Daily List Archive
This is an archive of the 2991 email messages I have sent to my daily mailing list since July 26th, 2016. Enjoy!
(Don’t like browsing? Search instead.)
October 21, 2024 Graham McGregor on Doing Daily
October 20, 2024 Ditcherville #222 - I can’t pick a target market!
October 19, 2024 Blair Enns on Strategy
October 18, 2024 Decide what not to do
October 17, 2024 “Should I charge for the research required to quote a price?” and more…
October 16, 2024 Vertical Specialization vs Impostor Syndrome
October 15, 2024 Barry LaBov - The Power of Differentiation
October 14, 2024 Perfect Knowledge
October 13, 2024 Ditcherville #221 - How do I follow up without seeming desperate?
October 12, 2024 How to Follow Up
October 11, 2024 Success story from reader Goran Bajazetov
October 10, 2024 Too Much Yes?
October 9, 2024 Registration is open for 5-Day Podcast Challenge
October 8, 2024 Russ Waddell - The “Secret” To Successfully Going Out On Your Own
October 7, 2024 Success story from reader Vikram Shetty
October 6, 2024 Ditcherville #220 - Can you jump on the team call?
October 5, 2024 How do people set their hourly rates?
October 4, 2024 Success story from reader Joe Peel
October 3, 2024 “What is the best way to follow up with a prospect without looking desperate?” and more…
October 2, 2024 The Double Whammy of Hourly Billing
October 1, 2024 Anchoring Without Pricing
September 30, 2024 Don’t I need to know how much time I’m spending on projects?
September 29, 2024 Ditcherville #219 - Feeling Productive
September 29, 2024 Positioning vs Specialization
September 28, 2024 Positioning Hack
September 27, 2024 Another RE Considering niching down?
September 26, 2024 RE Considering niching down?
September 25, 2024 Should I offer a guarantee if I am only 80% sure I’ll succeed?
September 24, 2024 Zach Stevens - Year Two of Running a Subscription-Based Service Business
September 23, 2024 But you work with our competitors!
September 22, 2024 Ditcherville #218 - We pay Net 60!
September 21, 2024 Considering niching down?
September 20, 2024 LeBron’s New Agent
September 19, 2024 “How should I handle a fixed-price project that is taking too long?” and more…
September 18, 2024 Prepayment vs Retainer
September 17, 2024 Shaun Jardine - Ditch The Billable Hour! Implementing Value-Based Pricing in a Law Firm
September 16, 2024 Your Choice
September 15, 2024 Ditcherville #217 - I have a better idea!
September 14, 2024 Starting From Scratch
September 13, 2024 When is enough enough?
September 12, 2024 Can you have too much toilet paper?
September 11, 2024 Alex M H Smith - No BS Business Strategy
September 10, 2024 The 100-Day Sprint, 2024 edition
September 9, 2024 The Pricing Seminar: “Just The Lessons” is available now
September 8, 2024 Ditcherville #216 - I miss my commute!
September 7, 2024 How To Design Guarantees For Your Work + Products
September 6, 2024 Announcement re The Pricing Seminar
September 5, 2024 “How should I get more leads for my consulting service?” and more…
September 4, 2024 Nervous about guarantees?
September 3, 2024 What Should You Guarantee?
September 2, 2024 Four Types of Guarantees
September 1, 2024 Ditcherville #215 - What should I do to make money?
August 31, 2024 Unlimited Bug Fixes
August 30, 2024 How to sell unlimited access (and not go broke)
August 29, 2024 The Red Stapler
August 28, 2024 The Value of Intangibles
August 27, 2024 The Recommendation Game
August 26, 2024 Audience first or product first?
August 25, 2024 Ditcherville #214 - I want to start a real business!
August 24, 2024 Objectives vs Deliverables
August 23, 2024 Finding Scope Last
August 22, 2024 More Money vs Less Money
August 21, 2024 Butterfly Repellent
August 20, 2024 Pranav Kale - Reverse LinkedIn Interview
August 19, 2024 LinkedIn Update: Cracking The Code
August 18, 2024 Ditcherville #213 - Nobody is interested!
August 17, 2024 A fixed price? That’s different!
August 16, 2024 All Else Being Equal
August 15, 2024 The Ongoing LinkedIn Experiment
August 14, 2024 How To Ask For Referrals
August 13, 2024 Matt Kerbis - Bridging the Justice Gap with Subscription Legal Services
August 12, 2024 Clients vs Colleagues
August 11, 2024 Ditcherville #212 - I finally understand value pricing!
August 10, 2024 Kicking and Screaming
August 9, 2024 Most people don’t understand value pricing
August 8, 2024 “How should I handle the commoditization of my services in the marketplace?” and more…
August 7, 2024 Tips, tricks, ideas, and inspiration for daily emails
August 6, 2024 Naysayers Are A Good Sign
August 5, 2024 A huge game changer
August 4, 2024 Ditcherville #211 - I really want to!
August 3, 2024 Considering a daily?
August 2, 2024 Helping vs Winning
August 1, 2024 Can you explore deeper subjects on a daily list?
July 31, 2024 Daily vs Weekly
July 30, 2024 Wes Wheless - 100 In a Row (And No End In Sight)
July 29, 2024 In Defense of Repetition
July 28, 2024 Ditcherville #210 - So many options!
July 27, 2024 re your email signature
July 26, 2024 How good should the bridge be?
July 25, 2024 “How do I reposition myself if I used my own name as my business name?” and more…
July 24, 2024 Acting Like The Expert You Are
July 23, 2024 Ben Zettler - Pricing Tactics For Digital Agencies
July 22, 2024 Why Niching Works
July 21, 2024 Ditcherville #209 - But we don’t want to miss out!
July 20, 2024 Mitski at the Hollywood Bowl
July 19, 2024 Small Business Q&A
July 18, 2024 Does value pricing work for coaches?
July 17, 2024 Every day, you decide
July 16, 2024 The Risk of “Educating” The Client
July 15, 2024 One Way To Educate Clients
July 14, 2024 Ditcherville #208 - Time will tell!
July 13, 2024 Let time “educate” clients for you
July 12, 2024 Paying more than it’s worth?
July 11, 2024 “Should I use my personal name or a business name for my business?” and more…
July 10, 2024 Will value pricing work for me?
July 9, 2024 Value Determines Price
July 8, 2024 Price Determines Cost
July 7, 2024 Ditcherville #207 - Hourly billing is so complicated!
July 6, 2024 Speaking Gigs Quiz
July 5, 2024 The Special One
July 4, 2024 Eden Vidal - Productizing Design Sprints and Converting The Hourly
July 3, 2024 What determines an acceptable price?
July 2, 2024 Value pricing is just one way
July 1, 2024 Garbage Hours
June 30, 2024 Ditcherville #206 - I’m not getting any traction on social media!
June 29, 2024 The client’s budget doesn’t matter
June 28, 2024 It’s not in the budget right now
June 27, 2024 “How should I follow up with a prospect without appearing desperate?” and more…
June 26, 2024 You HAVE to talk to the buyer to determine value
June 25, 2024 Sam Browne - Growing Your Audience on LinkedIn
June 24, 2024 What’s your marketing strategy?
June 23, 2024 Ditcherville #205 - Starting With Why
June 22, 2024 Pay vs Profit
June 21, 2024 Reader question re: My LinkedIn Tactics 2024
June 20, 2024 My LinkedIn Tactics 2024
June 19, 2024 Meaningfully Different
June 18, 2024 How much for that ducky in the window?
June 17, 2024 Avoiding the “Race To Zero”
June 16, 2024 Ditcherville #204 - We need you to meet the West Coast team!
June 15, 2024 The Secret to Success
June 14, 2024 Two kinds of followings
June 13, 2024 “How should I price a business outcome?” and more…
June 12, 2024 Don’t Scope In The Sales Meeting
June 11, 2024 How tall are you?
June 10, 2024 The $50,000 Sticker
June 9, 2024 Ditcherville #203 - You’ve got some nerve!
June 8, 2024 The Invisible Buyer
June 7, 2024 The (Circular) Argument For Hourly Billing
June 6, 2024 Kevin Freidberg - Need a Website? Start with Email
June 5, 2024 How To Decide
June 4, 2024 How do I DECIDE who my ideal buyers are?
June 3, 2024 How do I figure out who my ideal buyers are?
June 2, 2024 Ditcherville #202 - Why don’t you pivot to advisory work?
June 1, 2024 Expensive Problems Defined
May 31, 2024 The best way to find expensive problems
May 30, 2024 “What tips do you have for differentiation?” and more…
May 29, 2024 Careers in the age of AI
May 28, 2024 Who is Gavin de Becker?
May 27, 2024 More Expensive Problems
May 26, 2024 Ditcherville #201 - How can you set a price without knowing your costs?
May 25, 2024 Coding has been in decline for years
May 24, 2024 Don’t pretend you can’t
May 23, 2024 Too cheap to meter?
May 22, 2024 It’s understandable, but...
May 21, 2024 Attracting Advisory Clients
May 20, 2024 But my clients!
May 19, 2024 Ditcherville #200 - Clients always ask for the wrong thing!
May 18, 2024 Cheap lessons
May 17, 2024 Doing things the wrong way
May 16, 2024 “How should I leverage LinkedIn for business growth?” and more…
May 15, 2024 Up 1096.4%
May 14, 2024 Not great at attracting inbound leads?
May 13, 2024 More value -> higher price
May 12, 2024 Ditcherville #199 - How much for a speech?
May 11, 2024 “But I’ll get killed by scope creep!”
May 10, 2024 A philosophical question about packaging expertise - part 2
May 9, 2024 A philosophical question about packaging expertise
May 8, 2024 More reader feedback re The Trick to The Why Conversation
May 7, 2024 Coaching Call with Residential Architect Jason Comer
May 6, 2024 TBOA Listener Search Site
May 5, 2024 Ditcherville #198 - My client gave me a punch list!
May 3, 2024 Value Pricing Lightbulb Moment
May 2, 2024 “How should I navigate having multiple project proposals out at the same time?” and more…
May 1, 2024 Reader feedback re The Trick to The Why Conversation
April 30, 2024 The Trick to The Why Conversation
April 29, 2024 How to convince prospects
April 28, 2024 Ditcherville #197 - Convince me that we need a rebrand!
April 27, 2024 Example of The Why Conversation for a rebrand
April 26, 2024 What should a branding expert measure?
April 25, 2024 How do you measure the value of a rebrand?
April 24, 2024 Numbers are the language of business
April 23, 2024 TBOA Playlists
April 22, 2024 It’s a Wrap!
April 21, 2024 Ditcherville #196 - It’s not about the numbers!
April 20, 2024 The ambiguity of words
April 19, 2024 Until the name loses meaning
April 18, 2024 “How should I handle fixed price projects for disorganized clients?” and more…
April 17, 2024 AI Warning Labels
April 16, 2024 An AI Bot on how to compete with AI
April 15, 2024 Deal breakers go both ways
April 14, 2024 Ditcherville #195 - You need to meet face-to-face!
April 13, 2024 An estimate is better than nothing
April 12, 2024 Don’t over-measure
April 11, 2024 If it is observable, it is measurable
April 10, 2024 Close enough is close enough
April 9, 2024 Corey Quinn - The Benefits of Selling to Anyone, Not Everyone
April 8, 2024 Eclipse Glasses
April 7, 2024 Ditcherville #194 - I’d love to start a podcast, but it’s too expensive!
April 6, 2024 Problems vs Tools
April 5, 2024 A huge game changer
April 4, 2024 My Daily Email Process 2024
April 3, 2024 Daily Writing Practice: Brilliant or Insane?
April 2, 2024 Tips, tricks, ideas, and inspiration for daily emails
April 1, 2024 In Defense of Repetition
March 31, 2024 Ditcherville #193 - Awesome New Website
March 30, 2024 Really Hard Problems
March 29, 2024 Avoiding The Assumption Gap
March 28, 2024 Don’t sweat the knowledge gap
March 27, 2024 Bootstrapping Niche Expertise
March 26, 2024 Why Niching Down Isn’t Boring with Geraldine Carter
March 25, 2024 Genius Zone vs Productivity
March 24, 2024 Ditcherville #192 - But first...
March 23, 2024 Acceptable Prices
March 22, 2024 You can create art
March 21, 2024 “How do I raise my fees for a client I have been working with for 7+ years?” and more…
March 20, 2024 $28 Incense
March 19, 2024 JS on SuiteScript Stories with Tim Dietrich and Eric Grubaugh
March 18, 2024 The Pros And Cons of An Application Process
March 17, 2024 Ditcherville #191 - I’ve got a question for you!
March 16, 2024 How do I make them see?
March 15, 2024 You can’t be too careful?
March 14, 2024 No one wants your solution
March 13, 2024 Convincing?
March 12, 2024 What a coincidence!
March 11, 2024 Are You Too Cheap To Trust?
March 10, 2024 Ditcherville #190 - Wait... you’re an expert at what?
March 9, 2024 A self-diagnosis is not good enough
March 8, 2024 What do you write about in your proposals?
March 7, 2024 What exactly are “business benefits?”
March 6, 2024 Benefits? The Good News And The Bad News
March 5, 2024 Knowledge vs Understanding
March 4, 2024 The Books That Changed Us
March 3, 2024 Ditcherville #189 - What’s a reasonable hourly rate?
March 2, 2024 Make the decision (or don’t)
March 1, 2024 How do you measure your expertise?
February 29, 2024 $2 Thirst
February 28, 2024 $5 Nosejobs
February 27, 2024 For expertise-based business owners only
February 26, 2024 BizDev Systems For Soloists
February 25, 2024 Ditcherville #188 - When will the new system be done?
February 24, 2024 What to do when you’re not getting enough leads
February 23, 2024 The fear that will wreck your business
February 22, 2024 “How do I keep marketing consistently when I’m buried in client work?” and more…
February 21, 2024 Why your website isn’t bringing in leads
February 20, 2024 Turning The Tables
February 19, 2024 You Hit The Finish Line. Now What?
February 18, 2024 Ditcherville #187 - How to get tons of followers on LinkedIn
February 17, 2024 High-Value vs Low-Value Language
February 16, 2024 What if I can’t get my ideal buyers to sign up for my SaaS?
February 15, 2024 Tough Love Checklist
February 14, 2024 4 Tips To Improve Your Website
February 13, 2024 Is your website down?
February 12, 2024 How much is flour?
February 11, 2024 Ditcherville #186 - Is it hard to get good at writing?
February 10, 2024 Success story from reader Dr Genevieve Hayes
February 9, 2024 6 Fears Of Starting A Podcast (And How To Beat Them)
February 8, 2024 Can I pick your brain?
February 7, 2024 People Do Business With People They Trust
February 6, 2024 Registration is open for 5-Day Podcast Challenge
February 5, 2024 Experimenting for Fun + Profit
February 4, 2024 Ditcherville #185 - My employees liked the old system better!
February 3, 2024 Project Risk with Jonathan Stark
February 2, 2024 Starting something scary is scary
February 1, 2024 Don’t Ignore The Dread
January 31, 2024 Detecting Bad Influences
January 30, 2024 Joe Quadara - How Expertise Creates Leverage in Consulting
January 29, 2024 Curating Your Learning Habit
January 28, 2024 Ditcherville #184 - More Professional
January 27, 2024 Thought Experiment For Employers
January 26, 2024 How to Create and Sell Your First eBook
January 25, 2024 “How should I create my first paid eBook?” and more…
January 24, 2024 Learn Your Lines (for non-US readers)
January 23, 2024 Learn Your Lines is FREE on Amazon
January 22, 2024 Clearing The Decks (To Build Something New)
January 21, 2024 Ditcherville #183 - Why do you bill by the hour?
January 20, 2024 Are there differences in value pricing for writing projects vs software projects?
January 19, 2024 Famous Ingredients
January 18, 2024 Problems vs Ingredients
January 17, 2024 Start Anyway
January 16, 2024 Let It Snow!
January 15, 2024 How To Launch Something Different
January 14, 2024 Ditcherville #182 - What about the big firms?
January 13, 2024 What if I can’t guarantee the outcome the client wants?
January 12, 2024 Precisely who made up
January 11, 2024 “What’s the fastest way to find out if there is no market for my new service” and more…
January 10, 2024 Three Ways To Soften Your Scheduler
January 9, 2024 Bryan Strawser - Breaking Seven Figures For The First Time
January 8, 2024 How To Name Your Baby
January 7, 2024 Ditcherville #181 - I just made an awesome logo!
January 6, 2024 Which checklist app should I use?
January 5, 2024 3 Simple Tools To Supercharge Your Productivity
January 4, 2024 How to find time to work ON your business
January 3, 2024 ON vs IN
January 2, 2024 What do systems have to do with ditching hourly?
January 1, 2024 Kicking Off 2024
December 31, 2023 Ditcherville #180 - I’m going to set better goals!
December 30, 2023 What is leverage?
December 29, 2023 That goal you’re chasing
December 28, 2023 “Should I operate my new business under my own name or a brand name?” and more…
December 27, 2023 New Rules
December 26, 2023 How about equity?
December 25, 2023 The Gift Riddle
December 24, 2023 Ditcherville #179 - Hourly Is “More Transparent”
December 23, 2023 Expensive But Worth It
December 22, 2023 When you create something you love
December 21, 2023 Maximum vs Optimal
December 20, 2023 Easy Street
December 19, 2023 The Pants Problem
December 18, 2023 From vs For
December 17, 2023 Ditcherville #178 - How about equity?
December 16, 2023 Fwd: The unfortunate math behind consulting companies
December 15, 2023 Terrible options perhaps but
December 14, 2023 “How do I find time to work ON my business when I’m drowning in client work?” and more…
December 13, 2023 The Washington Bridge
December 12, 2023 The trick to doing outreach for The Why Conversation
December 11, 2023 Is Work/Life Balance A Myth?
December 10, 2023 Ditcherville #177 - My clients should place more value on my work!
December 9, 2023 My Secret Weapons
December 8, 2023 SOPs and Checklists FTW!
December 7, 2023 Ruthlessly Simple Time Management for Solo Professionals
December 6, 2023 In Your Sleep
December 5, 2023 The Next Best Question
December 4, 2023 Planning Your Bets For Next Year
December 3, 2023 Ditcherville #176 - How do I make people value what I do?
December 2, 2023 Those Rules
December 1, 2023 The Real Reason You Started A Business
November 30, 2023 “How can I guarantee results when sometimes it’s impossible due to something outside of my control?” and more…
November 29, 2023 People Want What They Want
November 28, 2023 What You Want Drives Everything
November 27, 2023 Changing Your Perception of Risk
November 26, 2023 Ditcherville #175 - How much for a code review?
November 25, 2023 There Are No Professional Doctors
November 24, 2023 Preparation
November 23, 2023 Elapsed vs Remaining
November 22, 2023 Man For Rent
November 21, 2023 The Importance Of Intention
November 20, 2023 Interesting Ways To Monetize Your Expertise
November 19, 2023 Ditcherville #174 - Guerilla Marketing
November 18, 2023 Taking Control
November 17, 2023 Born Famous?
November 16, 2023 “How tactical should I get in my marketing if I’m actually trying to sell strategy?” and more…
November 15, 2023 What could make you famous?
November 14, 2023 Fame
November 13, 2023 What To Do When The Rules Change
November 12, 2023 Ditcherville #173 - How should I educate my clients?
November 11, 2023 Why I’ll never hire employees
November 10, 2023 Jonathan Stark on Everyone Hates Marketers with Louis Grenier
November 9, 2023 My Daily Email Process 2023
November 8, 2023 Doing Daily Podcast
November 7, 2023 Daily Writing Practice: Brilliant or Insane?
November 6, 2023 Can You Re-train Clients?
November 5, 2023 Ditcherville #172 - Can we get this done in six months?
November 4, 2023 Power vs Responsibility
November 3, 2023 What to do if everyone says your prices are too high
November 2, 2023 Is positioning really that important?
November 1, 2023 Use Their Words
October 31, 2023 Finding Better Clients
October 30, 2023 The “Secret” Benefit of Podcasting
October 29, 2023 Ditcherville #171 - Money isn’t everything.
October 28, 2023 Subscription Service Boundaries
October 27, 2023 Another way to discourage “binge eating” in an AYCE subscription model
October 26, 2023 “How do I test a completely new business offering without depleting my savings?” and more…
October 25, 2023 One way to discourage “binge eating” in an AYCE subscription model
October 24, 2023 Alexander Lapa - The Non-Profit Salesforce Guy
October 23, 2023 Ask Us Anything 6
October 22, 2023 Ditcherville #170 - My business has gotten so complicated!
