This is an archive of the 2400+ email messages I have sent to my daily mailing list since July 26th, 2016. Enjoy!
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Reader question from Constantin re “Can you evaluate my positioning statement?”
March 30th, 2023
Steve Folland - The Freelance Journey
March 29th, 2023
Scaling the Soloist Business Model with Jonathan Stark and Rochelle Moulton
March 28th, 2023
Book Series: Choosing Your Best Editor
March 27th, 2023
Ditcherville #140 - I’m so mad at Amazon!
March 26th, 2023
The Magic Wand question
March 25th, 2023
How To Choose A Vertical
March 24th, 2023
“When do you decide an audience is just too hard to reach?” and more…
March 23rd, 2023
Positioning In Five Words
March 22nd, 2023
Coaching Call with ex-Googler Kartick Vaddadi
March 21st, 2023
Clever
March 20th, 2023
Ditcherville #139 - # I haven’t gotten a lead in months!
March 19th, 2023
When Clients Aren’t Spending
March 18th, 2023
Creative Positioning
March 17th, 2023
Some Non-Soggy Positioning Examples
March 16th, 2023
Soggy Positioning Rants
March 15th, 2023
Ditching Hourly Fireside Chat with Ed Gandia and Jonathan Stark
March 14th, 2023
How To Think About Your Time
March 13th, 2023
Ditcherville #138 - Hey Google, what should I do?
March 12th, 2023
Obsessively Curious
March 11th, 2023
Being Yourself
March 10th, 2023
Standing Out
March 9th, 2023
Restructuring agency billing and pricing models with Jonathan Stark
March 8th, 2023
Mitch Kowalski - Helping Law Firms Ditch Hourly Billing
March 7th, 2023
Do Authorities Have To Write?
March 6th, 2023
Ditcherville #137 - Why should they hire you?
March 5th, 2023
There’s demand, and then there’s demand
March 4th, 2023
You don’t sell time
March 3rd, 2023
What gets measured gets improved
March 2nd, 2023
7 Thoughts About Employee Timesheets
March 1st, 2023
Sew Heidi - The Business of Fashion Design
February 28th, 2023
Pivoting After A Layoff
February 27th, 2023
Ditcherville #136 - How do I stop saying “um” all the time?
February 26th, 2023
“I see the value in it, but...”
February 25th, 2023
But that’s not fair!
February 24th, 2023
“When might taking a day job to support my new business make sense?” and more…
February 23rd, 2023
This Much
February 22nd, 2023
How much?
February 21st, 2023
Reaching Soloist Nirvana: Exploring The Five Mindsets for Success
February 20th, 2023
Ditcherville #135 - Hard Pass
February 19th, 2023
Expensive Problems
February 18th, 2023
No People, No Problems
February 17th, 2023
Substack vs ConvertKit for Expertise-Based Businesses
February 16th, 2023
Thinking Big
February 15th, 2023
Jason Lengstorf - Learning Together Online As A Full-Time Job
February 14th, 2023
Positioning: The Numbers
February 13th, 2023
Ditcherville #134 - But I’m a terrible public speaker!
February 12th, 2023
re: Podcasting Blockers
February 11th, 2023
Podcasting Blockers
February 10th, 2023
The science behind asymmetric intimacy
February 9th, 2023
Asymmetric Intimacy
February 8th, 2023
Junaid Ahmed - From UX Designer to Home Studio Architect
February 7th, 2023
Why Your Stuff Isn’t Selling
February 6th, 2023
Ditcherville #133 - But everyone does it!
February 5th, 2023
Timesheets
February 4th, 2023
The Stress Of The Procedure
February 3rd, 2023
5 Types of Costs (Besides Your Fee)
February 2nd, 2023
Creating Value In Your Target Market
February 1st, 2023
Jeff Doolittle - From Web Dev To Software Architect
January 31st, 2023
Choosing Your Growth Path
January 30th, 2023
Ditcherville #132 - I’ve got an idea!
January 29th, 2023
Building Trust In Your Target Market
January 28th, 2023
Triggering Recognition In Your Target Market
January 27th, 2023
“What are the pros and cons of selling to two different audiences?” and more…
January 26th, 2023
Increasing Awareness In Your Target Market
January 25th, 2023
Reuven Lerner - Building A Software Training Business In 2023
January 24th, 2023
Growing Your Authority Circle
January 23rd, 2023
Ditcherville #131 - I’ve got a great idea!
