Ditching Hourly

The “Expertise Expert” himself, David C. Baker, joined me on Ditching Hourly to talk about the five things that happen right after you specialize.SummaryHere is an AI summary of the key points from the episode:The episode is a discussion between Jonathan Stark and David C. Baker about positioning and specialization for consultants and professional services firms.They discuss the importance of niche positioning to stand out, attract ideal clients, see client patterns more clearly, accelerate learning, and always have things to write and talk about.They outline 5 things that happen after narrowing your business focus:You don't instantly become smarter, but your rate of learning accelerates because you start seeing more examples of your niche.Impostor syndrome kicks in because you're making expertise-based claims you didn't make before, but this fear is often unfounded because you were willing to work with those clients previously. You don't have to turn down unrelated work right away during the transition period, though over time, you'll likely feel unsatisfied with off-target projects.You immediately start narrowing your focus even further, fine-tuning your positioning through real-world conversations and testing. Counterintuitively, you'll have way more to write and talk about when focused on a niche than as a generalist.Jonathan and David emphasize that niche positioning is critical before you can effectively differentiate, charge value-based pricing, market yourself, or even decide what content to produce. It brings focus to everything that follows.About David C. Baker“The Leading Authority on Positioning, Reinventing, and Selling Firms in the Creative and Digital Space.”David C. Baker is the author of five books, three of which focus on the central elements of the business of expertise: positioning, financial management, and leadership. David speaks regularly on more than 70 topics relevant to entrepreneurial expertise, from 20 executives to 5,000 live on TV worldwide, and has worked with 900+ firms through his Total Business Review process.David's LinksDavid's WebsiteDavid's book: The Business of ExpertiseDavid's podcast (with Blair Enns) ----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/callI hope to see you there!

My dear old friend Rick “Fink” Finkelstein joined me on Ditching Hourly to talk about he got booked solid using fixed fees, specialization, and niching.  Related LinksFink's websiteMike FortinLiliacGuitar Player MagazineGittler Guitar ----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/callI hope to see you there!

Longtime web developer and freshly minted trading card creator Colyn Brown joined me on Ditching Hourly to brainstorm about how to capitalize on early interest in his bluegrass trading cards. Related LinksBluegrass Trading Co. ----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/callI hope to see you there!

Long-time lawyer, second-time guest, and first-time SaaS co-founder Digby Leigh joined me on Ditching Hourly to talk about alternative fee arrangements making inroads in the legal industry.Talking PointsPricing trends in the legal industryThe three most common non-hourly pricing models for law firmsThe benefits of "agreed upon" up-front fixed fee pricingWhat types of engagements aren't a good fit for fixed fee pricingWhat to expect when clients know they can talk to you for free instead of “on the clock”The internal attitude you need to beat back when you first ditch hourly billingThe importance of being helpfulThe indignity of having to justify how you spend your timeThe magic of The Why ConversationThe benefits of offering pricing optionsRelated LinksDigby’s Firm, Leigh & CoFrank Fee™Digby’s SaaS, AltFeeGoliath ----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/callI hope to see you there!

Equity-Driven Design Strategist Lucy Flores joined me on Ditching Hourly to brainstorm her positioning. Talking PointsThe difference between a specialization and a nicheThe difference between a mission statement and a positioning statementWhy positioning is especially important for soloistsHow to know when your positioning is specific enoughRelated LinksLucy's website ----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/callI hope to see you there!

Is the problem you solve for your clients a “nice-to-have” or mission critical?Author, consultant, and podcast host, Ton Dobbe joined me on Ditching Hourly to talk about the three requirements of any expensive problem, and how to reverse engineer these factors into a simple formula you can use to decide what to focus on in your positioning, segmentation, and value proposition.Taking PointsThe three levers of the value foundationThe importance of uncovering the worldview of your ideal buyers (and how to do it)The three sides of The “Broken” TriangleHow to set yourself apart from your competitors in a way that they can’t copyRelated LinksTon’s book, The Remarkable EffectTon’s WebsiteTon’s PodcastTon’s LinkedInTon’s Twitter ----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/callI hope to see you there!

Entrepreneur, consultant, and former hair metal guitarist Paul Klein joined me on Ditching Hourly to talk about his Three Pillars of Revenue: consulting, training, and infoproducts.Making the leap to self-employmentSelling your first infoproductUsing workshops to build your consulting businessNiching down to grow an expertise-based consulting businessScaling up your business by getting bigger clientsIncreasing fees and accelerating sales by focusing on expensive problemsRelated LinksThou Shall Prosper by Rabbi Daniel LapinThe E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About ItPaul's LinkedInPaul's Consulting WebsitePaul's Coaching WebsitePaul's SaaS WebsitePaul's PodcastBizable TVYours,—JP.S. If you like Bizable, you can use coupon code DITCHINGHOURLY at checkout to save 40% forever. NOTE: This is NOT an affiliate coupon. I just think Paul's doing great stuff and you might find it useful.  ----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/callI hope to see you there!

Java Developer Alice B. (name withheld by request) joined me on Ditching Hourly to talk about what to do when the skills you’ve built over many years become less valuable to clients.The pros and cons of platform specializationThe difference between horizontal and platform specializationWhat to focus on when your technical skills are no longer in demandHow to spot a truly expensive problemWhy freely sharing your expertise is the right thing to doThe three “good, better, best” ways to generate new businessWhy being specific about who your ideal clients are can dramatically increase your referralsWhy thinking about something harder or longer often doesn’t workThe importance of having conversationsHow to learn to what your ideal buyers really wantHow cold outreach, warm referrals, and organic inbound work togetherThe difference between “hunting” and “gardening” sales modelsHow to know when to double down or cut bait with a given target marketHow to ask for testimonials from active clients before a project is finishedWhy your odds of success are probably better if you focus on a type of buyer instead of a particular skillRelated LinksBuilding The Perfect TestimonialThe Pricing Seminar ----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/callI hope to see you there!

Business appraiser Charlie Stanton joined me on Ditching Hourly to brainstorm how to differentiate what is typically considered a commodity service. Talking PointsPricing risk mitigation instead of cost cutting or value creationDifferentiating in a commoditized marketCreating productized services for a specific marketPartnering with adjacent business that serve the same marketConnecting with the target market way before they need youCharlie's Links The listeners can find out more about Charlie at www.StantonValue.com or contact him directly at charlie@stantonvalue.com  ----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/callI hope to see you there!

Outdoor brand identity designer Devin Renaud joined me on Ditching Hourly to brainstorm how to get more leads. Devin's Links: https://fourestdesign.com/https://www.linkedin.com/in/renauddesignco/https://www.instagram.com/fourestdesign/ ----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/callI hope to see you there!