October 21, 2023 Why wait?
October 20, 2023 The opposite of failure?
October 19, 2023 “What’s the quickest way to get one or two design clients to shore up my cash flow?” and more…
October 18, 2023 (Dis) Incentives of “All You Can Eat” Subscription Services?
October 17, 2023 Alignment of Financial Incentives
October 16, 2023 How Much Is Enough?
October 15, 2023 Ditcherville #169 - Sorry, that’s out of scope.
October 14, 2023 Big New Status Quo
October 13, 2023 Success vs Progress Metrics
October 12, 2023 Leading vs Lagging Indicators
October 11, 2023 Aren’t the direct effects of branding on revenue hard to measure?
October 10, 2023 Writer Making The Leap To Full-time Freelance
October 9, 2023 Luck vs Skill
October 8, 2023 Ditcherville #168 - Everything will be fine when I have more money!
October 7, 2023 Arms Race
October 6, 2023 “We’ll fix it in post!”
October 5, 2023 “What are some ways to generate more work or referrals from existing clients?” and more…
October 4, 2023 All Set
October 3, 2023 Don’t be defeated by your success
October 2, 2023 Making Better Decisions with Annie Duke
October 1, 2023 Ditcherville #167 - Can you give us a breakdown of your costs?
September 30, 2023 Mixing a martini at 100 miles an hour
September 29, 2023 (Just Some Of) Our Hidden Talents
September 28, 2023 Podcast Gear
September 27, 2023 How much is an umbrella worth?
September 26, 2023 Hidden Talents
September 25, 2023 Why “Those Who Can’t Do Teach” is BS
September 24, 2023 Ditcherville #166 - I haven’t got time to clean out my storage space!
September 23, 2023 What numbers...?
September 22, 2023 The Why Conversation in Architecture
September 21, 2023 “It is hard for me to attract my ideal buyers, but easy to attract my peers... should I lean into that?” and more...
September 20, 2023 Validate Their Self-Diagnosis
September 19, 2023 How to uncover what benefits your clients REALLY want
September 18, 2023 Do You Need To Escape Your Business?
September 17, 2023 Ditcherville #165 - 70% Bad
September 16, 2023 Why you MUST include benefits in your proposals
September 15, 2023 Business benefits defined (with examples)
September 14, 2023 Can I skip the benefits?
September 13, 2023 Knowledge vs Experience
September 12, 2023 Zach Stevens - Going from Zero to $36k MRR with a Productized Subscription Service
September 11, 2023 Time Management For Soloists
September 10, 2023 Ditcherville #164 - Why should we keep paying you top dollar?
September 9, 2023 CURB ALERT Two Free Toilet Tanks
September 8, 2023 Big List of One Words
September 7, 2023 “What are some ways to control scope with subscription software development services?” and more…
September 6, 2023 Your One Words
September 5, 2023 Just One Word
September 4, 2023 The Hidden Cost Of Delegation
September 3, 2023 Ditcherville #163 - Commitment Issues
September 2, 2023 It’s All Just Made Up
September 1, 2023 What would you do tomorrow if...
August 31, 2023 REPLAY: What’s worse than writing proposals?
August 30, 2023 Transitioning from Hourly Billing to Effective Pricing Models
August 29, 2023 Fast vs Frenzied pt 2
August 28, 2023 The 100-Day Sprint, 2023 edition
August 27, 2023 Ditcherville #162 - Code Review
August 26, 2023 Fast vs Frenzied
August 25, 2023 Normal Flowers vs Wedding Flowers
August 24, 2023 “How do I value price a big software project that has lots of unknowns?” and more…
August 23, 2023 David Shriner-Cahn - Helping Corporate Refugees Start, Run, and Grow Their Own Businesses
August 22, 2023 Evergreen vs Launches
August 21, 2023 Are you tired?
August 20, 2023 Ditcherville #161 - I’m worried about AI!
August 19, 2023 Cringy Names
August 18, 2023 Plumbing The Tub
August 17, 2023 Writing Good Code Fast
August 16, 2023 How To NOT Get Cut In Crunch Times
August 15, 2023 John Grant - Streamlining Delivery Workflows for Lawyers
August 14, 2023 Why Your Pitches Aren’t Landing
August 13, 2023 Ditcherville #160 - The New CFO
August 12, 2023 There’s Always A Market For The Best
August 11, 2023 The Other Thirty Six
August 10, 2023 My Daily Email Process 2023
August 9, 2023 Doing Daily Podcast
August 8, 2023 Daily Writing Practice: Brilliant or Insane?
August 7, 2023 Perspective Meets Mindset
August 6, 2023 Ditcherville #159 - Running a business is so much work!
August 5, 2023 100% Billable
August 4, 2023 Re “Finding” Time
August 3, 2023 “Finding” Time
August 2, 2023 Be Like Buffett
August 1, 2023 James Williams - Fractional CTO Masterclass
July 31, 2023 Building A Business Around Your Genius
July 30, 2023 Ditcherville #158 - I’ve got too much going on!
July 29, 2023 Your First Advisory Offering
July 28, 2023 “How do you take time off as a soloist in a subscription model?” and more…
July 27, 2023 Reader question from Marc re: How the subscription model differs from the retainer model?
July 26, 2023 Your replies to “Why did you start your business?”
July 25, 2023 Why did you start your business?
July 24, 2023 Why Wouldn’t You Hire Help?
July 23, 2023 Ditcherville #157 - Super Premium
July 22, 2023 How To Find Clients For Subscription Development Stuff
July 21, 2023 Productized Subscription Service Examples
July 20, 2023 4 Ways To Avoid Getting Buried By Your Subscription Clients
July 19, 2023 Thought Experiment RE Subscription Model
July 18, 2023 Ron Baker - Time’s Up!
July 17, 2023 The Mid-Year Assessment
July 16, 2023 Ditcherville #156 - Whatever I feel like!
July 15, 2023 How do I value price better decisions?
July 14, 2023 Breaking Class
July 13, 2023 “How should I follow up with a client who got sticker shock from my proposal?” and more…
July 12, 2023 Test Driving The Relationship
July 11, 2023 Total Cost
July 10, 2023 Riding the AI Wave
July 9, 2023 Ditcherville #155 - I’ve never gotten a single lead from my website!
July 8, 2023 Lots of Right Ways
July 7, 2023 Spinning Out
July 6, 2023 Optimizing For Fun
July 5, 2023 What are we solving for?
July 4, 2023 The Tub
July 3, 2023 $69.98
July 2, 2023 Ditcherville #154 - I’m worried about AI!
July 1, 2023 Intangible Benefits
June 30, 2023 Is value pricing dishonest?
June 29, 2023 “What should I do if my ideal buyers don’t engage online?” and more…
June 28, 2023 How To Hide The Subscriber Chart In ConvertKit
June 27, 2023 Being in front vs leading
June 26, 2023 Knowing When To Quit
June 25, 2023 Ditcherville #153 - I’ve been working fifty hours a week for years!
June 24, 2023 Niching down doesn’t mean...
June 23, 2023 People Don’t Want Solutions
June 22, 2023 Monetize Your Obsession
June 21, 2023 People don’t buy things they don’t want
June 20, 2023 Ryan Golgosky - Productized Subscription Model for Web Design
June 19, 2023 Deciding To Be The Best In The World
June 18, 2023 Ditcherville #152 - Why don’t clients value what I do?
June 17, 2023 Skill vs Market Specialization
June 16, 2023 3 Questions To Help Focus Your Positioning
June 15, 2023 An API for Everything - Part 2
June 14, 2023 An API for Everything
June 13, 2023 Positioning, Vision, Mission, Theme, Tagline... OH MY!
June 12, 2023 The Song Of Significance with Seth Godin
June 11, 2023 Ditcherville #151 - We need more traffic!
June 10, 2023 Chaos And Innovation
June 9, 2023 Pattern Interrupt
June 8, 2023 “I now have a marketing asset for life”
June 7, 2023 “But I hate the sound of my own voice!” etc...
June 6, 2023 Denis Čahuk - Building Autonomous Engineering Teams
June 5, 2023 How To Design Guarantees For Your Work + Products
June 4, 2023 Ditcherville #150 - My work can’t be quantified!
June 3, 2023 The Science Behind Asymmetric Intimacy
June 2, 2023 Asymmetric Intimacy
June 1, 2023 “How soon is too soon to bail on a new niche you’re researching?” and more…
May 31, 2023 Geraldine Carter - Finding Your Niche: Tackling Objections and Getting Traction
May 30, 2023 Proud vs Ashamed
May 29, 2023 How do I get more followers?
May 28, 2023 Ditcherville #149 - Value pricing doesn’t work here!
May 27, 2023 Different vs Same
May 26, 2023 Jumping at the chance to pay 10 times more?
May 25, 2023 Discount Eye Surgery?
May 24, 2023 Positioning, Productized Services, and Value-Based Pricing with Jonathan Stark
May 23, 2023 Dr. J.J. Peterson - Building A Business Beyond Hourly Billing
May 22, 2023 Sales Pages 101
May 21, 2023 Ditcherville #148 - Have you heard of this new “Kubernetes” thingy?
May 20, 2023 Better Questions
May 19, 2023 Reinventing Yourself In The Age Of AI
May 18, 2023 “How to transition from technical work to consulting quicker?” and more…
May 17, 2023 Putting In More Time
May 16, 2023 Denis Čahuk - Find Out What’s Valuable And Then Do Nothing Else
May 15, 2023 Tactical Creativity
May 14, 2023 Ditcherville #147 - That’s Offensive!
May 13, 2023 Disruption
May 12, 2023 Something To Say
May 11, 2023 Replaced by AI
May 10, 2023 Should I be nervous about losing my job to AI?
May 9, 2023 Luke Willis - Taxes, Inflation, and the Psychology of Currency
May 8, 2023 Productivity vs. Creativity For Soloists
May 7, 2023 Ditcherville #146 - Amazing AI stuff!
May 6, 2023 What’s your favorite band?
May 5, 2023 Next Big Thing
May 4, 2023 “How do I break through an income plateau?” and more…
May 3, 2023 Building Your Authority in Data Science
May 2, 2023 James Turner - Selling Credits Instead of Hours
May 1, 2023 Specialist vs Generalist
April 30, 2023 Ditcherville #145 - We sell our time!
April 29, 2023 The Productivity Assumption
April 28, 2023 When is it okay to use jargon?
April 27, 2023 Can you sell LMNs based on value?
April 26, 2023 Twisting The Dials
April 25, 2023 Nick Loper of Side Hustle Nation - How to Monetize a Content-First Business
April 24, 2023 Niching Into Specific vs. Small Targets
April 23, 2023 Ditcherville #144 - What do you do?
April 22, 2023 Positioning Examples Series
April 21, 2023 The One And Only
April 20, 2023 “How can I validate a new positioning statement without updating my website/LinkedIn?” and more…
April 19, 2023 Who’s The Prize?
April 18, 2023 Floyd May - Pricing Software Development Based On Shares, Not Hours
April 17, 2023 Considering Cold Outreach?
April 16, 2023 Ditcherville #143 - More followers!
April 15, 2023 How do you find out what your clients REALLY want?
April 14, 2023 What clients REALLY want are results
April 13, 2023 Ask vs Want
April 12, 2023 Small vs Specific
April 11, 2023 Tim Burris - From Annual Salary To Hourly Billing To Fixed Pricing
April 10, 2023 Chat GPT For Authority
April 9, 2023 Ditcherville #142 - Every day?!
April 8, 2023 My Daily Email Process 2023
April 7, 2023 Doing Daily Podcast
April 6, 2023 Daily Writing Practice: Brilliant or Insane?
April 5, 2023 “All in” or “slow build”?
April 4, 2023 Businessing is a craft too
April 3, 2023 Do You REALLY Have Competition?
April 2, 2023 Ditcherville #141 - What gets measured gets improved!
April 1, 2023 Don’t try to write good content
March 31, 2023 “What vertical do I pick?!”
March 30, 2023 Reader question from Constantin re “Can you evaluate my positioning statement?”
March 29, 2023 Steve Folland - The Freelance Journey
March 28, 2023 Scaling the Soloist Business Model with Jonathan Stark and Rochelle Moulton
March 27, 2023 Book Series: Choosing Your Best Editor
March 26, 2023 Ditcherville #140 - I’m so mad at Amazon!
March 25, 2023 The Magic Wand question
March 24, 2023 How To Choose A Vertical
March 23, 2023 “When do you decide an audience is just too hard to reach?” and more…
March 22, 2023 Positioning In Five Words
March 21, 2023 Coaching Call with ex-Googler Kartick Vaddadi
March 20, 2023 Clever
March 19, 2023 Ditcherville #139 - # I haven’t gotten a lead in months!
March 18, 2023 When Clients Aren’t Spending
March 17, 2023 Creative Positioning
March 16, 2023 Some Non-Soggy Positioning Examples
March 15, 2023 Soggy Positioning Rants
March 14, 2023 Ditching Hourly Fireside Chat with Ed Gandia and Jonathan Stark
March 13, 2023 How To Think About Your Time
March 12, 2023 Ditcherville #138 - Hey Google, what should I do?
March 11, 2023 Obsessively Curious
March 10, 2023 Being Yourself
March 9, 2023 Standing Out
March 8, 2023 Restructuring agency billing and pricing models with Jonathan Stark
March 7, 2023 Mitch Kowalski - Helping Law Firms Ditch Hourly Billing
March 6, 2023 Do Authorities Have To Write?
March 5, 2023 Ditcherville #137 - Why should they hire you?
March 4, 2023 There’s demand, and then there’s demand
March 3, 2023 You don’t sell time
March 2, 2023 What gets measured gets improved
March 1, 2023 7 Thoughts About Employee Timesheets
February 28, 2023 Sew Heidi - The Business of Fashion Design
February 27, 2023 Pivoting After A Layoff
February 26, 2023 Ditcherville #136 - How do I stop saying “um” all the time?
February 25, 2023 “I see the value in it, but...”
February 24, 2023 But that’s not fair!
February 23, 2023 “When might taking a day job to support my new business make sense?” and more…
February 22, 2023 This Much
February 21, 2023 How much?
February 20, 2023 Reaching Soloist Nirvana: Exploring The Five Mindsets for Success
February 19, 2023 Ditcherville #135 - Hard Pass
February 18, 2023 Expensive Problems
February 17, 2023 No People, No Problems
February 16, 2023 Substack vs ConvertKit for Expertise-Based Businesses
February 15, 2023 Thinking Big
February 14, 2023 Jason Lengstorf - Learning Together Online As A Full-Time Job
February 13, 2023 Positioning: The Numbers
February 12, 2023 Ditcherville #134 - But I’m a terrible public speaker!
February 11, 2023 re: Podcasting Blockers
February 10, 2023 Podcasting Blockers
February 9, 2023 The science behind asymmetric intimacy
February 8, 2023 Asymmetric Intimacy
February 7, 2023 Junaid Ahmed - From UX Designer to Home Studio Architect
February 6, 2023 Why Your Stuff Isn’t Selling
February 5, 2023 Ditcherville #133 - But everyone does it!
February 4, 2023 Timesheets
February 3, 2023 The Stress Of The Procedure
February 2, 2023 5 Types of Costs (Besides Your Fee)
February 1, 2023 Creating Value In Your Target Market
January 31, 2023 Jeff Doolittle - From Web Dev To Software Architect
January 30, 2023 Choosing Your Growth Path
January 29, 2023 Ditcherville #132 - I’ve got an idea!
January 28, 2023 Building Trust In Your Target Market
January 27, 2023 Triggering Recognition In Your Target Market
January 26, 2023 “What are the pros and cons of selling to two different audiences?” and more…
January 25, 2023 Increasing Awareness In Your Target Market
January 24, 2023 Reuven Lerner - Building A Software Training Business In 2023
January 23, 2023 Growing Your Authority Circle
January 22, 2023 Ditcherville #131 - I’ve got a great idea!
January 21, 2023 4 Reasons Why Nobody’s Buying
January 20, 2023 RIP My Inbox
January 19, 2023 Creating Demand
January 18, 2023 Demand First
January 17, 2023 The Creative Factory
January 16, 2023 Choosing Your Top Priorities
January 15, 2023 Ditcherville #130 - Business Models
January 14, 2023 Business Models Defined
January 13, 2023 Business model?
January 12, 2023 “How do I know if my business model is broken?” and more…
January 11, 2023 Brandon Reed - Instant Success With Fixed Price Options
January 10, 2023 Aficionado
January 9, 2023 The Care And Feeding Of Your Authority Business
January 8, 2023 Ditcherville #129 - Broken Pipe
January 7, 2023 Top Dog
January 6, 2023 11 ways to attract your ideal buyers
January 5, 2023 What to do when you’re not getting enough leads
January 4, 2023 Kissing Frogs
January 3, 2023 Kick-off 2023
January 2, 2023 How could increasing your productivity be a bad thing?
January 1, 2023 Ditcherville #128 - New Year’s Resolution
December 31, 2022 Welcome, 2023
December 30, 2022 Disappointment vs Delight
December 29, 2022 “How should I price my first retainer?” and more…
December 28, 2022 Simple but hard
December 27, 2022 Should I offer an advisory retainer?
December 26, 2022 What exactly is a monthly retainer?
December 25, 2022 Ditcherville #127 - Monthly “Retainer” Option
December 24, 2022 Puzzling...
December 23, 2022 Third-party APIs
December 22, 2022 World’s Best Cup Of Coffee
December 21, 2022 How much is a Christmas tree worth?
December 20, 2022 Erica Goode, CPA - Inflation, Recession, Cash flow, and Taxes
December 19, 2022 Why distinguish between salary and profit?
December 18, 2022 Ditcherville #126 - Do you want a diagnosis or a recommendation?
December 18, 2022 Salary vs Profit
December 17, 2022 Do your costs matter?
December 16, 2022 Michael Dearing on Pricing
December 15, 2022 “How much time should I spend validating a new positioning statement?” and more…
December 14, 2022 What are you really buying?
December 13, 2022 How A Grinch Stole Christmas?
December 12, 2022 Consulting vs. Coaching
December 11, 2022 Ditcherville #125 - 100% Up-Front?!
December 10, 2022 Mastery doesn’t automatically create value
December 9, 2022 One way to be meaningfully different
December 8, 2022 Selling Zinc
December 7, 2022 Why commoditization is bad for you
December 6, 2022 Mitch Herrema - High Ticket Productized Services
December 5, 2022 Predictions for 2023
December 4, 2022 Ditcherville #124 - How much would you give me for my business?
December 3, 2022 Book Recommendations 2022
December 2, 2022 How much is a mushroom vent worth?
December 1, 2022 “Is charging my clients for an hour-long consultation the same thing as hourly billing?” and more…
November 30, 2022 The Trick To Writing Good Proposals
November 29, 2022 Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate
November 28, 2022 Behind The Scenes Of Daily Publishing
November 27, 2022 Ditcherville #123 - I thought it would make me happy!
November 26, 2022 The Gold Standard
November 25, 2022 The Stench of Desperation
November 24, 2022 Sewer Pipe vs Roots
November 23, 2022 Beautiful Daydream
November 22, 2022 Coaching Call with Vikram Shetty
November 21, 2022 What (Not) To Talk About
November 20, 2022 Ditcherville #122 - Clients from hell!
November 19, 2022 Ideal Buyer vs End User
November 18, 2022 Re Who did you help today?
November 17, 2022 “How can I leverage value pricing for UX services?” and more…
November 16, 2022 Who did you help today?
November 15, 2022 John Strohmeyer - Packaging And Selling Legal Services On A Fixed-Fee Basis
November 14, 2022 Re-Evaluating Leverage
November 13, 2022 Ditcherville #121 - But I can’t write!
November 12, 2022 Kicking and Screaming
November 11, 2022 Daily Writing Practice - Brilliant or Insane?
November 10, 2022 Doing Daily Podcast
November 9, 2022 Reader question(s) from Mark Modesti
November 8, 2022 Geraldine Carter - Providing More Value Faster
November 7, 2022 Packaging Your Expertise Differently
November 6, 2022 Ditcherville #120 - I’ll never stop hourly billing!
November 5, 2022 Hourly Billing Encourages Scope Creep
November 4, 2022 “What are the top 3 ways to market my business?” and more…
November 3, 2022 A reply to “You can’t make hourly more efficient”
November 2, 2022 You can’t become more effective with hourly billing
November 1, 2022 You can’t make hourly more efficient
October 31, 2022 The Anti-Vanity Metric
October 30, 2022 Ditcherville #119 - How many keys are on a keyboard?