January 22nd, 2023
4 Reasons Why Nobody’s Buying
January 21st, 2023
RIP My Inbox
January 20th, 2023
Creating Demand
January 19th, 2023
Demand First
January 18th, 2023
The Creative Factory
January 17th, 2023
Choosing Your Top Priorities
January 16th, 2023
Ditcherville #130 - Business Models
January 15th, 2023
Business Models Defined
January 14th, 2023
Business model?
January 13th, 2023
“How do I know if my business model is broken?” and more…
January 12th, 2023
Brandon Reed - Instant Success With Fixed Price Options
January 11th, 2023
Aficionado
January 10th, 2023
The Care And Feeding Of Your Authority Business
January 9th, 2023
Ditcherville #129 - Broken Pipe
January 8th, 2023
Top Dog
January 7th, 2023
11 ways to attract your ideal buyers
January 6th, 2023
What to do when you’re not getting enough leads
January 5th, 2023
Kissing Frogs
January 4th, 2023
Kick-off 2023
January 3rd, 2023
How could increasing your productivity be a bad thing?
January 2nd, 2023
Ditcherville #128 - New Year’s Resolution
January 1st, 2023
Welcome, 2023
December 31st, 2022
Disappointment vs Delight
December 30th, 2022
“How should I price my first retainer?” and more…
December 29th, 2022
Simple but hard
December 28th, 2022
Should I offer an advisory retainer?
December 27th, 2022
What exactly is a monthly retainer?
December 26th, 2022
Ditcherville #127 - Monthly “Retainer” Option
December 25th, 2022
Puzzling...
December 24th, 2022
Third-party APIs
December 23rd, 2022
World’s Best Cup Of Coffee
December 22nd, 2022
How much is a Christmas tree worth?
December 21st, 2022
Erica Goode, CPA - Inflation, Recession, Cash flow, and Taxes
December 20th, 2022
Why distinguish between salary and profit?
December 19th, 2022
Ditcherville #126 - Do you want a diagnosis or a recommendation?
December 18th, 2022
Salary vs Profit
December 18th, 2022
Do your costs matter?
December 17th, 2022
Michael Dearing on Pricing
December 16th, 2022
“How much time should I spend validating a new positioning statement?” and more…
December 15th, 2022
What are you really buying?
December 14th, 2022
How A Grinch Stole Christmas?
December 13th, 2022
Consulting vs. Coaching
December 12th, 2022
Ditcherville #125 - 100% Up-Front?!
December 11th, 2022
Mastery doesn’t automatically create value
December 10th, 2022
One way to be meaningfully different
December 9th, 2022
Selling Zinc
December 8th, 2022
Why commoditization is bad for you
December 7th, 2022
Mitch Herrema - High Ticket Productized Services
December 6th, 2022
Predictions for 2023
December 5th, 2022
Ditcherville #124 - How much would you give me for my business?
December 4th, 2022
Book Recommendations 2022
December 3rd, 2022
How much is a mushroom vent worth?
December 2nd, 2022
“Is charging my clients for an hour-long consultation the same thing as hourly billing?” and more…
December 1st, 2022
The Trick To Writing Good Proposals
November 30th, 2022
Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate
November 29th, 2022
Behind The Scenes Of Daily Publishing
November 28th, 2022
Ditcherville #123 - I thought it would make me happy!
November 27th, 2022
The Gold Standard
November 26th, 2022
The Stench of Desperation
November 25th, 2022
Sewer Pipe vs Roots
November 24th, 2022
Beautiful Daydream
November 23rd, 2022
Coaching Call with Vikram Shetty
November 22nd, 2022
What (Not) To Talk About
November 21st, 2022
Ditcherville #122 - Clients from hell!
November 20th, 2022
Ideal Buyer vs End User
November 19th, 2022
Re Who did you help today?
November 18th, 2022
“How can I leverage value pricing for UX services?” and more…
November 17th, 2022
Who did you help today?
November 16th, 2022
John Strohmeyer - Packaging And Selling Legal Services On A Fixed-Fee Basis
November 15th, 2022
Re-Evaluating Leverage
November 14th, 2022
Ditcherville #121 - But I can’t write!
November 13th, 2022
Kicking and Screaming
November 12th, 2022
Daily Writing Practice - Brilliant or Insane?
