How To Go Solo After 20 Years In Corporate (And What To Expect)
Tim Dietrich - Lessons Learned from Decades of Surfing Tech Waves
An Insider's Perspective with Pranav Kale: Jonathan Stark's Journey to Ditching Hourly
Joel Clermont - The Pros And Cons Of Selling Software Development As A Subscription
Eleanor Mayrhofer - Productized Web Design
Erin Halper - Pro Tips for Building and Sustaining a Thriving Online Community
Coaching Call with Communications Consultant Lynn Safranek
Diane Whiddon - Branding in the Age of AI
Alastair McDermott - The AI Powered Thought Leader
Jessica Lackey - Stop Betting On Tactics
Robin Bonn - Market of One
Ed Kless - A Revelation for the Transformation Economy
Geraldine Carter - Melting The Pyramid
Craig Hewitt - The Current State and Potential Future of Podcasting
Jason Lengstorf - Navigating the Transformation of the Video Production Business
Martin Stellar - Sales Coaching for Nice People
Yuval Yeret - The Status of Agile as a Platform and Navigating Career Pivots
Barry van Someren - Good Business Advice From The IRS?
Louis Grenier - The Stand The F*ck Out Book Interview (explicit, obvs)
Dale Davidson - Solo Subcontracting For The Federal Government
Lauren Pearl - The Daily CFO Pricing Framework
Andrew Croasdale - From Counter Terrorism to Leadership Consulting
Barry LaBov - The Power of Differentiation
Russ Waddell - The “Secret” To Successfully Going Out On Your Own
Zach Stevens - Year Two of Running a Subscription-Based Service Business
Shaun Jardine - Ditch The Billable Hour! Implementing Value-Based Pricing in a Law Firm
Alex M H Smith - No BS Business Strategy
An Insider's Perspective with Pranav Kale: How to LinkedIn
Matt Kerbis - Bridging the Justice Gap with Subscription Legal Services
Ben Zettler - Pricing Tactics For Digital Agencies
Erin Austin - The Intersection of AI, Copyright, and Plagiarism
Eden Vidal - Productizing Design Sprints and Converting The Hourly
Sam Browne - Growing Your Audience on LinkedIn
Kevin Freidberg - Need a Website? Start with Email
Coaching Call with Residential Architect Jason Comer
Jason Cohen - Why AI is Different, the Paradox of Niching Down, and Writing as Legacy
Corey Quinn - The Benefits of Selling to Anyone, Not Everyone
Why Niching Down Isn't Boring with Geraldine Carter
JS on SuiteScript Stories with Tim Dietrich and Eric Grubaugh
Joe Quadara - From Fighting Fires to Lighting the Way: How Expertise Creates Leverage in Consulting
Bryan Strawser - Breaking Seven Figures For The First Time
Jonathan on Everyone Hates Marketers with Louis Grenier
Alexander Lapa - The Non-Profit Salesforce Guy
Rod Aparicio - The Myth of Personal Brand
Zach Stevens - Going from Zero to $36k MRR with a Product-Marketing-as-a-Service Subscription Business
David Shriner-Cahn - Helping Corporate Refugees Start, Run, and Grow Their Own Businesses
Luke Willis - $39k Launch
Coaching Call with Data Engineer Denis Gontcharov
John Grant - Streamlining Delivery Workflows for Lawyers
James Williams - Fractional CTO Masterclass
Michael Zipursky - Selling Consulting Into Large Organizations in 2023
Ron Baker - Time’s Up!