October 29, 2022 Efficiency vs Efficacy
October 28, 2022 How to Become THE Recognized Authority with Jonathan Stark
October 27, 2022 Ditching Hourly for Independent Firms at MYOB
October 26, 2022 Everyone wants something
October 25, 2022 Drinking Out Of The Bowl
October 24, 2022 Making Learning on The Client’s Dime Ethical
October 23, 2022 Ditcherville #118 - I’ve been struggling for years!
October 22, 2022 “Happiness Equals Value”
October 21, 2022 Book Recommendations for Sales, Marketing, and Pricing
October 20, 2022 “What speaking opportunities have generated the most leads for you?” and more…
October 19, 2022 How To Ask A Rockstar To Blurb Your Book
October 18, 2022 When to use jargon
October 17, 2022 The Services Buying Journey
October 16, 2022 Ditcherville #117 - Value pricing doesn’t work!
October 15, 2022 Fences
October 14, 2022 Reframing Stage Fright (pt4)
October 13, 2022 Reframing Stage Fright (pt3)
October 12, 2022 Reframing Stage Fright (pt2)
October 11, 2022 Reframing Stage Fright
October 10, 2022 Dreams Of The Soloist
October 9, 2022 Ditcherville #116 - My Confidence Problem
October 8, 2022 Reading Minds For Fun And Profit
October 7, 2022 Business Games
October 6, 2022 “What do you recommend putting for your LinkedIn headline?” and more…
October 5, 2022 Integrity
October 4, 2022 Success story from reader Noel Rivas Cárdenas
October 3, 2022 Registration is open for 5-Day Podcast Challenge
October 2, 2022 Ditcherville #115 - It’s impossible to measure value!
October 1, 2022 The science behind asymmetric intimacy
September 30, 2022 Asymmetric Intimacy
September 29, 2022 Success story from reader Dr Genevieve Hayes
September 28, 2022 Subscription Model Inspiration
September 27, 2022 Paul Swail - Getting Paid To Uncover Value With Roadmapping Engagements
September 26, 2022 Fighting The Busy-ness Monster
September 25, 2022 Ditcherville #114 - I’d miss out on too many opportunities!
September 24, 2022 Retainer Survey (Do Not Google!)
September 23, 2022 Success story from reader Dominic Whittle
September 22, 2022 “Does it make sense to pick a niche if my services would be the same for anyone?” and more…
September 21, 2022 How to Ditch Hourly Billing (red wine edition)
September 20, 2022 Dre Beltrami - Shut Up And Listen
September 19, 2022 Hiring Employees Is Not The Holy Grail
September 18, 2022 Ditcherville #113 - Will we get a written report?
September 17, 2022 RD2A: A Four-Stage Productivity Cycle
September 17, 2022 The Magic Pill
September 15, 2022 4 Ways To Scale Your Business Without Hiring Employees
September 14, 2022 Productivity Defined
September 13, 2022 Mini Mees
September 12, 2022 Making Email Work For You
September 11, 2022 Ditcherville #112 - I have no idea where to find clients!
September 10, 2022 What’s Your Promise?
September 9, 2022 Going “Alone”
September 8, 2022 “How do you decide when to raise prices?” and more…
September 7, 2022 3 Ways To Scare Up New Business Right Now
September 6, 2022 Jason Resnick - Masterclass In Pragmatic Email Automation
September 5, 2022 Clients For Life?
September 4, 2022 Ditcherville #111 - How do I make a million dollars?
September 3, 2022 Revenue vs Profit for Solopreneurs
September 2, 2022 10 Ways To Package Your Expertise
September 1, 2022 Doing vs Knowing
August 31, 2022 30 Minutes Or Less
August 30, 2022 Why Bother Offering Guarantees?
August 29, 2022 Leveraging Your IP with Erin Austin
August 28, 2022 Ditcherville #110 - You should hire me to do your SEO!
August 27, 2022 Race To Zero Defined
August 26, 2022 Final Sale Feedback
August 25, 2022 “How should I pick a niche?” and more…
August 24, 2022 What To Talk About
August 23, 2022 Reverse Interview with Peter Mobley of Geogram
August 22, 2022 What Are The Odds Of Success As An Authority?
August 21, 2022 Ditcherville #109 - Are you good at what you do?
August 20, 2022 How NOT To Write A Project Proposal (pt3)
August 19, 2022 How NOT To Write A Project Proposal (pt2)
August 18, 2022 How NOT to write a project proposal
August 17, 2022 The Trick To Writing Good Proposals
August 16, 2022 Benefits vs Deliverables
August 15, 2022 Why Editing = Thinking
August 14, 2022 Ditcherville #108 - An honest day’s work for an honest day’s pay!
August 13, 2022 What if The Why Conversation doesn’t work?
August 12, 2022 When is value pricing a bad idea?
August 11, 2022 “How do I value price services that don’t provide any financial ROI?” and more…
August 10, 2022 Cut-Throat Lemonade
August 9, 2022 I have no idea!
August 8, 2022 You “Should” Listen To This Episode
August 7, 2022 Ditcherville #107 - I can get you a million likes!
August 6, 2022 Success story from reader Kamran Ayub
August 5, 2022 The Orientation Spectrum
August 4, 2022 How To Beat Your Competition
August 3, 2022 Barbies
August 2, 2022 Final Sale
August 1, 2022 Working Out Your Business Model
July 31, 2022 Ditcherville #106 - What’s the project status?
July 30, 2022 Honest Money? (pt 2)
July 29, 2022 Honest Money?
July 28, 2022 “How do I raise my fees for existing retainer clients?” and more…
July 27, 2022 Guaranteeing Outcomes
July 26, 2022 Michael Lynch - I Regret My $46k Website Redesign
July 25, 2022 Your Summer 20
July 24, 2022 Ditcherville #105 - Can you give me a quote to redesign my website?
July 23, 2022 Cost Increases
July 22, 2022 Yes. Yes, it was.
July 21, 2022 Regret vs Delight
July 20, 2022 Reader question from Hanno Braun re writing and speaking
July 19, 2022 Success story from reader David Pokorny
July 18, 2022 When Your Partner Is Not On The Same Page
July 17, 2022 Ditcherville #104 - I’ve been trying to hire for a year!
July 16, 2022 Employee Mindset
July 15, 2022 Generalists vs Specialists: Music Edition
July 14, 2022 “How do I know when a value priced software project is done so I can start a new one?” and more…
July 13, 2022 Success story from reader Aaron Gonzalez
July 12, 2022 Fancy Dams
July 11, 2022 Clients Are Not Your Boss
July 10, 2022 Ditcherville #103 - They jumped at the top option!
July 9, 2022 Japanese Maple
July 8, 2022 Success story from reader Jonathan Hall re asymmetric intimacy
July 7, 2022 What if your ideal buyers totally trusted you before you even met?
July 6, 2022 Have you been in “planning mode” a year+?
July 5, 2022 Spending Attention
July 4, 2022 How To Conference
July 3, 2022 Ditcherville #102 - Why aren’t people buying?!
July 2, 2022 Mind The Gap
July 1, 2022 Keyboard Smashing Fury
June 30, 2022 “How do I control scope on a monthly retainer where I am doing implementation?” and more…
June 29, 2022 Chose Your Own Adventure
June 28, 2022 Joel Clermont - From Hourly Billing Agency Owner to Value Pricing Soloist
June 27, 2022 The Economy: What To Do Now
June 26, 2022 Ditcherville #101 - What if Amazon priced like freelancers do?
June 25, 2022 The Crux Of Positioning
June 24, 2022 How to Ditch Hourly Billing as a Small Firm Architect
June 23, 2022 Every Day Feedback
June 22, 2022 Every Day
June 21, 2022 Knowledge vs Understanding
June 20, 2022 How To Conduct A “Listening Tour”
June 19, 2022 Ditcherville #100 - Arbitrary Number
June 18, 2022 Freelance Groceries
June 17, 2022 Selling Time vs Selling Results
June 16, 2022 “Are startups harder to sell advisory work to than more established companies?” and more…
June 15, 2022 Desirable Results
June 14, 2022 Buying Time
June 13, 2022 Dealing With Critics
June 12, 2022 Ditcherville #99 - How much will it be for the website?
June 11, 2022 Overhead
June 10, 2022 Rush Delivery Quiz
June 9, 2022 Success story from Geraldine Carter
June 8, 2022 Business Health Self-Check
June 7, 2022 Podcast Shopping List
June 6, 2022 How We Roll
June 5, 2022 Ditcherville #98 - Spring Forward
June 4, 2022 Tree Fall
June 3, 2022 Success story from reader Ben Schmucker
June 2, 2022 “What should I do if my buyer unexpectedly goes on leave before approving my proposal?” and more…
June 1, 2022 Success story from reader Alexander Lapa
May 31, 2022 How much?
May 30, 2022 Why You Want To Create First
May 29, 2022 Ditcherville #97 - What’s really so bad about hourly billing?
May 28, 2022 Your Super Power
May 27, 2022 Success story from reader D.L. Watson
May 26, 2022 Reader question re: How many deliverables do you include in your proposals?
May 25, 2022 Kevin Freidberg - Adapting The Why Conversation
May 24, 2022 Social Media Opt Outers
May 23, 2022 Using Today’s Profits For Tomorrow’s Legacy with Erica Goode
May 22, 2022 Ditcherville #96 - We can just use Salesforce!
May 21, 2022 Waiting Room
May 20, 2022 Hourly Billing is Nuts (with Jonathan Stark)
May 19, 2022 “How did you transition from development to consulting to coaching?” and more…
May 18, 2022 Success story from Nick
May 17, 2022 Measuring Beauty
May 16, 2022 Is Hourly Billing REALLY Nuts?
May 15, 2022 Ditcherville #95 - Can I get a website designed and built for $1000?
May 14, 2022 Involuntary Thoughts
May 13, 2022 Train Of Thought
May 12, 2022 Exposure
May 11, 2022 Success story from reader Alex Marcus
May 10, 2022 Coaching Call with UX Writer Merav Levkowitz
May 9, 2022 Financial Checkup Time
May 8, 2022 Ditcherville #94 - What’s a fair price for a website?
May 7, 2022 Price Tags
May 6, 2022 Acceptable Or Not
May 5, 2022 “How can I explain the benefit of paid discovery projects to new clients?” and more…
May 4, 2022 Are you stuck in “planning” mode?
May 3, 2022 Alex Hillman - Paid Project Discovery
May 2, 2022 Building Your Best Course
May 1, 2022 Ditcherville #93 - What’s really so great about not billing hourly?
April 30, 2022 Value Pricing Labor
April 29, 2022 Why Hourly Billing Is Nuts! with Jonathan Stark
April 28, 2022 Value Pricing Is NOT A Trick
April 27, 2022 What’s Your Promise?
April 26, 2022 Success story from reader Mark Treichel
April 25, 2022 Are You Overdelivering?
April 24, 2022 Ditcherville #92 - How many revisions do we get?
April 23, 2022 Finding Your Sun
April 22, 2022 Solar System Content Model
April 21, 2022 “How do I prove my value to clients?” and more…
April 20, 2022 Punk Marketing
April 19, 2022 That’s a great value!
April 18, 2022 Bad Grammar—Should You Bend The Rules?
April 17, 2022 Ditcherville #91 - How did you get so successful?
April 16, 2022 Success story from reader Danielle Meadows-Stinnett
April 15, 2022 Success story from reader Ben Berry
April 14, 2022 SEO is irrelevant
April 13, 2022 To send or not to send...
April 12, 2022 Project Options
April 11, 2022 When It’s Time To Un-Stick Yourself
April 10, 2022 Ditcherville #90 - I need you to send me a proposal for an app!
April 9, 2022 Why don’t you do hourly billing? (devil’s advocate reply)
April 8, 2022 Success story from reader Giselle Hudson
April 7, 2022 “What can I do if I over commit to client work?” and more…
April 6, 2022 Success story from reader “Fred F”
April 5, 2022 Coaching Call with “JavaScript-in-FileMaker” expert Jeremy Brown
April 4, 2022 When Your Book Is Last
April 3, 2022 Ditcherville #89 - My client is furious!
April 2, 2022 Bad Grammar
April 1, 2022 Kids, man
March 31, 2022 The Opposite Of Smart
March 30, 2022 Success story from reader Scott Brenner
March 29, 2022 Why don’t you do hourly billing?
March 28, 2022 Get Different with Mike Michalowicz
March 27, 2022 Ditcherville #88 - UX is important!
March 26, 2022 Endangered Species
March 25, 2022 Unique And Desirable
March 24, 2022 “How long does it take to go from zero to $250k with a solo authority business?” and more…
March 23, 2022 Want to start selling advisory services?
March 22, 2022 You are in control
March 21, 2022 Ask Us Anything 5
March 20, 2022 Ditcherville #87 - I can’t give you a fixed price!
March 19, 2022 3 Simple Systems
March 18, 2022 How to find time to work ON your business
March 17, 2022 The Hourly Systems Dilemma
March 16, 2022 Your Real Job
March 15, 2022 Mayonnaise
March 14, 2022 The Dark Side Of Referrals
March 13, 2022 Ditcherville #86 - Niching down doesn’t make sense!
March 12, 2022 Ideal Buyers
March 11, 2022 Success story from reader Justin Martin
March 10, 2022 “Is it fair to sell an advisory retainer to a new client for less than an existing client is paying?” and more…
March 9, 2022 Straps vs Staples
March 8, 2022 David C. Baker - The 5 Things That Happen Right After You Specialize
March 7, 2022 Does Appearance Matter?
March 6, 2022 Ditcherville #85 - I’ve been honing my craft for years!
March 5, 2022 How to uncover what benefits your clients REALLY want
March 4, 2022 Why you MUST include benefits in your proposals
March 3, 2022 Business benefits defined (with examples)
March 2, 2022 Reader question from Raf L re business benefits in project proposals
March 1, 2022 Rick Finkelstein - The Heavy Metal Lawyer
February 28, 2022 Time ≠ Money
February 27, 2022 Ditcherville #84 - How do I convince my clients that branding has value?
February 26, 2022 Two Kinds Of Want
February 25, 2022 Unconvinced
February 24, 2022 “Should I post prices on my website?” and more…
February 23, 2022 Dollars vs Difference
February 22, 2022 Coaching Call with Trading Card Creator Colyn Brown
February 21, 2022 Why You Don’t Have Imposter Syndrome
February 20, 2022 Ditcherville #83 - And not a penny more!
February 19, 2022 When should you start value pricing?
February 18, 2022 The Four Questions Pt 2
February 17, 2022 The Four Questions
February 16, 2022 Japanese or English?
February 15, 2022 Digby Leigh - Alternative Fee Arrangements for the Legal Industry
February 14, 2022 Trusting Your Voice
February 13, 2022 Ditcherville #82 - Can you believe Amazon raised the price for Prime?!
February 12, 2022 Why Hustling Doesn’t Work
February 11, 2022 Why don’t clients value my expertise?
February 10, 2022 “How to I keep scope creep within reason on a value priced project?” and more…
February 9, 2022 Value pricing won’t increase your income, if...
February 8, 2022 Coaching Call with Equity-Driven Design Strategist Lucy Flores
February 7, 2022 Breaking Rules
February 6, 2022 Ditcherville #81 - Our website is down and it’s Black Friday!
February 5, 2022 My Daily Email Process
February 4, 2022 Reader question re: 5-Page Proposal Template for videographers
February 3, 2022 Comedy vs Combat
February 2, 2022 Ballparks?
February 1, 2022 Ton Dobbe - The “Broken” Triangle
January 31, 2022 Profit With Purpose
January 30, 2022 Ditcherville #80 - I’ll never get around to reading it
January 29, 2022 Repetition
January 28, 2022 Pricing Model for SEO & Web Designers
January 27, 2022 “Can a soloist really make seven-figures?” and more…
January 26, 2022 Web3?
January 25, 2022 Paul Klein - The Three Pillars of Revenue
January 24, 2022 Experimenting for Fun and Profit
January 23, 2022 Ditcherville #79 - We need to start meeting weekly
January 22, 2022 Improvisation vs Routine
January 21, 2022 Success story from reader John Holcroft
January 20, 2022 The Courage of Ditching Hourly Billing
January 19, 2022 What’s the difference between a HUGE problem and an EXPENSIVE problem?
January 18, 2022 Coaching Call with Java Developer Alice B.
January 17, 2022 Systems Gravitational Pull
January 16, 2022 Ditcherville #78 - Global Warming
January 15, 2022 Listening For Dollars
January 14, 2022 How could increasing your productivity be a bad thing?
January 13, 2022 “How do you value price an outcome that can’t be measured in dollars?” and more…
January 12, 2022 Would you rather make $500K or $5M?
January 11, 2022 Coaching Call with Business Appraiser Charlie Stanton
January 10, 2022 Kicking Off 2022
January 9, 2022 Ditcherville #77 - What is cryptocurrency?
January 8, 2022 Money is never enough
January 7, 2022 How much is enough?
January 6, 2022 Hoarding Batteries
January 5, 2022 Money Is Storage
January 4, 2022 Paul Boag - Helping People For Free At Scale
January 3, 2022 Systems, Habits and Creating Time
January 2, 2022 Ditcherville #76 - I don’t want to host the new app in the cloud!
January 1, 2022 Happy New Year!
December 31, 2021 Starry Night
December 30, 2021 “How do I balance the relationships when an agency brings me to work directly with a client?” and more…
December 29, 2021 Will this be your million dollar year?
December 28, 2021 Reader question from Sebastian Wolf re primary stakeholders
December 27, 2021 Success story from reader Lisa Barfield
December 26, 2021 Would You Rather
December 25, 2021 What made you think of that?
December 24, 2021 Success story from reader Brian Byrne
December 23, 2021 The Gift Riddle
December 22, 2021 The Hidden Side Of The Art Market
December 21, 2021 You don’t sell a commodity, so don’t act like you do
December 20, 2021 Sam Shepler - Productized Testimonials
December 19, 2021 Ditcherville #75 - We need to move our website!
December 18, 2021 Unique And Desirable
December 17, 2021 Remembering To Look
December 16, 2021 “Should I use my name or a product name for my website domain?” and more…
December 15, 2021 ’Tis The Season
December 14, 2021 Success story from reader Chris Kennedy
December 13, 2021 Predictions for 2022
December 12, 2021 Ditcherville #74 - Can’t you just throw something together?
December 11, 2021 Why are you playing?
December 10, 2021 “Should I use ‘Starting at $X’ pricing on my website?” and more…
December 9, 2021 Why not both?
December 8, 2021 Tips for Cold Emails
December 7, 2021 Ryan Berman - Courage Is Your Competitive Advantage
December 6, 2021 Selling Results
December 5, 2021 Ditcherville #73 - I also do...
December 4, 2021 Success story from reader Jonathan Hall
December 3, 2021 What if English isn’t my native language?
December 2, 2021 Stop “planning” and launch it already
December 1, 2021 The science behind asymmetric intimacy
November 30, 2021 Swizec Teller - The Employed Consultant
November 29, 2021 Productized Services
November 28, 2021 Ditcherville #72 - When will you know?
November 27, 2021 The Gold Standard
November 26, 2021 The Stench of Desperation
November 25, 2021 Sewer Pipe vs Roots
November 24, 2021 Do you trust me?
November 23, 2021 The Self-Made Expert
November 22, 2021 Overcoming Set Points and Plateaus
November 21, 2021 Ditcherville #71 - Beautiful Garbage
November 20, 2021 Proof that writing is worthless?
November 19, 2021 Getting Good at This Skill Will Change Everything
November 18, 2021 “What should I do to generate leads while doing client work 40 hour per week?” and more…
November 17, 2021 Have you seen my keys?
November 16, 2021 Blair Enns - Productized Services
November 15, 2021 Book Publishing Listener Q&A
November 14, 2021 Ditcherville #70 - Can I bounce a business idea off of you?
November 13, 2021 Me Monster
November 12, 2021 The $600,000 Mistake
November 11, 2021 Failure
November 10, 2021 Vocab Lesson
November 9, 2021 Zooming
November 8, 2021 The Authority Code
November 7, 2021 Ditcherville #69 - This codebase is complete garbage!
November 6, 2021 Proof Of Subjectivity
November 5, 2021 What’s in a name?