November 11th, 2022
Doing Daily Podcast
November 10th, 2022
Reader question(s) from Mark Modesti
November 9th, 2022
Geraldine Carter - Providing More Value Faster
November 8th, 2022
Packaging Your Expertise Differently
November 7th, 2022
Ditcherville #120 - I’ll never stop hourly billing!
November 6th, 2022
Hourly Billing Encourages Scope Creep
November 5th, 2022
“What are the top 3 ways to market my business?” and more…
November 4th, 2022
A reply to “You can’t make hourly more efficient”
November 3rd, 2022
You can’t become more effective with hourly billing
November 2nd, 2022
You can’t make hourly more efficient
November 1st, 2022
The Anti-Vanity Metric
October 31st, 2022
Ditcherville #119 - How many keys are on a keyboard?
October 30th, 2022
Efficiency vs Efficacy
October 29th, 2022
How to Become THE Recognized Authority with Jonathan Stark
October 28th, 2022
Ditching Hourly for Independent Firms at MYOB
October 27th, 2022
Everyone wants something
October 26th, 2022
Drinking Out Of The Bowl
October 25th, 2022
Making Learning on The Client’s Dime Ethical
October 24th, 2022
Ditcherville #118 - I’ve been struggling for years!
October 23rd, 2022
“Happiness Equals Value”
October 22nd, 2022
Book Recommendations for Sales, Marketing, and Pricing
October 21st, 2022
“What speaking opportunities have generated the most leads for you?” and more…
October 20th, 2022
How To Ask A Rockstar To Blurb Your Book
October 19th, 2022
When to use jargon
October 18th, 2022
The Services Buying Journey
October 17th, 2022
Ditcherville #117 - Value pricing doesn’t work!
October 16th, 2022
Fences
October 15th, 2022
Reframing Stage Fright (pt4)
October 14th, 2022
Reframing Stage Fright (pt3)
October 13th, 2022
Reframing Stage Fright (pt2)
October 12th, 2022
Reframing Stage Fright
October 11th, 2022
Dreams Of The Soloist
October 10th, 2022
Ditcherville #116 - My Confidence Problem
October 9th, 2022
Reading Minds For Fun And Profit
October 8th, 2022
Business Games
October 7th, 2022
“What do you recommend putting for your LinkedIn headline?” and more…
October 6th, 2022
Integrity
October 5th, 2022
Success story from reader Noel Rivas Cárdenas
October 4th, 2022
Registration is open for 5-Day Podcast Challenge
October 3rd, 2022
Ditcherville #115 - It’s impossible to measure value!
October 2nd, 2022
The science behind asymmetric intimacy
October 1st, 2022
Asymmetric Intimacy
September 30th, 2022
Success story from reader Dr Genevieve Hayes
September 29th, 2022
Subscription Model Inspiration
September 28th, 2022
Paul Swail - Getting Paid To Uncover Value With Roadmapping Engagements
September 27th, 2022
Fighting The Busy-ness Monster
September 26th, 2022
Ditcherville #114 - I’d miss out on too many opportunities!
September 25th, 2022
Retainer Survey (Do Not Google!)
September 24th, 2022
Success story from reader Dominic Whittle
September 23rd, 2022
“Does it make sense to pick a niche if my services would be the same for anyone?” and more…
September 22nd, 2022
How to Ditch Hourly Billing (red wine edition)
September 21st, 2022
Dre Beltrami - Shut Up And Listen
September 20th, 2022
Hiring Employees Is Not The Holy Grail
September 19th, 2022
Ditcherville #113 - Will we get a written report?
September 18th, 2022
RD2A: A Four-Stage Productivity Cycle
September 17th, 2022
The Magic Pill
September 17th, 2022
4 Ways To Scale Your Business Without Hiring Employees
September 15th, 2022
Productivity Defined
September 14th, 2022
Mini Mees
September 13th, 2022
Making Email Work For You
September 12th, 2022
Ditcherville #112 - I have no idea where to find clients!
September 11th, 2022
What’s Your Promise?
September 10th, 2022
Going “Alone”
September 9th, 2022
“How do you decide when to raise prices?” and more…
September 8th, 2022
3 Ways To Scare Up New Business Right Now
September 7th, 2022
Jason Resnick - Masterclass In Pragmatic Email Automation
September 6th, 2022
Clients For Life?
September 5th, 2022
Ditcherville #111 - How do I make a million dollars?