Ryan Golgosky - Productized Subscription Model for Web Design
The Song Of Significance with Seth Godin (TBOA #285)
Denis Čahuk - Building Autonomous Engineering Teams
Geraldine Carter - Finding Your Niche: Tackling Objections and Getting Traction
Dr. J.J. Peterson - Building A Business Beyond Hourly Billing
Denis Čahuk - Find Out What’s Valuable And Then Do Nothing Else
Luke Willis - Taxes, Inflation, and the Psychology of Currency
James Turner - Selling Credits Instead of Hours
Nick Loper of Side Hustle Nation - How to Monetize a Content-First Business
Floyd May - Pricing Software Development Based On Shares, Not Hours
Tim Burris - From Annual Salary to Hourly Billing to Fixed Pricing
Steve Folland - The Freelance Journey
Alain Chautard - Four Ways To Monetize Technical Expertise
Coaching Call with ex-Googler Kartick Vaddadi
Ditching Hourly Fireside Chat with Ed Gandia and Jonathan Stark
Mitch Kowalski - Helping Law Firms Ditch Hourly Billing
Sew Heidi - The Business of Fashion Design
Jason Lengstorf - Learning Together Online As A Full-Time Job
Junaid Ahmed - From UX Designer to Home Studio Architect
Jeff Doolittle - From Web Dev To Software Architect
Reuven Lerner - Building A Software Training Business In 2023
Brandon Reed - Instant Success With Fixed Price Options
Erica Goode, CPA - Inflation, Recession, Cash flow, and Taxes
Mitch Herrema - High Ticket Productized Services
Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate
Coaching Call with Vikram Shetty
John Strohmeyer - Packaging And Selling Legal Services On A Fixed-Fee Basis
Geraldine Carter - Providing More Value Faster
Coaching Call with QA Consultant Preshant Bellad
Reuben Swartz - Anti-CRM For People Who Hate Selling
Paul Swail - Getting Paid To Uncover Value With Roadmapping Engagements
Dr. Jason Troyer - Bootstrapping from Academia to Authority
Dre Beltrami - Shut Up And Listen
Jason Resnick - Masterclass In Pragmatic Email Automation
Employee Mindset
Reverse Interview with Peter Mobley of Geogram
Generalist vs Specialists: Music Edition
Coaching Call with Voice Coach Adrian Goldner
Fancy Dams
Michael Lynch - I Regret My $46k Website Redesign
Japanese Maple
Mind The Gap
Keyboard Smashing Fury
Joel Clermont - From Hourly Billing Agency Owner to Value Pricing Soloist
Are You Over Delivering? (TBOA#227)
Sunsetting Products And Services
How Project Oversight Retainers Work
How To Capture And Organize Ideas For A Daily Mailing List
Kevin Freidberg - Adapting The Why Conversation
Coaching Call with Web3 Consultant Luke Willis
Coaching Call with UX Writer Merav Levkowitz
Alex Hillman - Paid Project Discovery
Solar System Content Model
Punk Marketing
Absolutely Everything Can Be Measured
What if you had no competition?
Coaching Call with “JavaScript-in-FileMaker” expert Jeremy Brown
David C. Baker - The 5 Things That Happen Right After You Specialize
Rick Finkelstein - The Heavy Metal Lawyer
Coaching Call with Trading Card Creator Colyn Brown
Digby Leigh - Alternative Fee Arrangements for the Legal Industry
Coaching Call with Equity-Driven Design Strategist Lucy Flores
Ton Dobbe - The “Broken” Triangle
Paul Klein - The Three Pillars of Revenue
Coaching Call with Java Developer Alice B.
Coaching Call with Business Appraiser Charlie Stanton
Coaching Call with Outdoor Brand Identity Designer Devin Renaud
Paul Boag - Helping People For Free At Scale
Sam Shepler - Productized Testimonials
Ryan Berman - Courage Is Your Competitive Advantage
Swizec Teller - The Employed Consultant
Philip Morgan - The Self-Made Expert
Blair Enns - Productized Services
Justin Jackson - Catching Bigger Waves
Coaching Call with Design Thinking Consultant Hannah Berson
Coaching Call with David Thorp
Coaching Call with Software Architect George Stocker
Coaching Call with THE Mason Bayne
Coaching Call with Health Coach Jihane Farrell
Coaching Call with Pilates Instructor Karrie Grinter
Carl Richards - Making Stuff On Purpose
The Subjectivity Of Luxury
Success story from Michael Coutts nephew
Nine Seconds
Dre Beltrami - No BS Branding
Carol Williams - Productivity Cake
Hourly Billing vs Specialization
Shooting In The Dark
Value pricing when there is no monetary ROI
How to attract better clients
There are lots of ways to price
Take A Stand
Perfectionism vs Idealism
How do you find the time for marketing?
With hourly billing...
Positioning teardown request from Alexander Fridman
Are non-profits a good niche?
Coaching Call with Psychotherapist Bob Beverley
Thomas Smale - What To Do Before Building A SaaS
Kyle Miller - From Zero To Life-Changing SaaS Exit
Ant Pugh - What's the difference between niching and specialization?
Coaching Call with educator Kristina Jareno
Digby Leigh - Frank Fees for Law Firms
Blair Enns - What Is Strategy?
Philip Morgan - Specialization Is Never Boring
Joel Pilger - Fostering a Community of Clients
Emily Omier - Finding Clients On LinkedIn
John Warrillow - The Art of Selling Your Business
Tripp Lanier - Getting Dangerous
Erik Dietrich - 3 Steps To Improving Your Search Rankings
Jim McDannald - Laser Focused Positioning FTW
What is a product ladder?
Knowers vs Doers
Art vs Design
Specialization in life and business
Plenty of Fish
Expensive Problems are 3D
What exactly is commoditization?