November 4, 2021 “How should I decide which geographic markets to target?” and more…
November 3, 2021 Connecting The Dots
November 2, 2021 Maybe...?
November 1, 2021 Profit Matters
October 31, 2021 Ditcherville #68 - Can you send me a breakdown of your costs?
October 30, 2021 Full-timer vs Freelancer
October 29, 2021 Coaching Call with Architect Carl Maxey
October 28, 2021 Playing It Safe
October 27, 2021 Divas
October 26, 2021 Professionalism
October 25, 2021 Feeling on the Left Side of the Brain
October 24, 2021 Ditcherville #67 - We’re not competitors
October 23, 2021 The Leather Jacket Story
October 22, 2021 Her Right Rear Tire, Part 2
October 21, 2021 “How should I package, price, and promote an online training course?” and more…
October 20, 2021 People like us want things like this
October 19, 2021 How much is a nickel worth?
October 18, 2021 Designing Your Authority Circle
October 17, 2021 Ditcherville #66 - Here’s your final invoice!
October 16, 2021 Joe Jacobi on Bigger Waves
October 15, 2021 Keeping Score
October 14, 2021 Playing Better Games
October 13, 2021 Justin Jackson - Catching Bigger Waves
October 12, 2021 Sales Meeting = Sample Engagement
October 11, 2021 A Very Good Sign
October 10, 2021 Ditcherville #65 - How’d you beat all your competitors?
October 9, 2021 The Rules Are Fair
October 8, 2021 The Game Of Business
October 7, 2021 “Should I track my hours to make sure my value priced projects are profitable?” and more…
October 6, 2021 Thinking Big
October 5, 2021 Coaching Call with Design Thinking Consultant Hannah Berson
October 4, 2021 Guest Highlights From 200 Episodes
October 3, 2021 Ditcherville #64 - $50,000 for a blueprint?!
October 3, 2021 Implementing Value Pricing
October 1, 2021 Understanding Value Pricing, pt2
September 30, 2021 Understanding Value Pricing
September 29, 2021 “Can you pretend to take longer?”
September 29, 2021 Coaching Call with David Thorp
September 28, 2021 Success story from reader Bob Stevens
September 27, 2021 Eliminating Friction
September 26, 2021 Ditcherville #63 - You could bring in more money!
September 25, 2021 Her Right Rear Tire
September 24, 2021 Coaching Call with Software Architect George Stocker
September 23, 2021 “What should I do with old testimonials from clients that are not in my new target market?” and more…
September 22, 2021 Freak Out
September 22, 2021 Are you working on a sci-fi business book?
September 20, 2021 Setting Your Own Agenda
September 19, 2021 Coaching Call with THE Mason Bayne
September 19, 2021 Ditcherville #62 - Someone ripped off your website!
September 17, 2021 Getting started with positioning
September 16, 2021 The Game Game
September 15, 2021 Growth Metrics
September 14, 2021 Wipeout
September 13, 2021 Are You Feeling Lucky?
September 12, 2021 Ditcherville #61 - Have you ever priced anything?
September 12, 2021 Getting what you want
September 10, 2021 3 Ways to Drum Up Business FAST
September 9, 2021 “How should a sales-averse solopreneur approach end-of-year business development?” and more…
September 8, 2021 Does value pricing work for...?
September 7, 2021 Coaching Call with Health Coach Jihane Farrell
September 6, 2021 Making Your Email Newsletters Relatable with John Dick
September 5, 2021 Ditcherville #60 - You’re not pricing
September 4, 2021 Base Assumptions
September 3, 2021 Stop billing, start pricing
September 2, 2021 Hourly Leverage
September 1, 2021 Revenue vs Profit
August 31, 2021 Coaching Call with Pilates Instructor Karrie Grinter
August 30, 2021 Zero To One
August 29, 2021 Ditcherville #59 - How do I get better SEO?
August 28, 2021 Success story from reader Michelle Guerra
August 27, 2021 Everybody always wants something
August 26, 2021 “How do I ditch hourly billing if I really want to work with government and higher ed?” and more…
August 25, 2021 Can newbies value price?
August 24, 2021 Carl Richards - Making Stuff On Purpose
August 24, 2021 Patience, Grasshopper
August 23, 2021 Monetizing Your Positioning
August 22, 2021 Ditcherville #58 - I just sent out an estimate!
August 20, 2021 Nothing Is Free
August 19, 2021 Untold Misery
August 18, 2021 Positioning and pricing go hand in hand
August 17, 2021 Pricing and Billing 101, with Jonathan Stark
August 16, 2021 Patterns Of Authority
August 15, 2021 Ditcherville #57 - Why don’t you have any employees?
August 14, 2021 The Service Business
August 13, 2021 You Are Surrounded
August 12, 2021 “How can I bring ghosted proposals back from the dead?” and more…
August 11, 2021 Reader feedback re cogs and keys
August 10, 2021 Success story from reader Ilie Pandia
August 9, 2021 Do You Need An Exit Plan?
August 8, 2021 Ditcherville #56 - I have to talk to them!
August 7, 2021 More Money
August 6, 2021 Market Value
August 5, 2021 Hit Subscribe Prep Q&A
August 4, 2021 How do you price maintenance?
August 3, 2021 The Wrong Clients
August 2, 2021 The Post-COVID Reckoning
August 1, 2021 Ditcherville #55 - No.
July 31, 2021 Where is the value?
July 30, 2021 Strictly speaking...
July 29, 2021 “What can I do when a prospect goes dark after I sent a proposal?” and more…
July 28, 2021 Success story from reader Gwen Ong
July 27, 2021 Dre Beltrami - No BS Branding
July 26, 2021 Reader feedback re Superhero
July 26, 2021 Avoiding An Expiration Date
July 25, 2021 Ditcherville #54 - I’m in big trouble!
July 24, 2021 Superhero
July 22, 2021 Baking a Productivity Cake with Carol Williams
July 21, 2021 The Gartner Hype Cycle
July 20, 2021 Junior to Senior
July 19, 2021 Addicted To Being Busy
July 18, 2021 Ditcherville #53 - I need you to drop everything!
July 17, 2021 Shelf Life
July 16, 2021 Signal vs Noise
July 15, 2021 “What do you do when a 100% up-front project gets canceled halfway through?” and more…
July 14, 2021 Credible vs Acceptable
July 13, 2021 Housekeeping
July 12, 2021 Engineering Confidence
July 11, 2021 Ditcherville #52 - What should I do?
July 10, 2021 Ball Droppers
July 10, 2021 Promise Less
July 10, 2021 How To Make People Trust You
July 10, 2021 How To Become A Billionaire
July 9, 2021 Credible Claims
July 7, 2021 500% Satisfied
July 7, 2021 Your replies to the $1k Phone Call challenge
July 5, 2021 Battling Invisible Risk
July 4, 2021 Ditcherville #51 - TGIF!
July 3, 2021 Confidence is overrated
July 2, 2021 Reader question about value pricing, post-delivery requests, and business outcomes
July 1, 2021 “What sorts of custom projects can I value price?” and more…
June 30, 2021 $1k Phone Call
June 29, 2021 Ditching the Billable Hour w/ Jonathan Stark
June 28, 2021 Everything You Ever Wanted To Know About Retainers (But Were Afraid To Ask!)
June 27, 2021 Ditcherville #50 - How can I make more money on Upwork?
June 26, 2021 Success story from reader Nick Poe
June 25, 2021 Take a number
June 24, 2021 Fear vs Risk
June 23, 2021 The Expertise Fork
June 21, 2021 Ask Us Anything 4
June 21, 2021 People are the problem
June 20, 2021 Ditcherville #49 - Everything is falling apart!
June 19, 2021 But what about changes?
June 17, 2021 “Should I still ask for 100% up-front on projects over $100k?” and more...
June 16, 2021 Success story from reader Matthew Crews
June 16, 2021 Goals vs Side-effects
June 15, 2021 Reader question from Franz Sauerstein
June 14, 2021 When To Negotiate
June 13, 2021 Ditcherville #48 - Ten bucks for draft beer?!
June 12, 2021 Outrageous Prices, MORE reader feedback
June 12, 2021 Outrageous Prices, reader feedback
June 12, 2021 Outrageous Prices
June 10, 2021 Screw Guns Redux
June 8, 2021 Screw Guns
June 7, 2021 Improv For Authorities
June 6, 2021 Ditcherville #47 - Why not triple it?
June 6, 2021 The Subjectivity Of Luxury
June 5, 2021 How to Become THE Recognized Authority with Jonathan Stark
June 3, 2021 “What should I tell my retainer clients when I go on vacation?” and more…
June 2, 2021 What’s your hourly rate? (email edition)
June 1, 2021 Getting The Best Answers
June 1, 2021 Success story from reader Michael Coutts’ nephew
May 30, 2021 Ditcherville #46 - I’ve been doing calligraphy for ten years!
May 29, 2021 Nine Seconds
May 27, 2021 Hourly Billing vs Specialization
May 27, 2021 The Quiet Landscaper
May 27, 2021 What if you had no competition?
May 26, 2021 Writing vs Rewriting
May 25, 2021 Shooting in the dark
May 24, 2021 Finding Your (Authority) Voice
May 23, 2021 Ditcherville #45 - Why would you search for that?
May 21, 2021 Reader question from Bobby Jones re value pricing educational programs
May 21, 2021 Reader question from Chris Scott re how to attract better clients
May 20, 2021 “How do I manage a client who constantly changes their requirements?” and more...
May 19, 2021 Normos vs Weirdos
May 17, 2021 Bootstrapping A New Offering
May 16, 2021 Ditcherville #44 - My new client asked for a discount!
May 15, 2021 There Are Lots Of Ways To Price
May 14, 2021 Take A Stand
May 14, 2021 Value Based Pricing with Jonathan Stark
May 12, 2021 Perfectionism vs Idealism
May 10, 2021 “How do you find the time for marketing?”
May 10, 2021 Ask Us Anything 3
May 9, 2021 Ditcherville #43 - Have you ever needed exact change?
May 8, 2021 With hourly billing...
May 7, 2021 Positioning teardown request from reader Alexander Fridman
May 6, 2021 “How should I disengage from a needy client?” and more...
May 5, 2021 Are non-profits a good niche? (reader feedback)
May 4, 2021 Are non-profits a good niche?
May 3, 2021 Escaping Execution
May 2, 2021 Ditcherville #42 - I’ve only got two minutes!
May 1, 2021 Success story from reader Michael Noyola
April 29, 2021 Product Ladder Roundup
April 29, 2021 The customer is always right, but only half the time
April 26, 2021 3 Tactics To Beat Procrastination
April 25, 2021 Success story from reader Mike Wolfe
April 25, 2021 Ditcherville #41 - We’re willing to consider letting you apply!
April 23, 2021 “People that think in hours, think in hours.”
April 22, 2021 What are you going to do today?
April 22, 2021 “How would you structure and price an emergency assistance engagement?” and more...
April 21, 2021 Reader question re: small support requests
April 20, 2021 What To Do Before Building A SaaS
April 19, 2021 Why We Still Need To Sell
April 18, 2021 Ditcherville #40 - We haven’t got much budget for this...
April 16, 2021 Reader question from Christopher Gaines re Need vs Want
April 16, 2021 Reader question from David Dickson re Maps and Compasses
April 16, 2021 Success story (and reader question) from Andrew Potter
April 14, 2021 Two Levers: Price & Value
April 13, 2021 Arbitrary Deadlines
April 12, 2021 Win-win doesn’t mean compromise
April 12, 2021 Selling At The Intersection
April 11, 2021 Ditcherville #39 - I love your email list!
April 10, 2021 Pro tip for content creators
April 8, 2021 “How do I build an email list from literally nothing?” and more...
April 7, 2021 Scarce doesn’t mean valuable
April 7, 2021 Michael Zipursky on the Future of Consulting
April 6, 2021 Keeping Your Edge
April 5, 2021 Hard doesn’t mean expensive
April 4, 2021 Ditcherville #38 - We can’t wait to get started!
April 2, 2021 Easy doesn’t mean cheap
April 1, 2021 Kids, man
April 1, 2021 Reader question from Michael Spangler about positioning
March 29, 2021 When To System-atize
March 28, 2021 How to make a difference
March 28, 2021 Ditcherville #37 - What’s your secret to success?
March 27, 2021 Two Factor Risk Mitigation
March 26, 2021 Risk vs Reward
March 25, 2021 Deep Dive: Guide To Freelancing — with Jonathan Stark
March 25, 2021 “Should I use my personal name or a company name for my business?” and more...
March 24, 2021 Don’t believe in yourself
March 22, 2021 Taking Risks
March 21, 2021 Ditcherville #36 - Give fixed prices? Are you crazy?!
March 20, 2021 Reader question about performance-based fees
March 20, 2021 Success story from reader Murillo Zerbinatto
March 18, 2021 Proposal-palooza
March 17, 2021 Success story from reader Melissa Connolly
March 16, 2021 Best practices are not enough
March 16, 2021 Why not ask for 100%?
March 15, 2021 Exploring Failure
March 14, 2021 Ditcherville #35 - How long did you think it would take?
March 13, 2021 Reader question from Jimmy Ekisa about positioning
March 13, 2021 Success story from reader Jan Brady
March 11, 2021 “How do I maximize profit quickly?” and more...
March 10, 2021 Kyle Miller - From Zero To Life-Changing SaaS Exit
March 10, 2021 Success story from reader Kat Wallace Knowles
March 9, 2021 Marketing vs Selling
March 7, 2021 Ditcherville #34 - Should I write a book or start a podcast?
March 7, 2021 My Theory Of Value
March 6, 2021 REPLAY: How To Write Better Proposals
March 3, 2021 Free webinar tomorrow: How To Write Better Proposals
March 2, 2021 Funding the mission and why marketing can drive us mad
March 1, 2021 Tweaking Your Business Model
February 28, 2021 Ditcherville #33 - How do I find the time?
February 27, 2021 Zinc for sale!
February 27, 2021 How much is a tank of gas worth?
February 26, 2021 Is Architecture Valuable?
February 25, 2021 “What steps should I take to get a new business off the ground in three months?” and more...
February 23, 2021 Success story from reader Keith Devon
February 22, 2021 Humane Email Automation with Jason Resnick
February 21, 2021 Ditcherville #32 - I know I should pick a niche, but...
February 21, 2021 $10,000 for a cake?
February 19, 2021 Self-Diagnoses and Hammer Blindness
February 19, 2021 Problems vs Solutions
February 18, 2021 Digby Leigh - Frank Fees for Law Firms
February 16, 2021 What is an expensive problem?
February 15, 2021 Four Authority Engagement Models
February 14, 2021 Ditcherville #31 - I’d love to start quoting fixed prices!
February 13, 2021 Q&A Hijack
February 13, 2021 Where to?
February 11, 2021 What they want you to DO is not what they WANT
February 11, 2021 “How can I produce content on a regular basis without compromising quality?” and more...
February 9, 2021 Blair Enns - What Is Strategy?
February 8, 2021 When YOU Are The Client
February 7, 2021 Ditcherville #30 - You should hire me to redo your website!
February 7, 2021 What they WANT
February 6, 2021 Money is fuel
February 4, 2021 Marketing and innovation for small businesses
February 4, 2021 You are Apple
February 3, 2021 The Purpose of a Business
February 1, 2021 Selling Transformation
January 31, 2021 Ditcherville #29 - I’ll never get that through accounting!
January 30, 2021 Thoughts on your replies to “What is the purpose of a business?”
January 29, 2021 Mailbag re “What is the purpose of a business?”
January 28, 2021 “How much time should I spend on prospecting vs client work?” and more...
January 27, 2021 What’s the purpose?
January 25, 2021 Marketing Mindset
January 24, 2021 Ditcherville #28 - I just want to focus on my work!
January 22, 2021 More vs Better
January 21, 2021 Yet another reader follow-up: “What exactly is a monthly retainer?”
January 21, 2021 Another reader follow-up: “What exactly is a monthly retainer?”
January 21, 2021 Reader follow-up: “What exactly is a monthly retainer?”
January 19, 2021 Reader question: “What if my employees WANT to track their time?” PART 3
January 19, 2021 Reader question: “What exactly is a monthly retainer?”
January 18, 2021 Email Challenge 2021
January 17, 2021 Ditcherville #27 - I’m working constantly but I never get ahead!
January 16, 2021 Tripp Lanier - Getting Dangerous
January 15, 2021 Reader question: “What if my employees WANT to track their time?” PART 2
January 14, 2021 “How should I handle incoming email leads WITHOUT talking to them on the phone?” and more...
January 13, 2021 Reader question: “What if my employees WANT to track their time?”
January 12, 2021 John Warrillow - The Art of Selling Your Business
January 11, 2021 Distraction vs. Opportunity
January 10, 2021 Ditcherville #26 - How do I make more money?
January 9, 2021 Reader question: “What should I do with great leads that I don’t have time for?”
January 8, 2021 Success story from reader Geraldine Carter
January 6, 2021 Tritone Chord Substitutions
January 5, 2021 Email by a mile
January 4, 2021 Passion Is A Story
January 3, 2021 Ditcherville #25 - Who should I bill for the hour?
January 2, 2021 The Cognitive Dissonance of Hourly Billing
January 2, 2021 Hourly billing is the enemy of leverage
December 31, 2020 “How should I value price a brand new idea?” and more...
December 30, 2020 Heavier Food Tastes Worse
December 30, 2020 Erik Dietrich - 3 Steps To Improving Your Search Rankings
December 28, 2020 Book Reco: negotiation skills
December 27, 2020 Ditcherville #24 - How much does it cost to build a website?
December 27, 2020 Half Questions
December 25, 2020 Competitors vs Clients
December 24, 2020 What work is
December 23, 2020 The Gift Riddle
December 23, 2020 The Great Depression
December 21, 2020 Map, compass, guide
December 20, 2020 Ditcherville #23 - We need to track your hours!
December 19, 2020 Clients aren’t stupid
December 19, 2020 Disposable
December 17, 2020 “What should I do when The Why Conversation isn’t working?” and more...
December 17, 2020 Why isn’t air expensive?
December 16, 2020 Playing with prices
December 14, 2020 The Passion Economy with Adam Davidson
December 13, 2020 Ditcherville #22 - I just splurged on a top-of-the-line computer rig!
December 12, 2020 Copycats
December 11, 2020 Stop “planning” and launch it already
December 10, 2020 The science behind asymmetric intimacy
December 10, 2020 What if your leads totally trusted you before you even met?
December 8, 2020 Can I pick your brain?
December 8, 2020 How To Go From Surviving To Thriving As A Freelancer
December 7, 2020 The Art of Gathering by Priya Parker
December 6, 2020 Ditcherville #21 - My time is valuable!
December 6, 2020 Rich vs happy
December 4, 2020 Mutually Exclusive Platitudes
December 3, 2020 “Should I position my service as a necessity or a luxury?” and more...
December 3, 2020 What do you trust?
December 1, 2020 Wanting vs Asking
November 30, 2020 Wrestling With Procrastination
November 29, 2020 Ditcherville #20 - I don’t know what to do!
November 28, 2020 Christmas Lights
November 28, 2020 Sell stuff people want
November 27, 2020 FREE STUFF FRIDAY
November 25, 2020 Beautiful Daydream
November 23, 2020 Chasing Cars
November 23, 2020 Consulting Success with Michael Zipursky
November 22, 2020 The big difference between want and need
November 22, 2020 Ditcherville #19 - But that’s just a made up number!
November 21, 2020 Book Reco: The Ultimate Sales Letter by Dan Kennedy
November 20, 2020 What is a product ladder?
November 19, 2020 “How can I test new messaging without updating my website a million times?” and more...
November 18, 2020 Knowers vs Doers
November 17, 2020 Dreaming Big with Carrie Locklyn
November 15, 2020 Set for life?
November 15, 2020 Ditcherville #18 - How did you calculate your price?
November 14, 2020 Does work have to be hard?
November 13, 2020 Labor Is Expensive
November 11, 2020 Pick one (redux)
November 11, 2020 Using Power To Build Your Authority
November 10, 2020 Pick one
November 9, 2020 How do I pick a profitable target market?
November 8, 2020 Ditcherville #17 - My business is finally growing!
November 7, 2020 Open Secret
November 6, 2020 FYI - YouTube Livestreams
November 5, 2020 “How do I balance cost vs quality on a fixed price engagement?” and more...
November 5, 2020 What’s your point?