September 4th, 2022
Revenue vs Profit for Solopreneurs
September 3rd, 2022
10 Ways To Package Your Expertise
September 2nd, 2022
Doing vs Knowing
September 1st, 2022
30 Minutes Or Less
August 31st, 2022
Why Bother Offering Guarantees?
August 30th, 2022
Leveraging Your IP with Erin Austin
August 29th, 2022
Ditcherville #110 - You should hire me to do your SEO!
August 28th, 2022
Race To Zero Defined
August 27th, 2022
Final Sale Feedback
August 26th, 2022
“How should I pick a niche?” and more…
August 25th, 2022
What To Talk About
August 24th, 2022
Reverse Interview with Peter Mobley of Geogram
August 23rd, 2022
What Are The Odds Of Success As An Authority?
August 22nd, 2022
Ditcherville #109 - Are you good at what you do?
August 21st, 2022
How NOT To Write A Project Proposal (pt3)
August 20th, 2022
How NOT To Write A Project Proposal (pt2)
August 19th, 2022
How NOT to write a project proposal
August 18th, 2022
The Trick To Writing Good Proposals
August 17th, 2022
Benefits vs Deliverables
August 16th, 2022
Why Editing = Thinking
August 15th, 2022
Ditcherville #108 - An honest day’s work for an honest day’s pay!
August 14th, 2022
What if The Why Conversation doesn’t work?
August 13th, 2022
When is value pricing a bad idea?
August 12th, 2022
“How do I value price services that don’t provide any financial ROI?” and more…
August 11th, 2022
Cut-Throat Lemonade
August 10th, 2022
I have no idea!
August 9th, 2022
You “Should” Listen To This Episode
August 8th, 2022
Ditcherville #107 - I can get you a million likes!
August 7th, 2022
Success story from reader Kamran Ayub
August 6th, 2022
The Orientation Spectrum
August 5th, 2022
How To Beat Your Competition
August 4th, 2022
Barbies
August 3rd, 2022
Final Sale
August 2nd, 2022
Working Out Your Business Model
August 1st, 2022
Ditcherville #106 - What’s the project status?
July 31st, 2022
Honest Money? (pt 2)
July 30th, 2022
Honest Money?
July 29th, 2022
“How do I raise my fees for existing retainer clients?” and more…
July 28th, 2022
Guaranteeing Outcomes
July 27th, 2022
Michael Lynch - I Regret My $46k Website Redesign
July 26th, 2022
Your Summer 20
July 25th, 2022
Ditcherville #105 - Can you give me a quote to redesign my website?
July 24th, 2022
Cost Increases
July 23rd, 2022
Yes. Yes, it was.
July 22nd, 2022
Regret vs Delight
July 21st, 2022
Reader question from Hanno Braun re writing and speaking
July 20th, 2022
Success story from reader David Pokorny
July 19th, 2022
When Your Partner Is Not On The Same Page
July 18th, 2022
Ditcherville #104 - I’ve been trying to hire for a year!
July 17th, 2022
Employee Mindset
July 16th, 2022
Generalists vs Specialists: Music Edition
July 15th, 2022
“How do I know when a value priced software project is done so I can start a new one?” and more…
July 14th, 2022
Success story from reader Aaron Gonzalez
July 13th, 2022
Fancy Dams
July 12th, 2022
Clients Are Not Your Boss
July 11th, 2022
Ditcherville #103 - They jumped at the top option!
July 10th, 2022
Japanese Maple
July 9th, 2022
Success story from reader Jonathan Hall re asymmetric intimacy
July 8th, 2022
What if your ideal buyers totally trusted you before you even met?
July 7th, 2022
Have you been in “planning mode” a year+?
July 6th, 2022
Spending Attention
July 5th, 2022
How To Conference
July 4th, 2022
Ditcherville #102 - Why aren’t people buying?!
July 3rd, 2022
Mind The Gap
July 2nd, 2022
Keyboard Smashing Fury
July 1st, 2022
“How do I control scope on a monthly retainer where I am doing implementation?” and more…
June 30th, 2022
Chose Your Own Adventure
June 29th, 2022
Joel Clermont - From Hourly Billing Agency Owner to Value Pricing Soloist
June 28th, 2022
The Economy: What To Do Now
June 27th, 2022
Ditcherville #101 - What if Amazon priced like freelancers do?