How to avoid scope creep on a value priced project
How to value price when there are lots of unknowns
Starting From Zero
Beware The Should
Coaching Call with Destin Hood - From Professional Baseball to Digital Marketing
Dan Cuprill - Systems Create Profit
Alex Hillman - Tiny MBA
Wes Bos - Building a Training Business
Edward Nevraumont - Programmatic Advertising for Boutique Service Businesses
Jimmy Rose - Validating Your SaaS Idea
The New Boss
How To Prove You're Good At What You Do
You Have To Change Something
Selling A Feeling
Geraldine Carter - The Forensic Bounty Hunter
Projects vs Retainers
A More Useful Definition Of Strategy
Can I Value Price X?
Good News And Bad News
Coaching Call with Animated Film Director Wayne Thornley
Becoming A Rockstar
Provenance
What if no one listens?
Punishing Excellence
It's Not That Simple
Michael Zipursky - Consulting Success
Scope Last
(Re)positioning Yourself: A Crash Course
The Only Business Strategy You'll Ever Need
Humane Selling (TBOA#65)
Should You Build A Course? (TBOA#67)
Tack on a zero and try again
Relationships Rule The World (TBOA#69)
How To Tell People What You Do
How To Switch Your Niche (TBOA#73)
Coaching Call with Messaging Consultant Graeme McLaughlin
Will Bachman on The Benefits of Community for Independent Consultants
Coaching Call with Landscape Architect Daniel Robey
Coaching Call with Web Developer Tim Abell
Erik Dietrich on The Hourly Monkey Wrench
Framing Your Value Pricing Conversations
Cold Outreach for Freelancers: Finding Potential New Clients With Cold Emails
How to Delegate Effectively in Your Freelancing Business
The 3 Most Important Questions to Ask New Freelance Clients
Determining the Value of a Paid Discovery Session (for Consultants)
How to Introduce Yourself at a Networking Event
Defining Your Target Customer: Can You Test Multiple Audiences At Once?
Ron Baker on The Subscription Economy
How to Overcome Price Objections in Your Sales Interview [The Why Conversation]
Freelancing Expenses: Who Pays For Your Travel?
Getting Good Testimonials from Your Past Clients
When Friends and Family Ask You to Work for Free
Reuven Lerner on Building a Software Training Business
What to Send to Your Email Subscribers (Marketing Your Service Business)
Attracting New Clients With Your B2B Content Marketing Strategy
Are You Giving Away Too Much Free Content?
Positioning: Can You Work With Your Client's Competitors?
The Difference Between Horizontal & Vertical Marketing [Business Strategy for Service Providers]
Marketing for Service Providers: Is Value Pricing Effective for New Freelancers?
"Outcome Based Selling" vs. "What I'll Be Doing to Get the Outcome"
Two Pricing Curves to Measure Value: "Goldilocks" vs. "Might as Well"
Sales for Consultants: How to Convert Inbound Leads into Clients
The Easiest Way to Discuss Value Pricing Questions with Clients
Freelance Work: What to Price for Small Projects with a Limited Scope
Consultant Advice: Handling Team Conflicts and Disagreements
Coaching and Consulting: How to Get Long Term Clients
Positioning Your Consulting Business: Should You Take a Contrarian Stance?
Project Deliverables: What Are Consultants Really Selling?
Joe Pine on Pricing Experiences
How to Handle Clients Asking for a Discount or Bargaining Your Rates
Generalist vs. Specialist: Do Freelancers Have to Choose?
3 Things You Need to Know About Picking Your Niche in Business [Tips for New Freelancers]
3 Reliable Marketing Tips to Build Your Side Hustle (While You Work Full-Time)
Creative Entrepreneurs: Two Practical Ways to Set Your Rates
Making A Living with Your Art with guest Margot Trudell
How do I get clients to pay 100% up-front?
Do I really need to specialize?
What's the value of code quality?
How should I transition from an old niche to a new one?
How can I charge 100% up-front if my clients are used paying on delivery?
How do I offer options if what I'm selling is the outcome?
How do I validate a platform or niche?
How can I value price social media services?
How should I quote projects without promising too much?
How do I guarantee ROI if I operate at a strategic level?
How do I have The Why Conversation if I'm cold calling?
Do I have to be the most expensive option?
How do I sell the outcome?
How do I have a value-based conversation with repeat clients?
Positioning Your Firm with guest Joel Pilger
Can value pricing work for a B2C project?
How do I set a fee when the outcome is qualitative?
How do I package productized services?
What should I say when a client asks me for tiny changes?
Taking Risks with guest Paul Mellor
Value Pricing For Agencies with guest Pascal Côté
How do I persuade a client that my work is valuable?
How do I attract buyers instead of peers?
What should I do if I only have $1000 for marketing?
Are proposal options part of a sales funnel?
Can I value price as part of a team?
How should I structure options in a project proposal?
I'm freelancing for my ex-employer but they still treat me like an employee... what should I do?