November 3, 2020 Systems Create Profit
November 2, 2020 Ask Us Anything II
November 1, 2020 Ditcherville #16 - How do I get better clients?
November 1, 2020 Plenty of fish
October 30, 2020 Expensive Problems are 3D
October 29, 2020 Website anti-patterns
October 28, 2020 Is your positioning specific enough?
October 28, 2020 Alex Hillman - Tiny MBA
October 26, 2020 Making The Leap To Consulting
October 25, 2020 Ditcherville #15 - If you’re such an expert...
October 24, 2020 What exactly is commoditization?
October 23, 2020 Art vs Design
October 22, 2020 “Should I set standardized pricing for my creative services?” and more...
October 20, 2020 Wes Bos - Building a Training Business
October 19, 2020 Startup Parent with Sarah K Peck
October 18, 2020 Ditcherville #14 - How much for a Like button?
October 18, 2020 Of course you don’t know
October 17, 2020 Reader question: “How do I avoid scope creep on a value priced project?”
October 15, 2020 On Being Freelance
October 14, 2020 Programmatic Advertising for Boutique Service Businesses
October 12, 2020 Is It Time To Start Pitching Media?
October 11, 2020 Ditcherville #13 - You have no choice!
October 10, 2020 Counterintuitive but true
October 8, 2020 “What can I do to get paid more for projects?” and more...
October 7, 2020 Reader question: “How do I value price a dev project when there are lots of unknowns?”
October 6, 2020 Jimmy Rose on Validating Your SaaS Idea
October 5, 2020 Ask Us Anything
October 4, 2020 Ditcherville #12 - Since you’re working on the website anyway...
October 3, 2020 Reader question re “Specialization in life and business”
October 2, 2020 Starting From Zero
October 1, 2020 Beware The Should
September 30, 2020 Success story from reader Chris Davis
September 28, 2020 Writing Proposals
September 27, 2020 Specialization in life and business
September 27, 2020 Ditcherville #11 - Clients don’t value what I do!
September 26, 2020 Success story from reader Samuel Ng
September 24, 2020 “How do I educate buyers about the value of my services?” and more...
September 24, 2020 [FREE REPLAY] How to Make More Money Without Working More Hours
September 22, 2020 How to Make More Money Without Working More Hours (FREE talk tomorrow)
September 21, 2020 Reader question: “How do I value price ‘making better decisions’?”
September 21, 2020 Heck Yeah Headlines
September 20, 2020 Ditcherville #10 - Compared to what?
September 19, 2020 Reader question: “How do I value price positioning?” (part 2)
September 19, 2020 Reader question: “How do I value price positioning?”
September 18, 2020 Success story from reader Jonathan Martínez
September 17, 2020 “Should I value price based on revenue or profit?”
September 16, 2020 Value Pricing Calculator
September 14, 2020 Leading vs Exploring
September 13, 2020 Ditcherville #9 - Being Your Own Boss
September 12, 2020 Leap Of Faith
September 11, 2020 Of Whittling and Wood Chippers
September 9, 2020 Better is different
September 7, 2020 Ask Don’t Tell
September 7, 2020 Satisfaction vs compliance
September 6, 2020 Ditcherville #8 - DIY
September 5, 2020 But how do I prove it?
September 4, 2020 Prove It
September 2, 2020 Reader question about timesheets for weekly gigs
September 2, 2020 Meet the new boss, same as the old boss
September 1, 2020 The Forensic Bounty Hunter with guest Geraldine Carter
August 31, 2020 Signs Your Message Isn’t Working
August 30, 2020 Ditcherville #7 - So what?
August 29, 2020 Not all who wander are lost
August 28, 2020 Don’t know where I’m going, but I’m making good time
August 27, 2020 “Should I sell roadmapping as a loss leader or a standalone product?” and more...
August 27, 2020 Sorry about the windshield
August 26, 2020 Do you believe?
August 26, 2020 Impostor syndrome
August 24, 2020 Seeing Differently with Kristin Smedley
August 23, 2020 Ditcherville #6 - You’re twice as much!
August 22, 2020 “We need a better website!”
August 22, 2020 Different Pictures
August 20, 2020 Strength, meet weakness...
August 19, 2020 “I need that carrot”
August 17, 2020 Knowing When To Innovate
August 17, 2020 Yes, you can value price that
August 16, 2020 Ditcherville #5 - Can you hit the deadline?
August 15, 2020 Do less work and make more money with value-based pricing with Jonathan Stark
August 13, 2020 Do you look more like a cog or more like a key?
August 13, 2020 Of Cogs And Keys
August 12, 2020 Selfless Act with Jonathan Stark
August 11, 2020 Success story from reader Bas Verdonk
August 11, 2020 Breaking Into A New Specialty
August 9, 2020 Ditcherville #4 - Because We’re A Non-Profit!
August 9, 2020 A More Useful Definition Of Strategy
August 7, 2020 What if your leads trusted you completely before you even met?
August 6, 2020 What is strategy?
August 6, 2020 Reader question about unbundling strategy and implementation
August 4, 2020 Can I value price X?
August 3, 2020 The 80/20 Rule
August 2, 2020 Freelancer vs Consultant
August 1, 2020 Ditcherville #3 - Can we do 50/50?
August 1, 2020 Projects vs Retainers
July 30, 2020 “How do I apply value based pricing to a project with hourly costs?” and more...
July 29, 2020 Good News And Bad News
July 28, 2020 Coaching Call with Animated Film Director Wayne Thornley
July 27, 2020 Engaging A Community
July 26, 2020 Ditcherville #2 - What should my hourly rate be?
July 26, 2020 Piano Practice
July 25, 2020 One-Liner
July 25, 2020 Like Magic
July 23, 2020 Shouldn’t I pick the biggest opportunity?
July 23, 2020 How do I decide what to niche down on?
July 21, 2020 Success story from reader Kris Niles
July 20, 2020 The Tyranny of Metrics
July 20, 2020 Becoming a rockstar
July 19, 2020 Welcome to Ditcherville
July 19, 2020 Play the longest game you can
July 17, 2020 “I get paid anyway”
July 16, 2020 “How can I drum up new work from old clients without seeming desperate?” and more...
July 15, 2020 How much would you pay for a copy of Super Mario Bros?
July 15, 2020 The Method To The Madness
July 13, 2020 The Value Of Brand
July 13, 2020 Faster Horses
July 12, 2020 Everything is practice for the next time
July 11, 2020 Now vs Later
July 11, 2020 Features vs Fit
July 10, 2020 Why is the Mona Lisa worth so much?
July 8, 2020 Provenance
July 7, 2020 Summer 2020
July 6, 2020 Friction
July 4, 2020 Onward
July 4, 2020 Release
July 2, 2020 “How do I to deliver a proposal that is 10x higher than I’m used to?” and more...
July 2, 2020 Do the Wright thing
July 1, 2020 Two ways to walk
July 1, 2020 The Barber Joke
June 30, 2020 How to draw a straight line
June 30, 2020 Setting Up Your Ecosystem
June 28, 2020 Out of thin air
June 27, 2020 What if no one listens?
June 26, 2020 Share your voice
June 25, 2020 Speaking of wood...
June 24, 2020 Camp Wood - The Final Chapter
June 22, 2020 Naming Your Big Idea
June 21, 2020 Success story from reader Victoria Zaborov
June 20, 2020 Who are your top three?
June 20, 2020 The two basic functions of business
June 19, 2020 What is the purpose of a business?
June 18, 2020 “How do I break the feast / famine cycle if I’m booked solid right now?” and more...
June 18, 2020 Movies vs money
June 15, 2020 Jonathan Stark on Fixed Project Pricing & the Value of Podcasting
June 15, 2020 Expressing Your Brand
June 15, 2020 Punishing Excellence
June 13, 2020 Hard vs Complex
June 13, 2020 “It’s not that simple”
June 11, 2020 Reader feedback re finite vs infinite games
June 10, 2020 Stop Trading Time For Money - Optimize Your Labour
June 8, 2020 Selling Services
June 7, 2020 The subjective nature of reality
June 5, 2020 Adopting a posture of service
June 4, 2020 Playing finite vs infinite games
June 2, 2020 Just for the record…
June 2, 2020 The Benefits Of Focus
June 1, 2020 How much is that stuff you do worth?
June 1, 2020 Price the results
May 30, 2020 How much is 1978 Ford Fiesta is worth?
May 29, 2020 $400 for a strawberry?
May 27, 2020 Scaling “The Makeover Maven”
May 25, 2020 Building New Revenue Streams
May 25, 2020 Bootstrapping “The Makeover Maven”
May 24, 2020 Shear Madness
May 22, 2020 Hazmat Haircut
May 20, 2020 Would you like a free copy of the Hourly Billing Is Nuts audiobook?
May 19, 2020 (Re)positioning Yourself: A Crash Course with Jonathan Stark
May 19, 2020 Inventing Your Future
May 18, 2020 What if nobody sees the value in the services I’m offering?
May 18, 2020 Is 85ºF hot or cold?
May 15, 2020 Podcast challenge, one week on… (and free video)
May 14, 2020 Audio for “The only business strategy you’ll ever need”
May 13, 2020 Bad for business
May 11, 2020 Social Media In Captivity
May 10, 2020 It’s never really been about your time
May 10, 2020 Jonathan Stark on why you should stop billing hourly
May 8, 2020 Registration is open for the 5-Day Podcast Challenge
May 8, 2020 Podcasting doesn’t have to be hard
May 7, 2020 The science behind asymmetric intimacy
May 6, 2020 Asymmetric Intimacy
May 5, 2020 Letting Go
May 5, 2020 The only pricing strategy you’ll ever need
May 4, 2020 The only business strategy you’ll ever need
May 4, 2020 Very risky pinot
May 2, 2020 Success story from reader Mason Bayne
May 2, 2020 Stop Trading Your Time for Money with Jonathan Stark - Part 2
May 1, 2020 Trading Post
April 29, 2020 Success story from reader Stacey Solie
April 28, 2020 Forgotten Anchors
April 27, 2020 Constructing Your New Normal
April 24, 2020 Ronttosrouva bakery
April 24, 2020 “How do I position my business when my skill can help any kind of client?” and more...
April 23, 2020 The more things change, the more they stay the same
April 22, 2020 Resistance is futile
April 22, 2020 Reader question from Frank McClung about productized services
April 21, 2020 Finishing fast
April 21, 2020 Stop Trading Your Time for Money with Jonathan Stark - Part 1
April 20, 2020 Changing Habits
April 19, 2020 Stress vs worry
April 18, 2020 It’s not about you
April 17, 2020 Q: How many Betazoids does it take to change a lightbulb?
April 16, 2020 Communication Breakdown
April 15, 2020 Value is subjective, COVID-19 edition
April 13, 2020 Charles Green - Building Trust in Trying Times
April 12, 2020 Skittles vs Starburst
April 11, 2020 Live (remote) workshop this week
April 10, 2020 Tack on a zero and try again
April 9, 2020 You can’t control events (but you can control how you react)
April 8, 2020 Now is the time
April 8, 2020 Change
April 7, 2020 Value Pricing instead of Hourly Billing with Jonathan Stark
April 7, 2020 Before You Cut Your Fees...
April 5, 2020 Remote sit-ups
April 5, 2020 But won’t I get bored?
April 2, 2020 What should you do if your client work disappears overnight?
April 2, 2020 Projecting
April 1, 2020 Don’t assume
March 31, 2020 90% off
March 30, 2020 Your Implied Promise
March 30, 2020 Reader feedback on “How positioning and pricing contribute to profits”
March 29, 2020 Who do you help?
March 28, 2020 How To Tell People What You Do (webinar replay)
March 27, 2020 How to Tell People What You Do - FREE webinar today
March 25, 2020 Clarity is more important than ever
March 24, 2020 Reader success story from Simon Ihlenfeldt
March 23, 2020 How positioning and pricing contribute to profits
March 22, 2020 Reader success story from Reese
March 22, 2020 Flossing 365
March 21, 2020 Are you letting things slide?
March 19, 2020 We’re not spending money right now
March 17, 2020 Dealing With Chaos
March 17, 2020 REPLAY: Working from home with kids around
March 16, 2020 How To “Prove” Your Authority
March 15, 2020 Aaaand... here’s the link:
March 15, 2020 Working from home with kids around
March 15, 2020 Find a new way to help
March 14, 2020 Should I stay or should I go?
March 13, 2020 Start with what you’re sure of
March 11, 2020 “Mission, Vision, Objective, Strategy and Tactics” podcast edition
March 10, 2020 How did you come up with this price?
March 9, 2020 When Prospecting Builds Authority
March 8, 2020 Upstream, downstream, and ducks
March 8, 2020 Ball parks, wiggle room, and a monkey wrench
March 6, 2020 They’re probably wrong, but that’s okay
March 5, 2020 “How to Write Better Proposals” replay available for a limited time
March 4, 2020 How to Write Better Proposals - FREE webinar tomorrow
March 3, 2020 Another client perspective on hourly billing
March 2, 2020 The V Word
February 29, 2020 A client perspective on hourly billing
February 29, 2020 Let’s set the record straight
February 28, 2020 Ideal conditions for value pricing
February 28, 2020 We’ll let you know
February 26, 2020 Update re: But I like doing it!
February 25, 2020 But I like it!
February 24, 2020 3 Questions to Ask Yourself in the Sales Process
February 23, 2020 How many hours are in a month?
February 23, 2020 Two kinds of time
February 20, 2020 The AAA guy
February 20, 2020 Outreach vs The Why Conversation
February 18, 2020 Success story from reader Devin Holmes
February 17, 2020 Positioning vs Branding
February 16, 2020 Clients want results not deliverables
February 16, 2020 A bit more about mission vs vision
February 15, 2020 Mission vs vision vs objective vs strategy vs tactics
February 14, 2020 How do I attract inbound leads?
February 14, 2020 What should I specialize in?
February 13, 2020 What to do when you are struggling to break through an income ceiling that you have been trapped under for years
February 13, 2020 Value pricing and RFPs UPDATE
February 11, 2020 Value pricing and RFPs
February 10, 2020 Time To Write
February 8, 2020 What to do when you have overcommitted yourself and are buried in client work
February 8, 2020 What to do when you are being dominated by a whale client
February 7, 2020 What to do when you feel powerless in the sales process
February 7, 2020 What to do when you’re not getting enough leads
February 5, 2020 What if you really ARE good at a bunch of skills?
February 4, 2020 The Benefits of Community for Independent Consultants
February 3, 2020 Can You Be An Introverted Authority?
February 2, 2020 Can a positioning statement be TOO focused?
February 1, 2020 How focused should my positioning be?
January 31, 2020 Reader feedback Re: Video Export Poll
January 30, 2020 Speaking of specialization…
January 30, 2020 Specialization Diagram UPDATE
January 29, 2020 Specialization Diagram
January 29, 2020 Cost vs Value Pricing
January 28, 2020 Positioning For Soloists
January 27, 2020 Video Export Poll
January 26, 2020 Why would a slower computer be better?
January 25, 2020 $50,000 for a sticker?
January 24, 2020 Razor vs Laser
January 22, 2020 10 in 2020
January 21, 2020 Your site is down
January 20, 2020 April Dunford - Obviously Awesome
January 18, 2020 Do you know how tall you are?
January 18, 2020 Do you “specialize” in a dozen things?
January 18, 2020 Why and How to Get Out of the Trap of Billing Hourly
January 16, 2020 Coaching Call with Landscape Architect Daniel Robey
January 14, 2020 Articulated finger extensions
January 13, 2020 Selling Confidence
January 12, 2020 Need some cement?
January 11, 2020 Coaching Call with Tim Abell
January 10, 2020 What if it’s not good?
January 9, 2020 Reader feedback from Danny R
January 9, 2020 It’s always there
January 9, 2020 Value pricing defined in plain english
January 7, 2020 Joe Jacobi on the Art of a Good Start
January 6, 2020 Free sushi
January 6, 2020 The needle gauge ring story
January 5, 2020 The Limits of Your World
January 3, 2020 Reader feedback re the knife skin story
January 2, 2020 “What should I do if prospects keep going with my cheaper competitors?” and more...
January 1, 2020 The knife skin story
December 29, 2019 Six types of leverage
December 28, 2019 Podcast roundup
December 27, 2019 What is leverage, anyway?
December 26, 2019 Looking back, looking forward
December 25, 2019 The Jigsaw Puzzle
December 24, 2019 Generic BS
December 23, 2019 Do you want an NPK of 26-0-3 or 36-0-6?
December 22, 2019 Communication protocols redux
December 21, 2019 Communication protocols
December 20, 2019 How A Grinch Stole Christmas
December 19, 2019 The Gift Riddle
December 18, 2019 2019 Year In Review
December 17, 2019 “Where should I draw the line with free advice in a sales interview with a prospective client?” and more...
December 16, 2019 Brainstorming productized service ideas with Brent Giesler
December 15, 2019 Erik Dietrich on The Hourly Monkey Wrench
December 14, 2019 Knowing Your Audience
December 13, 2019 “I could be rich here...
December 12, 2019 But they are doing it wrong!!!
December 11, 2019 How would you measure thought leadership?
December 10, 2019 Niche restrictions?
December 9, 2019 The Michelangelo Of Snow
December 8, 2019 Is Selling Subscriptions For You?
December 7, 2019 Piano for Doctors
December 6, 2019 Always the bridesmaid
December 5, 2019 Success story from reader Bob Stevens
December 4, 2019 “How can I find ways to use my skillset to help a vertical market?” and more...
December 3, 2019 The guy who cleans IMAX screens
December 2, 2019 Moving From Execution To Strategy
December 1, 2019 Bob Iger
November 30, 2019 Strategy vs Tactics
November 29, 2019 R.L. Stine
November 28, 2019 Black Friday Deals! All insights 100% off! (j/k this is actually a reader success story)
November 27, 2019 Ron Baker on The Subscription Economy
November 26, 2019 Pricing vs Billing
November 25, 2019 Five Ways To Specialize
November 24, 2019 Success story from reader Dan O
November 23, 2019 Reverse Pricing
November 22, 2019 It’s not a purchase, it’s a trade
November 21, 2019 Positioning and cows
November 20, 2019 Reuven Lerner on Building a Software Training Business
November 19, 2019 Gut instinct
November 18, 2019 Success story from reader Anthony English (Rachel edition)
November 17, 2019 Who You Need On Your Team
November 16, 2019 Fair vs acceptable
November 15, 2019 Just be awesome
November 14, 2019 “How do I sell more high-value strategy engagements?” and more...
November 13, 2019 You can’t just charge more
November 12, 2019 Cardboard or steel?
November 11, 2019 When Your Niche Turns Into A Rut
November 10, 2019 How can I help you?
November 9, 2019 How much is a broken guitar worth?
November 8, 2019 Lifeguard in the Sahara
November 7, 2019 Booked solid at double the price
November 6, 2019 What’s the difference between cost, price, and value?
November 5, 2019 Joe Pine on Pricing Experiences
November 4, 2019 Everybody Is The Same As Nobody
November 3, 2019 Wrestling with Imposter Syndrome
November 2, 2019 Okay, what CAN you promise?
November 1, 2019 Sour Patch Kids vs Hershey Bar Minis
October 31, 2019 “How do I transition to value pricing without hurting my income?” and more...
October 30, 2019 Success story from reader Mauro Chojrin
October 29, 2019 Reader question from Lina Grübler
October 28, 2019 The Publishing Challenge
October 27, 2019 I stand corrected…
October 26, 2019 Why dry?
October 25, 2019 The only reason clients pay you
October 24, 2019 What can I do to convince my clients that value pricing is better for them?
October 23, 2019 The Employee Mindset
October 22, 2019 Success story from Ethan Garofolo
October 21, 2019 Getting Better Clients
October 20, 2019 Obliterati Gun, addendum
October 19, 2019 Obliterati Gun
October 18, 2019 I wanna go to Mexico!!!
October 17, 2019 “Does pigeonholing also apply to firms? I run a 10 person dev shop” and more...
October 16, 2019 How to start writing more
October 15, 2019 FileMaker under the tree
October 14, 2019 How do I move up as a “freelancer”?
October 13, 2019 Seth Godin - The Generosity of Authority
October 12, 2019 Double your presents
October 11, 2019 Soggy Test Redux
October 10, 2019 Soggy Test
October 9, 2019 Same pills, different label
October 8, 2019 Front vs back
October 7, 2019 Dropping dollars
October 6, 2019 Marketing Productively
October 5, 2019 Perception is everything
October 4, 2019 What if you were set for life?
