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December 7, 2020 58 mins

Jonathan Stark is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and he writes a daily newsletter on pricing for independent professionals.

In this episode we discuss:

  • How Jonathan Stark went from working a typical job to becoming coach for independent software developers
  • Why is hourly billing so bad?
  • The problem with growing your business by hiring more people
  • What are the alternatives to billing by the hour?
  • How else can you price project based work?
  • What is value based pricing?
  • How you should create and structure your proposals to maximize your income AND the client's happiness
  • How to deal with (inevitable) scope creep on a fixed price project
  • Avoiding adversarial client relationships by aligning your incentives with your clients
  • How many options should you offer in a proposal and why?
  • How can you figure out how valuable the work is to the client
  • The importance of uncovering an actual business outcome
  • The exact questions to ask a prospective client before giving a price or writing a proposal
  • How to get a prospective client to sell themselves on working with you
  • The important question that most people are too afraid (or too shy) to ask
  • You have more options than you realize!
  • Links:

  • Jonathan's free Value Pricing Bootcamp (start here)
  • Lots more free resources on Jonathan's website
  • Alan Weiss  who helped inspire the "Why conversation"
  • Mark as Played

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