What should I include in my consulting proposals?
How do I know the client understands the value of the project?
What do I need to make the jump from implementation work to strategy work?
Should I tell clients that I practice value-based pricing?
Pricing Design with guest Dan Mall
The Strategic Independent with guest Tom Critchlow
How do I justify premium fees if I live in a low cost of living area?
How much money do I need to start a consulting business?
Is white labeling something I should limit or is it a golden goose?
How can I apply value pricing when multiple parties are involved?
Does it do more harm than good to put "middle-tier" client logos on my website?
What if the tactics or deliverables change in the middle of a project?
How do I scale value pricing down to the freelance level?
What if my prospective client hires someone who I have a not-so-great history with?
Should I ever mention value pricing with my prospective clients?
How do I deal with little jobs like fixing a CSS mistake?
How do I balance constant learning with specialization?
Design retainers with guest Morgan Pendergrass
How do I value price on a small scale?
Should I look at the client's code before quoting a price?
Why isn't my content marketing attracting more leads?
What do I say when a prospect asks how I price my work (if not hourly)?
Can I use my old testimonials in my new niche?
How do you go about budgeting time for a project?
How should I write a proposal with multiple price options when the client has shared their budget with me?
What if your sales interview descends into chaos?
How to prevent clients from reverse engineering an hourly rate from your value price
Can designers sell retainers?
Are advice retainers different from design retainers?
How should I raise prices on a monthly-based service with my existing clients?
How do I get past a gatekeeper to the real decision maker?
When is the best time of year to try to land new clients?
How should I make the shift from employee to consultant?
How should I split the profits if I hire someone to do the implementation work for me?
How do I start to attract big brands to my agency?
How can you value price a big project without a comprehensive scope document?
How long should a money-back guarantee be good for?
What if my client pivots their business in the middle of a value priced project?
Do I have to move to a tech hub to grow my business?
Can a newb become a consultant right away?
Should you work for free in exchange for referrals?
XY Positioning Statement
Making Seconds Count with guest Alice Lee-Yoon
Productized Services with guest Jason Resnick
Setting Expectations with guest Ben Manley
Creating a Business That Can Thrive Without You with guest John Warrillow
The Language of Business with guest Norman Lieberman
The Shape of Engagement with guest Scott Gould
Breaking The Time Barrier with guest Mike McDerment
Building Signature Systems with guest Maggie Patterson
Fishing Where The Fish Are with guest David A. Fields
All Late Projects Are The Same with guest Tom DeMarco
You Can’t Buy An Hour
Serving vs Selling with guest Liston Witherill
Lessons Learned Building My First Online Software Course with guest Chris Buecheler
Can Value Pricing Work for Firms? with guest Adam Aronson
Bells & Whistles
The Business of Expertise with special guest David C. Baker
Value-Based Design with guest Nick Disabato
Price Sickness with guest Janet Kafadar
Productized Consulting with guest Jane Portman
Pricing Creativity with special guest Blair Enns
Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn
Donations As A Revenue Stream with guest Brian Dunning
Monetizing Technical Expertise By Selling Sponsorships with guest Kurt Elster
Conquering Anxieties with guest Sherry Walling
Making Change
Stated Goals Vs Actual Goals
Why I Would Happily Pay Ten Bucks For A Dollar
Lessons Learned with guest Jason Swett
What do you do?
Lead with the symptom, not the disease
Client don’t pay you to code
What if the client has no budget?
The Helicopter Option
Pulling The Trigger On Value Pricing with guest Joel Miller
The Irony of the Generalist
The Subjective Value Of Money
Can Agile Projects Be Value Priced? with guest Jason Mundok
Be The Expert
The Goldilocks Problem with guest Josh Robbs
My Squirrel Guy
Why You Should Be Offering Guarantees
The Ethics of Hourly Billing with special guest Ron Baker
Value Pricing Cuts Both Ways
Converting Hourly Clients To Value Pricing
How To Grow Your Business Without Hiring
Value Pricing in the Enterprise with guest Jeff Scornavacca
Is Value Pricing Immoral?
Can Any Type Of Project Be Value Priced?
Ten Ways To Attract Your Ideal Buyer
Escape Hourly Billing with Productized Services with guest Kurt Elster
High-Touch, Low-Touch, and Leverage
Building a Product Ladder
Productized Services
The 8 Steps to Value Pricing with special guest Ron Baker
100% Up-Front
How To Write Proposals That Close
The Why Conversation
Making the Leap to Value Pricing with guest James Jeffers
The Hourly Trap
Cost vs Price vs Value
The Red Balloon
Burying the Billable Hour with guest Ed Kless
Three Ways to Transition to Value Pricing
Intro to Value Pricing
The Hourly Income Barrier
Hello World