October 3, 2019 “How do I convince clients that my design specialization is valuable?” and more...
October 2, 2019 Follow-up question from Adi
October 1, 2019 Reader question from Adi Yagil
September 30, 2019 Reader story: value is in the eye of the beholder
September 29, 2019 Don’t bury the lead (aka lede)
September 28, 2019 Which way to Pittsburgh?
September 27, 2019 What clients are buying
September 26, 2019 Success story from Jeeva Nadarajah
September 25, 2019 Success story from reader Brad Large
September 24, 2019 The value of air
September 23, 2019 What if my target market can’t afford me?
September 22, 2019 Staying Solo
September 21, 2019 Here’s a funny question…
September 20, 2019 “What should I do if a fixed price job takes 5 times longer than I expected?” and more...
September 19, 2019 How much is a campfire worth?
September 18, 2019 We need what you do!
September 17, 2019 The Hungry Fisherman
September 16, 2019 Do you DO or do you KNOW?
September 15, 2019 The trick to The Why Conversation
September 14, 2019 The Magic Brush
September 13, 2019 Question from reader Rod Aparicio
September 12, 2019 Value pricing example from reader Anthony English
September 11, 2019 Success story from reader David Raistrick
September 10, 2019 Meaningful differentiation
September 9, 2019 How To Pivot
September 8, 2019 This stuff really works
September 7, 2019 Is what you do valuable?
September 6, 2019 There aren’t 24 rush hours per day
September 5, 2019 Reader question from Doug Lane: What’s up with these car ads?
September 4, 2019 “What should I do if I see a whale client on the horizon?” and more...
September 3, 2019 Say what?
September 2, 2019 Authority Marketing Round-Up
September 1, 2019 Know How (Knitting Edition)
August 31, 2019 The Wrong Ruler
August 30, 2019 Know How
August 29, 2019 Fuzzy Anchoring
August 28, 2019 Need more leads?
August 27, 2019 Success story from reader Anthony English
August 26, 2019 Success story from Chris Ferdinandi
August 25, 2019 Using Pricing Expectations To Your Advantage
August 24, 2019 The Ditching Hourly Guy
August 23, 2019 Pricing expectations in established markets
August 22, 2019 Silicone Rings
August 21, 2019 “What is the best way to research prospects in my target market?” and more...
August 20, 2019 But I didn’t DO anything!
August 19, 2019 What is the difference between a consultant and a freelancer?
August 18, 2019 The Path to Authority
August 17, 2019 Caveman campfire
August 16, 2019 Gumball vs claw
August 15, 2019 Before vs After
August 14, 2019 Taking Risks with guest Paul Mellor
August 13, 2019 Ketchupmongers
August 12, 2019 $50 bucks
August 11, 2019 Wolves vs Dinosaurs
August 10, 2019 Why would you want to become an authority?
August 9, 2019 Dusty guitar?
August 8, 2019 Anything can be value priced
August 7, 2019 “What if I drastically underestimate the scope of a fixed price project?” and more...
August 6, 2019 Tribal exercise
August 5, 2019 Quote?
August 4, 2019 Aligning Your Client Experience With Your Brand
August 3, 2019 Shredders
August 2, 2019 Pricing Is Positioning #29: Hourly Billing Is Nuts With Jonathan Stark
August 1, 2019 Let’s Talk Branding #49: Jonathan Stark on Value-Based Pricing
July 31, 2019 Requiem for a dream
July 30, 2019 What is mutual profit?
July 29, 2019 The freedom of “Scope Last”
July 28, 2019 Every seller is selling the same thing - and that thing is FEELINGS
July 27, 2019 The Experience Economy Aftermath
July 26, 2019 Reader question regarding Price determines cost, NOT the other way around
July 25, 2019 Price determines cost, NOT the other way around
July 24, 2019 “How do I get local clients?” and more...
July 23, 2019 Anything Can Be Measured
July 22, 2019 Revelations
July 21, 2019 The Experience Economy with guest Joe Pine
July 20, 2019 Success story from reader Uriah Fracassi
July 19, 2019 WaterFire
July 18, 2019 How much would you pay for packing tape?
July 17, 2019 I’m hungry!
July 16, 2019 Who do you want to help?
July 15, 2019 How To Keep Your Network In Motion
July 14, 2019 The difference between problems and pains
July 13, 2019 Lightbulb moment from reader Tony Alves
July 12, 2019 What to do when things get slow
July 11, 2019 What’s hourly billing, and why must it be ended?
July 10, 2019 “Can I sell value pricing to an agency?” and more...
July 9, 2019 Reader example re Sometimes Worse Is Better
July 8, 2019 Is It Marketing BS Or Genius?
July 7, 2019 Best Practices
July 6, 2019 Follow up to The One Thing from reader Federico Tomassetti
July 5, 2019 The One Thing
July 4, 2019 The Resistance
July 3, 2019 Freedom
July 2, 2019 Mosquito Joe
July 1, 2019 Success story from reader Daniel James
June 30, 2019 Sorry, what?
June 29, 2019 More Zero vs Infinity
June 28, 2019 Zero vs Infinity
June 27, 2019 Success story from reader RP
June 26, 2019 “How can I justify charging $9000 for one day of web development work?” and more...
June 25, 2019 The $150 Stapler
June 24, 2019 What’s the best home for your content?
June 23, 2019 How much should I charge if I can save the client $10,000,000?
June 22, 2019 Success story from reader Kevin Brown
June 21, 2019 Two Staplers
June 20, 2019 My thoughts on the “five varieties” question
June 19, 2019 Five varieties reader feedback
June 18, 2019 Five varieties
June 17, 2019 Would you pay a $350 delivery fee for a $125 order?
June 16, 2019 How To Keep Producing Killer Content
June 15, 2019 The Popcorn Example
June 14, 2019 Quick question...
June 13, 2019 “How do I validate a new positioning statement before going all-in?” and more...
June 12, 2019 Sometimes worse is better
June 11, 2019 Reader question from Christian Lüdemann
June 10, 2019 The Removalists
June 9, 2019 Take Your Summer Back
June 8, 2019 That Guy Sam
June 7, 2019 The Soggy Test
June 6, 2019 I’m typing as much as I can!
June 5, 2019 “Hourly workers are always going to fall behind”
June 4, 2019 Reader question from Mike Riley: “Could you have a two-pronged approach?”
June 3, 2019 Productized services in the wild
June 2, 2019 Choosing An Unconventional Niche
June 1, 2019 Do better work
May 31, 2019 The “Problem/Solution” Spectrum
May 30, 2019 Should you get creative in your positioning statement?
May 29, 2019 “How should we charge for website support plans?” and more...
May 28, 2019 Quantum leap
May 27, 2019 The Twilight Zone
May 26, 2019 Solution-First Thinking vs Problem-First Thinking
May 25, 2019 Question from reader Jay Trivedi - LFPS teardown, part 2
May 24, 2019 Question from reader Jay Trivedi - LFPS teardown, part 1
May 23, 2019 Special condition 32.1(c)
May 22, 2019 The artificial ceiling on your income
May 21, 2019 Success story from reader Elise Fog
May 20, 2019 Nice shirt
May 19, 2019 What to do when you screw up
May 18, 2019 Winky on Lefsetz
May 17, 2019 Follow up re Zero Incremental Costs
May 16, 2019 “How should I get started creating passive income?” and more...
May 15, 2019 This is not my 1000th email
May 14, 2019 Reader feedback re $800 toaster
May 13, 2019 Trusted Authority
May 12, 2019 The cheapest one vs the special one
May 11, 2019 Follow-up from Scott Gould re Zero Incremental Cost
May 10, 2019 Hourly Rate Calculators - part 3
May 9, 2019 Hourly Rate Calculators - part 2
May 8, 2019 Hourly Rate Calculators
May 7, 2019 Zero incremental cost
May 6, 2019 The Trusted Advisor with Charles Green
May 5, 2019 Success story from reader Jim Thornton
May 4, 2019 The Wrong Things
May 3, 2019 That sounds like a lot
May 2, 2019 Just ask
May 1, 2019 “Can I do consulting profitably through an agency?” and more...
April 30, 2019 Success story from reader Anthony English
April 29, 2019 Defining Your Competition
April 28, 2019 My thumb
April 27, 2019 Success story from reader Daniel James
April 26, 2019 Best books on negotiations?
April 25, 2019 Success story from reader Frederick C. Buskey
April 24, 2019 Sales Prejudice
April 23, 2019 Nothing solid to support your price?
April 22, 2019 Charlie Green
April 21, 2019 Packaging Your Expertise (aka Put It In A Box)
April 20, 2019 “In your wildest dreams you could not imagine the surprises that await you”
April 19, 2019 Where do I find people to help?
April 18, 2019 “Should I send pricing via email or discuss on the phone to answer objections” and more...
April 17, 2019 My one silver bullet
April 16, 2019 Story from reader James Collins: “Asking ’What’s Your Budget?’ On The Contact Form”
April 15, 2019 Building Trust
April 14, 2019 Winners and losers?
April 13, 2019 Identity In Space
April 12, 2019 Chop wood, carry water
April 11, 2019 16 ways to share
April 10, 2019 Celebrity Status
April 9, 2019 When should you ask what the client’s budget is?
April 8, 2019 When To Say Yes (Or No)
April 7, 2019 Habits, beliefs, routines, and relationships
April 6, 2019 Sock Drawer
April 5, 2019 Should I relocate to a tech hub?
April 4, 2019 Should I look at the client’s code before quoting a value price?
April 3, 2019 “What to do when you’re getting crushed by scope creep on a huge project” and more...
April 2, 2019 Real-world nitty gritty
April 1, 2019 Follow-up question from reader Bernard Jansen
March 31, 2019 How To Switch Your Niche
March 30, 2019 Bass-ackwards pricing
March 29, 2019 Difficulty is irrelevant
March 28, 2019 Value pricing in reverse: mowing the verge
March 27, 2019 What do systems have to do with pricing?
March 26, 2019 Geeking out about SOPs with reader Mike Wolfe
March 25, 2019 Vegan Pom Pom
March 24, 2019 Positioning In Five Words
March 23, 2019 Chaotic Routine Follow-up
March 22, 2019 Chaotic Routine
March 21, 2019 Anthony English on the profound difference between billing and pricing
March 20, 2019 “What if my sales call descends into chaos?” and more...
March 19, 2019 Cautionary tale from reader Brian Bimschleger
March 18, 2019 Do you want 10, 12, or 14 gauge?
March 17, 2019 Practical Leverage
March 16, 2019 Last one, I swear...
March 15, 2019 Upstream vs downstream
March 14, 2019 Designing toilets
March 13, 2019 Can designers sell retainer engagements?
March 12, 2019 10x-ing output with a simple SOP
March 11, 2019 Duck decoys
March 10, 2019 How many hours is this going to take?
March 9, 2019 The Leverage Equation with guest Todd Tresidder
March 8, 2019 Threading the needle (one more time)
March 7, 2019 Threading the needle redux
March 6, 2019 Threading The Needle
March 5, 2019 “How do I make an advisory retainer about access, not hours?” and more...
March 4, 2019 How To Price Right with Jonathan Stark
March 3, 2019 Relationships Rule The World
March 2, 2019 Success story from reader Scott de Fasselle
March 1, 2019 Problem first, then price
February 28, 2019 XYPS
February 27, 2019 10x Redux
February 26, 2019 Salary maximization vs building a business
February 25, 2019 10x
February 24, 2019 Deciding Whose Voice To Listen To
February 23, 2019 Dogfooding “The Book Book” hypothesis
February 22, 2019 Bubble Wrap
February 21, 2019 How do I find buyers for my product?
February 20, 2019 “How to sell the value of strategic engagements” and more...
February 19, 2019 Making Seconds Count with guest Alice Lee-Yoon
February 18, 2019 How do I know?
February 17, 2019 Should you build a course?
February 16, 2019 Dead Air
February 15, 2019 Success story from reader Robert Magier
February 14, 2019 Success story from reader James Choe
February 13, 2019 Which box of chocolates?
February 12, 2019 Does asking for referrals make you uncomfortable?
February 11, 2019 The Psychological Trap of Freelancing by Charlotte Cowles
February 10, 2019 The Authority Mindset
February 9, 2019 Expensive Problem: Jeff Bezos edition
February 8, 2019 Expensive Problems: John Mayer edition
February 7, 2019 Meta-list Q&A
February 6, 2019 “What about scope changes on value priced projects?” and more...
February 5, 2019 Is it okay to fake it til you make it?
February 4, 2019 “But what if...?” book recommendations
February 3, 2019 Humane Selling
February 2, 2019 But what if...?
February 1, 2019 Because I care
January 31, 2019 “Nice to have” projects
January 30, 2019 Pohawk Redux
January 29, 2019 The Pohawk Plus
January 28, 2019 All week, every week
January 27, 2019 [AUDIO] Speaker vs. Consultant
January 26, 2019 Perspective
January 25, 2019 Deer in the headlights
January 24, 2019 Compose thyself
January 23, 2019 Skype massage?
January 22, 2019 [AUDIO] Location (Mostly) Doesn’t Matter
January 21, 2019 What if my ideal buyers are really broke?
January 20, 2019 Your buyers are not price sensitive
January 19, 2019 Solving for X
January 18, 2019 Solving for Y
January 17, 2019 Better requires change
January 16, 2019 Success story from Matthew O’Brien
January 15, 2019 The Assumption Gap
January 14, 2019 [AUDIO] How Do You Know When To “Kill” Something?
January 13, 2019 Mailbag Re: Kitchen painters
January 12, 2019 Easy vs simple
January 11, 2019 Hourly billing vs value pricing isn’t an either/or proposition
January 10, 2019 Kitchen painters
January 9, 2019 “Can offering a guarantee ever be a bad thing?” and more...
January 8, 2019 Success story from reader Jeff Jenkinson
January 7, 2019 Guarantees And Value Pricing
January 6, 2019 [AUDIO] Raising Your Rates
January 5, 2019 Orthogonal guarantees
January 4, 2019 Playing with guarantees
January 3, 2019 Chicken or the egg?
January 2, 2019 Changing of the guard
January 1, 2019 “Is monthly better than hourly?”
December 31, 2018 Reader feedback on Fool me twice...
December 30, 2018 Making Your Business Work For You with guest David A. Fields
December 29, 2018 Polar opposites
December 28, 2018 Fool me twice...
December 27, 2018 Diversifying your income streams to mitigate risk
December 26, 2018 Distributing risk across multiple clients
December 25, 2018 “How to I get myself out of the day-to-day minutia of project work?” and more...
December 24, 2018 The Interplay Between Risk, Price, And Guarantees
December 23, 2018 Knowing when to give up (and how to do it)
December 22, 2018 The difference between leading and lagging indicators
December 21, 2018 Picking a metric that you are confident you can improve
December 20, 2018 What if you don’t make good on your promise?
December 19, 2018 Deliverables are not results
December 18, 2018 Before you start the car
December 17, 2018 Value Pricing QA
December 16, 2018 What Kind Of Growth Do You Want?
December 15, 2018 More betterer
December 14, 2018 World’s Best Cup Of Coffee
December 13, 2018 “How do I build trust with prospects when I’m just starting out?” and more...
December 12, 2018 Testing with a tweet
December 11, 2018 Can you measure happiness?
December 10, 2018 Good vs bad scope creep
December 9, 2018 The Wrong Question
December 8, 2018 How do you define a bug?
December 7, 2018 Getting testimonials from current clients
December 6, 2018 Success story from reader Mary Shaw
December 5, 2018 How do you price strategy when the project scope is undefined?
December 4, 2018 In praise of email
December 3, 2018 Company of One with guest Paul Jarvis
December 2, 2018 Where do the good clients hang out?
December 1, 2018 It’s summer in New Zealand
November 30, 2018 How To Go From Commodity Freelancer to In-Demand Consultant
November 29, 2018 Follow-up re: tuba
November 28, 2018 Where should I put the tuba?
November 27, 2018 “Should I build an audience first, or a product first?” and more...
November 26, 2018 Setting Expectations with guest Ben Manley
November 25, 2018 Wool and Honey
November 24, 2018 The Double Yay
November 23, 2018 Anatomy of a Bestseller
November 22, 2018 High octane
November 21, 2018 Planting the seeds
November 20, 2018 Broken link and big league pricing
November 19, 2018 How to Market Yourself Without Feeling Like a Sleaze
November 18, 2018 The Virtuous Cycle Of Strong Guarantees
November 17, 2018 How to close a million dollar deal
November 16, 2018 How do you value price a productized service?
November 15, 2018 “How do you deal with the fear of presenting very high prices?” and more...
November 14, 2018 Why Hourly Billing Could Be Killing You
November 13, 2018 Specially formulated for everyone
November 12, 2018 Disrupting Design Education with Chris Do
November 11, 2018 Pepper Spray
November 10, 2018 Some non-soggy positioning examples
November 9, 2018 Where my aspiring groups at?
November 8, 2018 Things you could do for $500
November 7, 2018 We’ve got $500
November 6, 2018 Victim of circumstance
November 5, 2018 The Difference Between Freelancers and Business Owners
November 4, 2018 How to invent everything
November 3, 2018 Productizing design
November 2, 2018 Which restaurant is the best?
November 1, 2018 “How can I get off the feast/famine rollercoaster and build a sustainable business?” and more...
October 31, 2018 Have you ever had writer’s block?
October 30, 2018 Reader feedback re Expertise vs execution
October 29, 2018 Systems For Building Your Authority Business - Part 2
October 28, 2018 Why pay when you can learn it for free online?
October 27, 2018 Expertise vs Execution
October 26, 2018 Reader success -> “My first Why Conversation went... exactly as you said it should!”
October 25, 2018 Wedding photography III
October 24, 2018 Wedding photography redux
October 23, 2018 Can you value price wedding photography?
October 22, 2018 Systems For Building Your Authority Business - Part 1
October 21, 2018 Rhinebeck 2018
October 20, 2018 If you build it, they will come
October 19, 2018 Scissors Operator
October 18, 2018 “How do I price a frantic client who has a tight project deadline?” and more...
October 17, 2018 Wanna buy an LMN?
October 16, 2018 Pencil or pen?
October 15, 2018 Atomic Habits with guest James Clear
October 14, 2018 Cutting It Close
October 13, 2018 Getting Ahead
October 12, 2018 Octopus
October 11, 2018 Oh the irony!
October 10, 2018 Sleazy tactics
October 9, 2018 Be yourself
October 8, 2018 Why Specialists Rule
October 7, 2018 Girl with Balloon
October 6, 2018 The Macallan Valerio Adami
October 5, 2018 Blue Hawaiian Missionary
October 4, 2018 “What do you think of paying for Ads to generate leads?” and more...
October 3, 2018 Soggy word salad, personal trainer edition
October 2, 2018 Focused and specific and interesting
October 1, 2018 Top 10 Tools for Building an Authority Business
September 30, 2018 International Podcast Day
September 29, 2018 Wanna buy a couch?
September 28, 2018 Should I offer three price options on everything?
September 27, 2018 Scream-O-Meter
September 26, 2018 Price Wingspan
September 25, 2018 Fuzzy metrics
September 24, 2018 How To Kick-Off A Successful Launch
September 23, 2018 Measuring Happiness
September 22, 2018 You can’t focus on everything
September 21, 2018 “How can you communicate the added value of a quick turnaround without it backfiring?” and more...
September 20, 2018 Legos in the basement
September 19, 2018 The Language of Business with guest Norman Lieberman
September 18, 2018 Invisible Marketing
September 17, 2018 Asking For Testimonials
September 16, 2018 Is distracted driving an expensive problem?
September 15, 2018 Big vs Expensive
September 14, 2018 The atmosphere of Venus
September 13, 2018 Asking price vs selling price
September 12, 2018 Success story: 2x to 5x fees in a matter of months
September 11, 2018 Hourly Billing Is Nuts— Stop Trading Time For Money
September 10, 2018 Staying Creative
September 9, 2018 Are you good at what you do?
September 8, 2018 A “remarkable conversation” from reader Luca Ingianni
September 7, 2018 Overrated
September 6, 2018 What if everything was value priced?
September 5, 2018 “How should I respond to a vague pricing objection?” and more...
September 4, 2018 Mike
September 3, 2018 That was a lot of work
September 2, 2018 Should You Start A Podcast?