June 26th, 2022
The Crux Of Positioning
June 25th, 2022
How to Ditch Hourly Billing as a Small Firm Architect
June 24th, 2022
Every Day Feedback
June 23rd, 2022
Every Day
June 22nd, 2022
Knowledge vs Understanding
June 21st, 2022
How To Conduct A “Listening Tour”
June 20th, 2022
Ditcherville #100 - Arbitrary Number
June 19th, 2022
Freelance Groceries
June 18th, 2022
Selling Time vs Selling Results
June 17th, 2022
“Are startups harder to sell advisory work to than more established companies?” and more…
June 16th, 2022
Desirable Results
June 15th, 2022
Buying Time
June 14th, 2022
Dealing With Critics
June 13th, 2022
Ditcherville #99 - How much will it be for the website?
June 12th, 2022
Overhead
June 11th, 2022
Rush Delivery Quiz
June 10th, 2022
Success story from Geraldine Carter
June 9th, 2022
Business Health Self-Check
June 8th, 2022
Podcast Shopping List
June 7th, 2022
How We Roll
June 6th, 2022
Ditcherville #98 - Spring Forward
June 5th, 2022
Tree Fall
June 4th, 2022
Success story from reader Ben Schmucker
June 3rd, 2022
“What should I do if my buyer unexpectedly goes on leave before approving my proposal?” and more…
June 2nd, 2022
Success story from reader Alexander Lapa
June 1st, 2022
How much?
May 31st, 2022
Why You Want To Create First
May 30th, 2022
Ditcherville #97 - What’s really so bad about hourly billing?
May 29th, 2022
Your Super Power
May 28th, 2022
Success story from reader D.L. Watson
May 27th, 2022
Reader question re: How many deliverables do you include in your proposals?
May 26th, 2022
Kevin Freidberg - Adapting The Why Conversation
May 25th, 2022
Social Media Opt Outers
May 24th, 2022
Using Today’s Profits For Tomorrow’s Legacy with Erica Goode
May 23rd, 2022
Ditcherville #96 - We can just use Salesforce!
May 22nd, 2022
Waiting Room
May 21st, 2022
Hourly Billing is Nuts (with Jonathan Stark)
May 20th, 2022
“How did you transition from development to consulting to coaching?” and more…
May 19th, 2022
Success story from Nick
May 18th, 2022
Measuring Beauty
May 17th, 2022
Is Hourly Billing REALLY Nuts?
May 16th, 2022
Ditcherville #95 - Can I get a website designed and built for $1000?
May 15th, 2022
Involuntary Thoughts
May 14th, 2022
Train Of Thought
May 13th, 2022
Exposure
May 12th, 2022
Success story from reader Alex Marcus
May 11th, 2022
Coaching Call with UX Writer Merav Levkowitz
May 10th, 2022
Financial Checkup Time
May 9th, 2022
Ditcherville #94 - What’s a fair price for a website?
May 8th, 2022
Price Tags
May 7th, 2022
Acceptable Or Not
May 6th, 2022
“How can I explain the benefit of paid discovery projects to new clients?” and more…
May 5th, 2022
Are you stuck in “planning” mode?
May 4th, 2022
Alex Hillman - Paid Project Discovery
May 3rd, 2022
Building Your Best Course
May 2nd, 2022
Ditcherville #93 - What’s really so great about not billing hourly?
May 1st, 2022
Value Pricing Labor
April 30th, 2022
Why Hourly Billing Is Nuts! with Jonathan Stark
April 29th, 2022
Value Pricing Is NOT A Trick
April 28th, 2022
What’s Your Promise?
April 27th, 2022
Success story from reader Mark Treichel
April 26th, 2022
Are You Overdelivering?
April 25th, 2022
Ditcherville #92 - How many revisions do we get?
April 24th, 2022
Finding Your Sun
April 23rd, 2022
Solar System Content Model
April 22nd, 2022
“How do I prove my value to clients?” and more…
April 21st, 2022
Punk Marketing
April 20th, 2022
That’s a great value!
April 19th, 2022
Bad Grammar—Should You Bend The Rules?
April 18th, 2022
Ditcherville #91 - How did you get so successful?
April 17th, 2022
Success story from reader Danielle Meadows-Stinnett
April 16th, 2022
Success story from reader Ben Berry
April 15th, 2022
SEO is irrelevant
April 14th, 2022
To send or not to send...
April 13th, 2022
Project Options
April 12th, 2022
When It’s Time To Un-Stick Yourself
April 11th, 2022
Ditcherville #90 - I need you to send me a proposal for an app!