September 1, 2018 Over a year
August 31, 2018 Your car is not worth $5000
August 30, 2018 Enjoy the conversation
August 29, 2018 Camp Wood Resurrection
August 28, 2018 Camp Wood Apocalypse
August 27, 2018 The Shape of Engagement with guest Scott Gould
August 26, 2018 Selling More: Optimizing For Conversations
August 25, 2018 Back to School
August 24, 2018 The Return of Camp Wood
August 23, 2018 “What should I do if a prospect balks at my price and says they’re going to shop around?” and more...
August 22, 2018 More Camp Wood
August 21, 2018 Camp Wood
August 20, 2018 Should You Use A VA To Grow Your Business?
August 19, 2018 BESTOF Can you value price if you pay your subcontractors hourly?
August 18, 2018 BESTOF You Can’t Buy An Hour
August 17, 2018 BESTOF The Magic Pill
August 16, 2018 BESTOF I want a marshmallow
August 15, 2018 BESTOF Your skill is not your business
August 14, 2018 BESTOF Money and gasoline
August 13, 2018 BESTOF Negative Ease
August 12, 2018 BESTOF Find your oysters
August 11, 2018 BESTOF Outreach for the introvert
August 10, 2018 Should I keep tracking my time anyway?
August 9, 2018 “How do I make time to work on my business when I’m already working full-time for a client?” and more...
August 8, 2018 Productized service success story from reader Mauro Chojrin
August 7, 2018 Selling the Outcome, Toddler Edition
August 6, 2018 What You Think You’re Selling Ain’t What Your Clients Are Buying
August 5, 2018 Whiskey Tasting
August 4, 2018 Quasquicentennial
August 3, 2018 Whoops! I started a business
August 2, 2018 Breaking The Time Barrier with guest Mike McDerment
August 1, 2018 Success story from reader Michael Spangler
July 31, 2018 Someone for something
July 30, 2018 The #1 problem with project proposals
July 29, 2018 RE: Free is better than cheap
July 28, 2018 Free is better than cheap
July 27, 2018 “Quick! We need more code!”
July 26, 2018 “How do I move toward high value strategy work with existing clients?” and more...
July 25, 2018 Building Signature Systems with guest Maggie Patterson
July 24, 2018 You don’t want money
July 23, 2018 Choosing Your Best War Stories
July 22, 2018 What do you want me to do?
July 21, 2018 Foos at Fenway
July 20, 2018 Sandwich Board vs Menu
July 19, 2018 Late pickup
July 18, 2018 Marcel The Shell With Shoes On
July 17, 2018 Rates vs Prices
July 16, 2018 Getting Paid To Market Yourself
July 15, 2018 Risk Assessment
July 14, 2018 Why risk death at a trampoline park?
July 13, 2018 Fishing Where The Fish Are with guest David A. Fields
July 12, 2018 “I submitted a proposal but the client isn’t getting back to me. What should I do?” and more...
July 11, 2018 More reader feedback on “3 ways”
July 10, 2018 Reader question: “Isn’t selling blocks of time essentially the same thing as billing hourly?”
July 9, 2018 Getting Paid To Give (Almost) Everything Away with Jill Konrath
July 8, 2018 The Pricing Seminar
July 7, 2018 3 ways to try to ditch hourly with existing clients
July 6, 2018 What have you done with our dev?
July 5, 2018 Actual change
July 4, 2018 On holiday
July 3, 2018 Writing A Kick-Ass Bio
July 2, 2018 Reader question: “How do you have The Why conversation when you’re cold calling?”
July 1, 2018 Hourly rate calculators :eye_roll:
June 30, 2018 I’m pretty sure there’s no way around it
June 29, 2018 Terrible Thing
June 28, 2018 Book Recommendations
June 27, 2018 “How do I move away from actually executing the work?” and more...
June 26, 2018 I’m just not good at it
June 25, 2018 The Crux Of The Proposal
June 24, 2018 Should You Be A Thought Leader?
June 23, 2018 Can you call tomorrow?
June 22, 2018 Hose Job Feedback
June 21, 2018 Hose Job
June 20, 2018 All Late Projects Are The Same with guest Tom DeMarco
June 19, 2018 Reader Q&A: “What do you think about this positioning statement?”
June 18, 2018 Declare Your Vision
June 17, 2018 The Psychology of Money by Morgan Housel
June 16, 2018 Competitors vs Alternatives
June 15, 2018 Can you value price a burrito?
June 14, 2018 “Can I market services without building a personal brand?” and more...
June 13, 2018 The Better Alternative to Hourly Billing
June 12, 2018 There’s no such thing as a fair price
June 11, 2018 The Quest For Perfect
June 10, 2018 Success story from reader Umar Bahadoor
June 9, 2018 How do I know if my prices are fair?
June 8, 2018 The Musician and the Entertainer
June 7, 2018 It’s probably just a phase
June 6, 2018 One simple trick
June 5, 2018 Why that one?
June 4, 2018 Speaking 101: Strategies and Tactics to Build Your Authority
June 3, 2018 Max Price Formula: The Third Needle
June 2, 2018 Max Price Formula: The Second Needle
June 1, 2018 Max Price Formula: The First Needle
May 31, 2018 “I find it really hard to assess value, what should I do?” and more...
May 30, 2018 The Three Needles
May 29, 2018 Paul Newman’s Paul Newman
May 28, 2018 You Can’t Buy An Hour
May 27, 2018 The last word on 100% up-front
May 26, 2018 Reader Nicolas Previdoli on 100% up-front
May 25, 2018 Reader Kurt Hamel on 100% up-front
May 24, 2018 Reader Natalie Taylor on 100% up-front
May 23, 2018 Three nuances of asking for 100% up-front payment
May 22, 2018 Your Ridiculously Reliables
May 21, 2018 The meaning of words
May 20, 2018 I’m sorry
May 19, 2018 Fire Drill Clients
May 18, 2018 Double Whip Battle Ropes
May 17, 2018 “How can I target more than one vertical simultaneously?” and more...
May 16, 2018 Know thyself
May 15, 2018 Success story from reader Dominic O’Toole
May 14, 2018 Working Solo vs Starting a Firm
May 13, 2018 Uncovering objections
May 12, 2018 Is The Why Conversation compatible with cold outreach?
May 11, 2018 Paying a premium for certainty
May 10, 2018 “Estimated Price” is an oxymoron
May 9, 2018 True Fans
May 8, 2018 Charge more for the fun stuff
May 7, 2018 Don’t abstract your target market
May 6, 2018 Dream testimonials...
May 5, 2018 Reader replies to Intermediate Men
May 4, 2018 Wanna buy a watch?
May 3, 2018 “Should content and articles be more technical focused or business focused?” and more...
May 2, 2018 Ah Ha moment from reader Trevor Carr
May 1, 2018 Success story from reader Rahoul Baruah (aka “Baz”)
April 30, 2018 Daily Writing Practice - Brilliant or Insane?
April 29, 2018 The Freelancer’s Roadmap
April 28, 2018 They just want it
April 27, 2018 Success story from reader Kent Ekstrom
April 26, 2018 Value story from reader Daniel Smith
April 25, 2018 The Marketing Expertise Paradox
April 24, 2018 Lessons Learned Building My First Online Software Course with guest Chris Buecheler
April 23, 2018 Uncovering Your Client Avatar
April 22, 2018 You now have ESP
April 21, 2018 Specialization story from reader Mauro Chojrin
April 20, 2018 You might actually have to care
April 19, 2018 “What would be your next steps to secure revenue with the right clients quickly?” and more...
April 18, 2018 You do shoes, I’ll do CSS
April 17, 2018 Q&A about writing daily
April 16, 2018 Success story from Morgan from Luxxe
April 15, 2018 The Magic Pill
April 14, 2018 Real Simple Leverage
April 13, 2018 Have you ever tried to move a couch by yourself?
April 12, 2018 Three Ways To Lift A Car
April 11, 2018 What’s the top spot worth?
April 10, 2018 The Relationship Between Positioning And Specialization
April 9, 2018 Why You Need A Content Inventory
April 8, 2018 Intermediate men
April 7, 2018 Trophies are cheap
April 6, 2018 “Should I start a passive income side business?” and more...
April 5, 2018 Q&A about flipping the switch
April 4, 2018 The number three people
April 3, 2018 Flipped the switch
April 2, 2018 Creating Leverage
April 1, 2018 “One hundred days of blogging” by Dan Moore
March 31, 2018 Daily is just easier
March 30, 2018 Can Value Pricing Work for Firms? with guest Adam Aronson
March 29, 2018 Cautionary tale from Tricia
March 28, 2018 What’s it for?
March 27, 2018 Establishing Your Point Of View
March 26, 2018 What if an existing client refuses to pay 100% up-front?
March 25, 2018 Adjusting your mission focus
March 24, 2018 “I’ve specialized... what do I do next?” and more...
March 23, 2018 Why should I care about your mission?
March 22, 2018 Funding your mission
March 21, 2018 Success story from reader Mike Spanger
March 19, 2018 [DERP] Correct link to Ramona interview
March 19, 2018 How To Get More Media Attention with guest Ramona Russell
March 18, 2018 I want a marshmallow
March 17, 2018 Reader question: “What if my client doesn’t understand what they’re getting themselves into?”
March 16, 2018 Which Porsche?
March 15, 2018 Recommendation bonanza
March 14, 2018 Hey, can you recommend...
March 13, 2018 Butterbeer
March 12, 2018 Accepting Risk (And Charging For It)
March 11, 2018 Strategy is a bet
March 10, 2018 One strategy at a time
March 9, 2018 Opportunity or distraction?
March 8, 2018 A bankrupt agency, escaping staff aug, handling rejection gracefully, and more...
March 7, 2018 Secret Agent Man
March 6, 2018 ‘57 Thunderbird
March 5, 2018 Building Your Circle
March 4, 2018 Your skill is not your business
March 3, 2018 Money and gasoline
March 2, 2018 How to Escape Hourly Billing
March 1, 2018 How much does a dog cost?
February 28, 2018 Low prices are scary
February 28, 2018 It’s make or break
February 26, 2018 Offending People
February 26, 2018 Negative Ease
February 24, 2018 Find your oysters
February 24, 2018 Accept their risk
February 22, 2018 “How do I generate inbound leads?” and more...
February 22, 2018 After the fact
February 20, 2018 When to Invest in Your Business
February 20, 2018 Enough about me...
February 19, 2018 Give yourself a budget
February 18, 2018 Scope last
February 16, 2018 Kids get it
February 15, 2018 What about music?
February 14, 2018 Tough Love Teardown - TOMORROW AT 1PM ET
February 14, 2018 Resources for budding authors
February 12, 2018 Should you write a book?
February 11, 2018 Don’t forget the clients
February 10, 2018 Preparing to jump
February 9, 2018 The Business of Expertise with special guest David C. Baker
February 9, 2018 An API is not a business goal
February 7, 2018 Validating Your Idea
February 7, 2018 The Introduction Game
February 5, 2018 What would you like me to say?
February 4, 2018 Value-Based Design with guest Nick Disabato
February 3, 2018 Pinball wizards
February 2, 2018 Referring strangers
February 1, 2018 Why should Alice care?
January 31, 2018 Building Community with Madalyn Sklar
January 31, 2018 ESP not required
January 29, 2018 Too good to be true?
January 28, 2018 Where my horse people at?
January 27, 2018 Gretchen who?
January 26, 2018 The Referral Game
January 25, 2018 “How do I market server admin and support as a productized service?” and more...
January 24, 2018 The Pricing Fear
January 24, 2018 Productized Consulting
January 22, 2018 How Long Should You Keep A Client?
January 21, 2018 The Worst Of Both Worlds
January 21, 2018 Reader question: “What if I have no clue what the value is?”
January 20, 2018 What’s different about an apple?
January 18, 2018 What’s your zag?
January 17, 2018 Street cred
January 15, 2018 Unretirement
January 14, 2018 How do I decide who my ideal buyers are?
January 13, 2018 Recognized expert
January 13, 2018 Kickstarting the flywheel
January 11, 2018 “What do I do if the leads I’m getting can’t afford my services?” and more...
January 11, 2018 A Man in a Balloon
January 10, 2018 The Emperor Has No Clothes
January 8, 2018 The Business of Authority
January 8, 2018 Five Reversals
January 7, 2018 Question it
January 5, 2018 Standing out
January 5, 2018 Finding your voice
January 3, 2018 Loving what you do is not enough
January 3, 2018 113,796
December 31, 2017 Welcome, 2018!
December 30, 2017 Hey everybody! We’re going to get signed!
December 29, 2017 Programming is programming
December 28, 2017 “What if a client finds out you charged them more than someone else?” and more...
December 28, 2017 Can you tell me how to get?
December 26, 2017 Supporting yourself
December 25, 2017 Unwrapping
December 24, 2017 Winging it
December 22, 2017 Firehose of constructive criticism
December 21, 2017 Transcript for Pricing Creativity interview with Blair Enns
December 20, 2017 Time lords and value pricing
December 19, 2017 Ditching Hourly: Pricing Creativity with special guest Blair Enns
December 19, 2017 Could seatbelts really be value priced?
December 17, 2017 Pricing guilt
December 16, 2017 The Perfect Intro
December 15, 2017 How do you value price if the client’s financial outcome is out of your control?
December 14, 2017 “Is this niche big enough to support my business?” and more...
December 13, 2017 The importance of deciding
December 12, 2017 More reader questions about my advisory retainers
December 11, 2017 Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn
December 10, 2017 “What vertical do I pick?!”
December 9, 2017 How to focus binoculars
December 8, 2017 Pick your battles
December 6, 2017 It’s not rocket science
December 5, 2017 Reader question about market research, expensive problems, and developing an LFPS (part 3)
December 4, 2017 Reader question about market research, expensive problems, and developing an LFPS (part 2)
December 3, 2017 Reader question about market research, expensive problems, and developing an LFPS (part 1)
December 1, 2017 Have you tried everything and nothing seems to work?
November 30, 2017 “How do I choose between two verticals?” and more...
November 29, 2017 “Who does value pricing benefit?”
November 29, 2017 “What do you recommend for complex projects?” and more...
November 27, 2017 Freelance Business Bundle Last Call! Sale ends at 11:59pm ET
November 26, 2017 “What if we can’t assess the value?”
November 26, 2017 It doesn’t matter how hard you try
November 24, 2017 The Freelancers Business Bundle
November 23, 2017 “But... hourly billing is easy!”
November 22, 2017 Rethinking the “knowing where to tap it” story
November 21, 2017 Who’s the real problem here?
November 20, 2017 How to blow minds
November 18, 2017 Donations As A Revenue Stream with guest Brian Dunning
November 18, 2017 How much would you charge for $1M In savings?
November 16, 2017 “How do you enter a new vertical where you have no case studies to show you are an expert?” and more...
November 15, 2017 Monetizing Technical Expertise By Selling Sponsorships With Guest Kurt Elster
November 15, 2017 What’s your #1 biz problem?
November 13, 2017 Six-dollars for a loaf of bread?
November 13, 2017 Business isn’t a game (for your customers)
November 12, 2017 Yahtzee Fan Fiction
November 10, 2017 Conquering anxieties with guest Sherry Walling
November 10, 2017 “What if I get hit by a bus (and survive)?”
November 8, 2017 Success story from student “Leeroy Jenkins”
November 7, 2017 Is there a good fit?
November 6, 2017 The difference between a product, a service, and an experience
November 6, 2017 How do you wow?
November 4, 2017 Accidental Architect article
November 3, 2017 How much is a fake diamond ring worth?
November 2, 2017 “How would Jonathan actually conduct a sales call?” and more...
November 2, 2017 A $25,000 Straw Hat?
October 31, 2017 Transcript available for Jason Swett interview (and a technical glitch)
October 31, 2017 Success story from reader Ant Pugh
October 29, 2017 Selling to your own wallet
October 27, 2017 We hold these truths to be self-evident
October 26, 2017 Lessons Learned with guest Jason Swett
October 25, 2017 Reader questions about offering guarantees, platform specialization, and more...
October 24, 2017 Success story from reader “Beyonce´”
October 23, 2017 Find Clients in a New Niche From Scratch with Jonathan Stark
October 22, 2017 Find Out First
October 21, 2017 In BUSINESS terms
October 20, 2017 “Is it realistic for me to do value-based pricing for implementation work?” and more...
October 19, 2017 People need your help more than you think
October 18, 2017 Why should clients pay you?
October 18, 2017 Filter Magic
October 16, 2017 “I’m a software developer”
October 15, 2017 Evergreen Pains
October 14, 2017 What would you pick?
October 13, 2017 “What if a prospect initially balks at my rate?” and more...
October 12, 2017 “How do I value price typos?”
October 11, 2017 Does this sound familiar?
October 9, 2017 What NOT to say at a wedding...
October 8, 2017 The worst tag line ever
October 7, 2017 How to read minds
October 7, 2017 “Am I in the right place?”
October 5, 2017 Do you ever wonder if/when you should offer discounts?
October 4, 2017 What to do about your whale problem
October 4, 2017 Week 4 of daily outreach
October 2, 2017 The Nurse Analogy
October 1, 2017 Leaping halfway
September 30, 2017 Exhilaration or fear?
September 29, 2017 Success story from reader Gonzalo Zariaga
September 28, 2017 The Magic Wand question
September 27, 2017 How to choose a vertical
September 26, 2017 The Double Thank You Phenomenon
September 26, 2017 How to build your first productized service
September 24, 2017 Reader question: “Can I target two markets?”
September 23, 2017 LFPS + Outreach = WOW!
September 23, 2017 How to do outreach without selling your soul
September 21, 2017 The Why Conversation
September 21, 2017 Gain access to today’s video...
September 20, 2017 Reader feedback on Two two tales of Alice
September 20, 2017 Group coaching starts tomorrow! (discount code inside)
September 19, 2017 Two tales of Alice
September 18, 2017 Reader question: “But horizontal specialization has changed my life!”
September 18, 2017 Early Bird Group Coaching (launch discount inside)
September 16, 2017 “Can I position myself by target skill instead of target market?”
September 15, 2017 Outreach Braindump
September 14, 2017 How to ask for referrals with tact
September 13, 2017 Why you don’t ask for referrals
September 13, 2017 Flyer Dude
September 11, 2017 So... what exactly is a Laser-Focused Positioning Statement, anyway?
September 10, 2017 Reactions to Credit Union Outreach
September 9, 2017 Hilarious Rants About Soggy Positioning
September 8, 2017 Ditching Hourly 033: Pulling The Trigger On Value Pricing with guest Joel Miller
September 7, 2017 Credit Union Research Call
September 6, 2017 The Sherpa Analogy
September 6, 2017 Success story from reader Scott Webb
September 4, 2017 The Secret of Don LaFontaine’s Success
September 2, 2017 What’s a voice over worth?
September 1, 2017 Fall Frenzy
August 31, 2017 The .01%
August 30, 2017 What’s your superpower?
August 29, 2017 Cold email outreach experiment
August 28, 2017 What do they have?
August 28, 2017 New pricing for Hourly Billing Is Nuts
August 27, 2017 FYI - Better price for Hourly Billing Is Nuts
August 27, 2017 Free upgrade to Hourly Billing is Nuts
August 26, 2017 Ditching Hourly 032: The Irony of the Generalist
August 25, 2017 Altitude Matrix Worksheet
August 24, 2017 Bird’s Eye View
August 23, 2017 What was your first job?
August 22, 2017 Altitude of Involvement
August 21, 2017 Reader question: “How did you choose which of your businesses to use jonathanstark.com for?”
August 19, 2017 Pre-outreach in LinkedIn
August 18, 2017 Kai’s Dream 20 Outreach
August 17, 2017 Outreach serendipity
August 16, 2017 Outreach for the introvert
August 15, 2017 CU Outreach: Down the rabbit hole!
August 15, 2017 Can value price if you pay your subcontractors hourly?
August 13, 2017 [ICC] What do you do?
August 12, 2017 [ICC] What if the client’s budget is absurdly low?
August 11, 2017 [ICC] Allie’s Donuts
August 10, 2017 [ICC] The Cab Ride
August 9, 2017 [ICC] The patient sees the symptom, not the disease
August 8, 2017 [ICC] 11 ways to attract your ideal buyers
August 7, 2017 [ICC] Clients have no use for code
August 6, 2017 [ICC] The Helicopter Option
August 5, 2017 [ICC] The Red Balloon
August 4, 2017 Outreach prep step 3 in progress!
August 3, 2017 Outreach prep steps 1 & 2 complete!
August 2, 2017 Why I prefer not to work with local clients
August 2, 2017 Outreach planning
July 31, 2017 Product ladder and outreach for JSC
July 30, 2017 Is the Why Conversation compatible with outreach?