April 10th, 2022
Why don’t you do hourly billing? (devil’s advocate reply)
April 9th, 2022
Success story from reader Giselle Hudson
April 8th, 2022
“What can I do if I over commit to client work?” and more…
April 7th, 2022
Success story from reader “Fred F”
April 6th, 2022
Coaching Call with “JavaScript-in-FileMaker” expert Jeremy Brown
April 5th, 2022
When Your Book Is Last
April 4th, 2022
Ditcherville #89 - My client is furious!
April 3rd, 2022
Bad Grammar
April 2nd, 2022
Kids, man
April 1st, 2022
The Opposite Of Smart
March 31st, 2022
Success story from reader Scott Brenner
March 30th, 2022
Why don’t you do hourly billing?
March 29th, 2022
Get Different with Mike Michalowicz
March 28th, 2022
Ditcherville #88 - UX is important!
March 27th, 2022
Endangered Species
March 26th, 2022
Unique And Desirable
March 25th, 2022
“How long does it take to go from zero to $250k with a solo authority business?” and more…
March 24th, 2022
Want to start selling advisory services?
March 23rd, 2022
You are in control
March 22nd, 2022
Ask Us Anything 5
March 21st, 2022
Ditcherville #87 - I can’t give you a fixed price!
March 20th, 2022
3 Simple Systems
March 19th, 2022
How to find time to work ON your business
March 18th, 2022
The Hourly Systems Dilemma
March 17th, 2022
Your Real Job
March 16th, 2022
Mayonnaise
March 15th, 2022
The Dark Side Of Referrals
March 14th, 2022
Ditcherville #86 - Niching down doesn’t make sense!
March 13th, 2022
Ideal Buyers
March 12th, 2022
Success story from reader Justin Martin
March 11th, 2022
“Is it fair to sell an advisory retainer to a new client for less than an existing client is paying?” and more…
March 10th, 2022
Straps vs Staples
March 9th, 2022
David C. Baker - The 5 Things That Happen Right After You Specialize
March 8th, 2022
Does Appearance Matter?
March 7th, 2022
Ditcherville #85 - I’ve been honing my craft for years!
March 6th, 2022
How to uncover what benefits your clients REALLY want
March 5th, 2022
Why you MUST include benefits in your proposals
March 4th, 2022
Business benefits defined (with examples)
March 3rd, 2022
Reader question from Raf L re business benefits in project proposals
March 2nd, 2022
Rick Finkelstein - The Heavy Metal Lawyer
March 1st, 2022
Time ≠ Money
February 28th, 2022
Ditcherville #84 - How do I convince my clients that branding has value?
February 27th, 2022
Two Kinds Of Want
February 26th, 2022
Unconvinced
February 25th, 2022
“Should I post prices on my website?” and more…
February 24th, 2022
Dollars vs Difference
February 23rd, 2022
Coaching Call with Trading Card Creator Colyn Brown
February 22nd, 2022
Why You Don’t Have Imposter Syndrome
February 21st, 2022
Ditcherville #83 - And not a penny more!
February 20th, 2022
When should you start value pricing?
February 19th, 2022
The Four Questions Pt 2
February 18th, 2022
The Four Questions
February 17th, 2022
Japanese or English?
February 16th, 2022
Digby Leigh - Alternative Fee Arrangements for the Legal Industry
February 15th, 2022
Trusting Your Voice
February 14th, 2022
Ditcherville #82 - Can you believe Amazon raised the price for Prime?!
February 13th, 2022
Why Hustling Doesn’t Work
February 12th, 2022
Why don’t clients value my expertise?
February 11th, 2022
“How to I keep scope creep within reason on a value priced project?” and more…
February 10th, 2022
Value pricing won’t increase your income, if...
February 9th, 2022
Coaching Call with Equity-Driven Design Strategist Lucy Flores
February 8th, 2022
Breaking Rules
February 7th, 2022
Ditcherville #81 - Our website is down and it’s Black Friday!
February 6th, 2022
My Daily Email Process
February 5th, 2022
Reader question re: 5-Page Proposal Template for videographers
February 4th, 2022
Comedy vs Combat
February 3rd, 2022
Ballparks?
February 2nd, 2022
Ton Dobbe - The “Broken” Triangle
February 1st, 2022
Profit With Purpose
January 31st, 2022
Ditcherville #80 - I’ll never get around to reading it
January 30th, 2022
Repetition
January 29th, 2022
Pricing Model for SEO & Web Designers
January 28th, 2022
“Can a soloist really make seven-figures?” and more…
January 27th, 2022
Web3?