July 29, 2017 Ditching Hourly 031: The Subjective Value Of Money
July 28, 2017 Follow up on Mr. C’s Conundrum
July 27, 2017 Mr. C’s Hourly Conundrum
July 26, 2017 Ditching Hourly 030: Can Agile Projects Be Value Priced? with guest Jason Mundok
July 25, 2017 Legalese, redux
July 24, 2017 Legalese
July 23, 2017 Trust is a two-way street
July 22, 2017 The power of vulnerability
July 21, 2017 Coaching vs Mentoring vs Retainer
July 20, 2017 The ambiguity of words
July 19, 2017 Reader feedback on offering maintenance packages
July 18, 2017 Should you give away your expertise?
July 17, 2017 Reader Question: Should I offer maintenance packages?
July 16, 2017 “What an amazing opportunity to expand demand!”
July 15, 2017 Success story from Robert Friberg
July 14, 2017 Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs
July 13, 2017 Ditching Hourly 027: My Squirrel Guy
July 12, 2017 How to transition from laborious coding to advisory services
July 11, 2017 “How did you pick your niche?”
July 10, 2017 What if you could write a month of code in a few seconds?
July 9, 2017 Shipping code is laborious
July 8, 2017 What was your last capital investment?
July 7, 2017 Reader feedback on how open source factors into the question of code reuse
July 6, 2017 Can I reuse code (and how do I charge for it)?
July 5, 2017 What is a client fears that you’ll share their secrets with a competitor?
July 4, 2017 Problems with specializing on a vertical market
July 3, 2017 Proposals as content marketing
July 2, 2017 The real cost of repairing a lawnmower
July 1, 2017 Ditching Hourly 026: Why You Should Be Offering Guarantees
June 30, 2017 “the whooziwhatsits are misaligned”
June 29, 2017 “Are you on vacation or something?”
June 28, 2017 What is the endgame of freelancing?
June 28, 2017 Squirrel eviction day
June 27, 2017 Squirrels are eating my garage
June 25, 2017 “Hardly anyone gets paid when we are healthy”
June 24, 2017 The Tarp
June 23, 2017 From the Archive: “How my retainers work”
June 22, 2017 How would you react?
June 21, 2017 Reader question on value pricing for venture-backed, hardware IoT startups
June 20, 2017 How to determine your cost
June 20, 2017 Follow-up re: how to determine your cost
June 18, 2017 But what if I need to work?
June 17, 2017 Empathetic vs egocentric
June 15, 2017 Make the logo bigger...
June 15, 2017 “How do I attract better clients?”
June 13, 2017 Twenty cents per keystroke
June 13, 2017 Shhh... mentoring program is open
June 13, 2017 Have you ever donated to charity?
June 11, 2017 How to identify the right kind of clients when you’re first starting out...
June 9, 2017 Forecast: Why Hourly Billing Is Nuts with Jonathan Stark
June 8, 2017 “How can you convince a potential client that coding tests are not the best way to evaluate you?”
June 8, 2017 Clarification regarding coding tests...
June 6, 2017 “Can you value price through an agency?”
June 5, 2017 “Must a Why Conversation be done verbally?”
June 4, 2017 Hourly billing in the 23rd century
June 3, 2017 “Clients don’t value my work... what should I do?”
June 2, 2017 Proceed With Caution
June 1, 2017 Counterpoint to “tracking hours is not required”
May 31, 2017 Tracking Hours Is Not Required
May 30, 2017 Chatting over potato salad
May 28, 2017 Value pricing is not evil
May 27, 2017 3 great replies from readers re job vs business
May 26, 2017 Ditching Hourly 025: The Ethics of Hourly Billing with special guest Ron Baker
May 26, 2017 Reader question: “What’s the difference between having a business and having a job?”
May 24, 2017 “The result was astounding”
May 23, 2017 Reader question: “How do you reject a red flag prospect?”
May 22, 2017 A story in three acts: excitement, disillusionment, and disaster
May 21, 2017 Establishing “keep the lights gets on” money
May 19, 2017 Ditching Hourly 024: Value Pricing Cuts Both Ways
May 18, 2017 “What do you do when a prospect exhibits red flags?”
May 17, 2017 Red Flags
May 16, 2017 Pick B
May 16, 2017 “Fair” warning
May 13, 2017 Answers from yesterday...
May 12, 2017 Quick question...
May 11, 2017 How do you value price research?
May 10, 2017 NDAs?
May 9, 2017 What about timesheets?
May 8, 2017 Following up on proposals like a pro
May 7, 2017 Time is not a resource, it’s a constraint
May 6, 2017 Ron Baker and Ed Kless interview Tim Williams
May 5, 2017 Doesn’t giving away my time for free devalue me in the client’s eyes?
May 4, 2017 How do I justify a two hour time investment for a sales call?
May 3, 2017 How is a roadmap different from a Why Conversation?
May 2, 2017 Would you rather land a $3,000 project or a $30,000 project?
May 1, 2017 Multiply your head
April 30, 2017 Fighting Butterflies (update)
April 29, 2017 Alan Weiss interview on Freelance Transformation
April 28, 2017 “Do you have experience in our industry?”
April 27, 2017 Fighting Butterflies
April 26, 2017 Big huge list of podcasts
April 25, 2017 Value pricing is not a license to print money
April 24, 2017 “The website is down!”
April 23, 2017 Reaching out to past clients for feedback
April 22, 2017 Beating impostor syndrome
April 21, 2017 Drumming up work in a hurry
April 18, 2017 The Picasso Story
April 17, 2017 Time is not money, revisited
April 16, 2017 Time is not money
April 15, 2017 Can research projects be value priced?
April 14, 2017 Thought of the day: “You can’t make more time”
April 13, 2017 Ditching Hourly 023: Converting Hourly Clients To Value Pricing
April 12, 2017 What do you do?
April 11, 2017 What if the client’s budget is absurdly low?
April 10, 2017 “What should I do if the client tells me the budget?”
April 9, 2017 Bob’s Barbecue
April 8, 2017 Your answers to “Why would someone pay $5,795 for a used stainless steel Rolex Submariner?”
April 7, 2017 Why would someone pay $5795 for a used watch?
April 6, 2017 Ditching Hourly 022: How To Grow Your Business Without Hiring
April 5, 2017 Reader question re How to set “no-brainer” prices
April 4, 2017 Two work related podcasts?
April 3, 2017 How to set “no-brainer” prices
April 1, 2017 “How do I convert a client to value billing [sic]?”
March 31, 2017 Three Levels of Differentiation
March 30, 2017 Intangible qualities vs intangible benefits
March 29, 2017 Measuring friendliness
March 28, 2017 Confusion about intangible benefits
March 27, 2017 Leveraging your intangibles
March 26, 2017 Allie’s Donuts
March 25, 2017 Effort distorts value
March 24, 2017 How much is your work worth?
March 23, 2017 Your client base is going to change
March 22, 2017 A bit of housekeeping...
March 21, 2017 What is growth?
March 20, 2017 follow-up question re “coding is bad for profits”
March 19, 2017 The Deleterious Effects of Hourly Billing by Ron Baker and Ed Kless
March 18, 2017 “If coding is bad for profits, what am I supposed to sell?”
March 17, 2017 Follow-up re: The Cab Ride
March 16, 2017 The Cab Ride
March 15, 2017 The perverse incentive of support contracts
March 14, 2017 Monthly support contract vs unconditional bug-fix guarantee
March 13, 2017 “How do you define what’s a bug?”
March 12, 2017 Guarantees discourage “corner cutting”
March 11, 2017 You already guarantee your work
March 10, 2017 Types of guarantees
March 9, 2017 Bugs Burger’s Unconditional Guarantee
March 8, 2017 Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca
March 7, 2017 follow-up re: value pricing with agile projects
March 6, 2017 Does value pricing works with agile projects?
March 5, 2017 “How will you measure whether the site paid for itself?”
March 4, 2017 Would I be happier if the agency took MORE time to deliver?
March 3, 2017 “How would you handle a value conversation with a new startup?”
March 2, 2017 “How can someone who can’t be on call 24/7 offer retainers that aren’t defined as a block of hours?”
March 1, 2017 “How can I guarantee an ROI when my clients don’t heed my advice?”
February 28, 2017 “Why would someone hire a freelancer to build his web site if the client can build it using WIX?”
February 27, 2017 “Why would you get the project if someone bid £20,000 less?”
February 25, 2017 Ditching Hourly 020: Is Value Pricing Immoral?
February 24, 2017 What do luxury watches have to do with selling software services?
February 24, 2017 “How to price design services” by Chris Do
February 22, 2017 “Isn’t it immoral to charge different prices for essentially the same work?”
February 21, 2017 Kneejerk reactions to value pricing refuted
February 20, 2017 “Researching my target market online”
February 19, 2017 Follow-up questions for “Stephen Colbert” answered
February 18, 2017 Success story from reader Mike Dougherty
February 17, 2017 Ditching Hourly 019: Can Any Type Of Project Be Value Priced?
February 16, 2017 “I’m actually winning projects at 10x the hourly rate I used to make”
February 15, 2017 Answers to “How is X is in your client’s best interest?”
February 14, 2017 How could these tactics possibly be in the best interest of my clients?
February 13, 2017 Freebies
February 12, 2017 The Plow Guy
February 11, 2017 Success story from reader Lee Carter
February 10, 2017 Clients want projects completed as quickly as possible
February 9, 2017 How Much Should I Charge Clients?
February 8, 2017 “hey, this is cool, but you gotta pay me more”
February 7, 2017 Old me vs new me
February 6, 2017 The patient sees the symptom, not the disease
February 5, 2017 Download links for the slides and templates in the “How To” videos
February 5, 2017 Reader question: “How do you get access to the economic buyer?”
February 4, 2017 What’s the ROI on a latte?
February 3, 2017 Success story from reader Lisa Ellington
February 2, 2017 Reader question: “How do you balance running two completely different businesses?”
February 1, 2017 What about clients who don’t fit your new target market?
January 31, 2017 Reinventing JSC
January 30, 2017 “I’ll fix bugs, do tweaks, and answer questions indefinitely”
January 29, 2017 “Nobody ever gets speaker’s block”
January 28, 2017 Success story from reader Michael Schofield
January 27, 2017 Dogfooding -> Rolodex Moments
January 26, 2017 Grab a coffee... this is a long one
January 25, 2017 Dogfooding -> The Fear
January 24, 2017 Ditching Hourly 018: Ten Ways To Attract Your Ideal Buyer
January 23, 2017 Dogfooding -> The First Step
January 22, 2017 How I get my kicks these days
January 21, 2017 11 ways to attract your ideal buyers
January 20, 2017 How to handle multiple prospects simultaneously
January 19, 2017 [AUDIO] Ditching Hourly 017: Escape Hourly Billing with Productized Services with guest Kurt Elster
January 18, 2017 The Highlighter Analogy
January 17, 2017 Ditching Hourly 016: High-Touch, Low-Touch, and Leverage
January 16, 2017 Back to basics -> focus on outcomes
January 15, 2017 Stop asking your clients for their uneducated opinion
January 14, 2017 “He costs twice what my other designer did. And I am so very happy to pay it!”
January 13, 2017 Back To Basics -> Revenue Is A Vanity Metric
January 12, 2017 Back to basics -> clients don’t want your time
January 11, 2017 Back to basics -> my guiding principle
January 10, 2017 Interim reading on retainers
January 9, 2017 Confusion about retainers...
January 8, 2017 For your Sunday viewing pleasure...
January 7, 2017 Don’t try to sell a retainer in the proposal
January 6, 2017 re retainer: Q&A about those relentless follow-ups
January 5, 2017 Okay, where were we...? Ah yes, retainers!
January 4, 2017 Last chance before discount expires
January 3, 2017 FYI - your discount expires in 24 hours
January 2, 2017 Thanks!
January 1, 2017 How I keep retainer clients from abusing my time
December 31, 2016 Example retainer sales page
December 30, 2016 Special thanks for buying Hourly Billing is Nuts
December 30, 2016 Do not buy my book today
December 29, 2016 What exactly is a retainer?
December 28, 2016 Reader questions re “What went right in 2016?”
December 27, 2016 What went right in 2016?
December 23, 2016 Ditching Hourly 015: Building a Product Ladder
December 22, 2016 The difference between menu pricing and productized services
December 21, 2016 Examples of productized services in the wild
December 20, 2016 Bob isn’t Alice (and other truths about $250k WordPress sites...)
December 19, 2016 Salary negotiation, Stamper style
December 18, 2016 More things to do “in the dark”
December 17, 2016 Building business assets “in the dark”
December 16, 2016 Where do productized services fit into your product ladder?
December 15, 2016 Reader questions re pricing productized services
December 14, 2016 How to price your productized service
December 13, 2016 Ditching Hourly 014: Productized Services
December 12, 2016 More detail on working with startups...
December 11, 2016 Reader question: “How to assess value for startups?”
December 9, 2016 Reader question: “How would you manage value pricing for a non-profit organization?”
December 9, 2016 More info re value pricing for non-profit organizations
December 8, 2016 Ditching Hourly 013: The 8 Steps to Value Pricing with special guest Ron Baker
December 7, 2016 “It was truly amazing”
December 6, 2016 Some answers re Indecisive Carpenter clip
December 4, 2016 Raw nerve
December 3, 2016 “Are you okay with this hinge?”
December 2, 2016 How to command premium rates
December 1, 2016 Deliverables != Benefits
November 30, 2016 Gut check...
November 29, 2016 Ditching Hourly 012: 100% Up-Front
November 28, 2016 “What if a prospect asks why I need to know the value of the project?”
November 27, 2016 The Dish Soap Experiment
November 26, 2016 Follow-up re: “I absolutely killed it!”
November 25, 2016 “I absolutely killed it!”
November 23, 2016 How to leverage public speaking events
November 22, 2016 No Compromises
November 21, 2016 Ready for some Nuts?
November 21, 2016 Give the gift of Nuts ;-)
November 20, 2016 Tiny follow-up to “public speaking tips”
November 19, 2016 Public speaking tips
November 18, 2016 Sharing your expertise for fun and profit
November 17, 2016 It’s hard to know when to shut up...
November 16, 2016 Ditching Hourly 011: How To Write Proposals That Close
November 15, 2016 3 steps to defining what makes you uniquely different from your competitors:
November 14, 2016 You are what you eat
November 13, 2016 Profit isn’t always measured in dollars...
November 12, 2016 What should your ideal clients expect as a result of hiring you?
November 11, 2016 Q&A: “Do I REALLY have to ask the Why Me questions?”
November 10, 2016 Ditching Hourly 010: The Why Conversation
November 9, 2016 18 Examples of Differentiation
November 8, 2016 The Great Banana Mystery
November 7, 2016 Ditching Hourly 009: Making the Leap to Value Pricing with guest James Jeffers
November 6, 2016 How to differentiate yourself from the competition
November 5, 2016 Follow-up question re “But you’re twice as much as the next bid!”
November 4, 2016 “So... what do you do?”
November 4, 2016 How do you respond to a client who exclaims “But you’re twice as much as the next bid!”
November 2, 2016 Why would someone pay $2500+ for a children’s toy that is roughly the size of a cough drop?
November 1, 2016 Ditching Hourly 008: The Hourly Trap
October 31, 2016 Your awesome replies to the 21 rewrites...
October 30, 2016 From generalist to specialist with Philip Morgan
October 29, 2016 “Cheapest” is not the unique difference you’re looking for...
October 28, 2016 The 21 Rewrites
October 27, 2016 The 21 Positioning Statements
October 26, 2016 3 common mistakes when writing your laser-focused positioning statement
October 25, 2016 Ditching Hourly 006: The Red Balloon
October 24, 2016 Laser-focused positioning statement review #1
October 23, 2016 Crystalizing Your Specialization
October 22, 2016 No particular focus produces no particular result
October 21, 2016 What sort of client WOULD NOT want to hire a specialist?
October 21, 2016 Strategy is focus
October 19, 2016 How to decrease the impact of a prospect not hiring you
October 18, 2016 Thanks for the support!
October 17, 2016 Ditching Hourly is now available
October 16, 2016 Specialization allows you to rapidly create a body of work
October 15, 2016 Debunking The Top Three Fears Of Specialization
October 14, 2016 How to increase the likelihood of prospects hiring you
October 13, 2016 If I always start by trying to talk the client out of hiring me, how will I ever get hired?
October 12, 2016 Do clients ever get annoyed by all those Why questions?
October 11, 2016 First CityWide Change Bank
October 10, 2016 Making change
October 9, 2016 Reader question about the “Why Me?” category
October 8, 2016 Three categories of Why
October 7, 2016 Stated goals vs actual goals
October 6, 2016 Why I would happily pay ten bucks for a dollar
October 5, 2016 Success story from reader Justin Miller
October 4, 2016 Have you ever thought about the word “freelance”?
October 3, 2016 How to convert hourly clients to the value priced model?
October 1, 2016 Steve Ballmer rants about KOLCs
September 30, 2016 Clients have no use for code
September 29, 2016 Can agile projects be value based?
September 28, 2016 You’ve got to give yourself some runway...
September 27, 2016 Three Simple Ways to Transition to a Value Pricing Model
September 26, 2016 The Helicopter Option
September 25, 2016 Can every type of project to be value priced?
September 24, 2016 “How do I value price design services?”
September 23, 2016 How my retainers work...
September 22, 2016 The Expensive Problem Podcast
September 21, 2016 When your developers charge you by the hour - LOL!
September 20, 2016 Success story from reader James Jeffers
September 19, 2016 The Red Balloon
September 18, 2016 The Subjective Theory of Value
September 17, 2016 Setting Value-Based Prices When The Value is Hard to Determine
September 16, 2016 An honest day’s work for an honest day’s pay
September 15, 2016 The convenience of money
September 14, 2016 What’s it worth to ya?
September 13, 2016 Pressure to “grow” your business?
September 12, 2016 The Path to Value Pricing (Find Your Moose edition)
September 11, 2016 What about: “Sorry, company policy expressly prohibits advance payment for services”
September 10, 2016 Just say no to spec
September 9, 2016 Solo vs firm?
September 8, 2016 Pigeonhole Yourself conference session
September 7, 2016 How to respond to “It’s Not Up To Us” discount requests
September 6, 2016 How to respond to “We’ll Never Get This Through Accounting” discount requests
September 5, 2016 How to respond to “How About We Treat You Like An Employee?” discount requests
September 4, 2016 My most useful resources...
September 3, 2016 Presumptive non-profit request
September 2, 2016 Webcast recording available for “The Hourly Trap”
September 1, 2016 Closing the loop
August 31, 2016 How to respond to “You’re The Most Expensive” discount requests
August 30, 2016 How to respond to “Pay Your Dues” discount requests
August 29, 2016 Reader question about not listing discounts as a line item
August 28, 2016 How to respond to “Peace, Love, and Happiness” discount requests
August 27, 2016 New webcast scheduled: “The Hourly Trap”
August 26, 2016 Reader question about my “business case” line
August 25, 2016 How to respond to “Sharpen Your Pencils” discount requests
August 24, 2016 How to respond to “We’re Broke” discount requests
August 23, 2016 How to respond to “How Hard Can It Be?” discount requests
August 22, 2016 Just Say No
August 21, 2016 The 9 types of discounts clients ask for
August 20, 2016 Some surprising angles re client discounts
August 19, 2016 Audio interlude
August 18, 2016 Up next: “Can we get a discount?”
August 17, 2016 How to respond to “Have you done work like this before?”
August 16, 2016 Follow up regarding refunds...
August 15, 2016 How to respond to “Do you guarantee your work?”
August 14, 2016 Strategy is focus
August 13, 2016 More tough questions?
August 12, 2016 How to write proposals that close
August 11, 2016 How to respond to “Can you give me a ballpark?”
August 10, 2016 The Why Conversation
August 9, 2016 What to ask next...
August 6, 2016 How to respond to “How do you price your work?”
August 5, 2016 How to respond to “What’s your hourly rate?”
August 3, 2016 Learning your lines...
August 2, 2016 How to politely push back on arbitrary project deadlines in the sales process
August 1, 2016 Financial incentives, expensive problems, and slaying deadlines
July 29, 2016 The fish grows to the size of the bowl
July 28, 2016 B-Team Pirate Radio
July 27, 2016 Not all deadlines are bad
July 26, 2016 Imagine for a sec that you’re a wedding planner...