January 26th, 2022
Paul Klein - The Three Pillars of Revenue
January 25th, 2022
Experimenting for Fun and Profit
January 24th, 2022
Ditcherville #79 - We need to start meeting weekly
January 23rd, 2022
Improvisation vs Routine
January 22nd, 2022
Success story from reader John Holcroft
January 21st, 2022
The Courage of Ditching Hourly Billing
January 20th, 2022
What’s the difference between a HUGE problem and an EXPENSIVE problem?
January 19th, 2022
Coaching Call with Java Developer Alice B.
January 18th, 2022
Systems Gravitational Pull
January 17th, 2022
Ditcherville #78 - Global Warming
January 16th, 2022
Listening For Dollars
January 15th, 2022
How could increasing your productivity be a bad thing?
January 14th, 2022
“How do you value price an outcome that can’t be measured in dollars?” and more…
January 13th, 2022
Would you rather make $500K or $5M?
January 12th, 2022
Coaching Call with Business Appraiser Charlie Stanton
January 11th, 2022
Kicking Off 2022
January 10th, 2022
Ditcherville #77 - What is cryptocurrency?
January 9th, 2022
Money is never enough
January 8th, 2022
How much is enough?
January 7th, 2022
Hoarding Batteries
January 6th, 2022
Money Is Storage
January 5th, 2022
Paul Boag - Helping People For Free At Scale
January 4th, 2022
Systems, Habits and Creating Time
January 3rd, 2022
Ditcherville #76 - I don’t want to host the new app in the cloud!
January 2nd, 2022
Happy New Year!
January 1st, 2022
Starry Night
December 31st, 2021
“How do I balance the relationships when an agency brings me to work directly with a client?” and more…
December 30th, 2021
Will this be your million dollar year?
December 29th, 2021
Reader question from Sebastian Wolf re primary stakeholders
December 28th, 2021
Success story from reader Lisa Barfield
December 27th, 2021
Would You Rather
December 26th, 2021
What made you think of that?
December 25th, 2021
Success story from reader Brian Byrne
December 24th, 2021
The Gift Riddle
December 23rd, 2021
The Hidden Side Of The Art Market
December 22nd, 2021
You don’t sell a commodity, so don’t act like you do
December 21st, 2021
Sam Shepler - Productized Testimonials
December 20th, 2021
Ditcherville #75 - We need to move our website!
December 19th, 2021
Unique And Desirable
December 18th, 2021
Remembering To Look
December 17th, 2021
“Should I use my name or a product name for my website domain?” and more…
December 16th, 2021
’Tis The Season
December 15th, 2021
Success story from reader Chris Kennedy
December 14th, 2021
Predictions for 2022
December 13th, 2021
Ditcherville #74 - Can’t you just throw something together?
December 12th, 2021
Why are you playing?
December 11th, 2021
“Should I use ‘Starting at $X’ pricing on my website?” and more…
December 10th, 2021
Why not both?
December 9th, 2021
Tips for Cold Emails
December 8th, 2021
Ryan Berman - Courage Is Your Competitive Advantage
December 7th, 2021
Selling Results
December 6th, 2021
Ditcherville #73 - I also do...
December 5th, 2021
Success story from reader Jonathan Hall
December 4th, 2021
What if English isn’t my native language?
December 3rd, 2021
Stop “planning” and launch it already
December 2nd, 2021
The science behind asymmetric intimacy
December 1st, 2021
Swizec Teller - The Employed Consultant
November 30th, 2021
Productized Services
November 29th, 2021
Ditcherville #72 - When will you know?
November 28th, 2021
The Gold Standard
November 27th, 2021
The Stench of Desperation
November 26th, 2021
Sewer Pipe vs Roots
November 25th, 2021
Do you trust me?
November 24th, 2021
The Self-Made Expert
November 23rd, 2021
Overcoming Set Points and Plateaus
November 22nd, 2021
Ditcherville #71 - Beautiful Garbage
November 21st, 2021
Proof that writing is worthless?
November 20th, 2021
Getting Good at This Skill Will Change Everything
November 19th, 2021
“What should I do to generate leads while doing client work 40 hour per week?” and more…
November 18th, 2021
Have you seen my keys?
November 17th, 2021
Blair Enns - Productized Services
November 16th, 2021
Book Publishing Listener Q&A
November 15th, 2021
Ditcherville #70 - Can I bounce a business idea off of you?
November 14th, 2021
Me Monster
November 13th, 2021
The $600,000 Mistake
November 12th, 2021
Failure
November 11th, 2021
Vocab Lesson
November 10th, 2021
Zooming
November 9th, 2021
The Authority Code
November 8th, 2021
Ditcherville #69 - This codebase is complete garbage!
November 7th, 2021
Proof Of Subjectivity
November 6th, 2021
What’s in a name?
November 5th, 2021
“How should I decide which geographic markets to target?” and more…
November 4th, 2021
Connecting The Dots
November 3rd, 2021
Maybe...?
November 2nd, 2021
Profit Matters
November 1st, 2021
Ditcherville #68 - Can you send me a breakdown of your costs?
October 31st, 2021
Full-timer vs Freelancer
October 30th, 2021
Coaching Call with Architect Carl Maxey
October 29th, 2021
Playing It Safe
October 28th, 2021
Divas
October 27th, 2021
Professionalism
October 26th, 2021
Feeling on the Left Side of the Brain
October 25th, 2021
Ditcherville #67 - We’re not competitors
October 24th, 2021
The Leather Jacket Story
October 23rd, 2021
Her Right Rear Tire, Part 2
October 22nd, 2021
“How should I package, price, and promote an online training course?” and more…
October 21st, 2021
People like us want things like this
October 20th, 2021
How much is a nickel worth?
October 19th, 2021
Designing Your Authority Circle
October 18th, 2021
Ditcherville #66 - Here’s your final invoice!
October 17th, 2021
Joe Jacobi on Bigger Waves
October 16th, 2021
Keeping Score
October 15th, 2021
Playing Better Games
October 14th, 2021
Justin Jackson - Catching Bigger Waves
October 13th, 2021
Sales Meeting = Sample Engagement
October 12th, 2021
A Very Good Sign
October 11th, 2021
Ditcherville #65 - How’d you beat all your competitors?
October 10th, 2021
The Rules Are Fair
October 9th, 2021
The Game Of Business
October 8th, 2021
“Should I track my hours to make sure my value priced projects are profitable?” and more…
October 7th, 2021
Thinking Big
October 6th, 2021
Coaching Call with Design Thinking Consultant Hannah Berson
October 5th, 2021
Guest Highlights From 200 Episodes
October 4th, 2021
Ditcherville #64 - $50,000 for a blueprint?!
October 3rd, 2021
Implementing Value Pricing
October 3rd, 2021
Understanding Value Pricing, pt2
October 1st, 2021
Understanding Value Pricing
September 30th, 2021
“Can you pretend to take longer?”
September 29th, 2021
Coaching Call with David Thorp
September 29th, 2021
Success story from reader Bob Stevens
September 28th, 2021
Eliminating Friction
September 27th, 2021
Ditcherville #63 - You could bring in more money!
September 26th, 2021
Her Right Rear Tire
September 25th, 2021
Coaching Call with Software Architect George Stocker
September 24th, 2021
“What should I do with old testimonials from clients that are not in my new target market?” and more…
September 23rd, 2021
Freak Out
September 22nd, 2021
Are you working on a sci-fi business book?
September 22nd, 2021
Setting Your Own Agenda
September 20th, 2021
Coaching Call with THE Mason Bayne
September 19th, 2021
Ditcherville #62 - Someone ripped off your website!
September 19th, 2021
Getting started with positioning
September 17th, 2021
The Game Game
September 16th, 2021
Growth Metrics
September 15th, 2021
Wipeout
September 14th, 2021
Are You Feeling Lucky?
September 13th, 2021
Ditcherville #61 - Have you ever priced anything?
September 12th, 2021
Getting what you want
September 12th, 2021
3 Ways to Drum Up Business FAST
September 10th, 2021
“How should a sales-averse solopreneur approach end-of-year business development?” and more…
September 9th, 2021
Does value pricing work for...?
September 8th, 2021
Coaching Call with Health Coach Jihane Farrell
September 7th, 2021
Making Your Email Newsletters Relatable with John Dick
September 6th, 2021
Ditcherville #60 - You’re not pricing
September 5th, 2021
Base Assumptions
September 4th, 2021
Stop billing, start pricing
September 3rd, 2021
Hourly Leverage
September 2nd, 2021
Revenue vs Profit
September 1st, 2021
Coaching Call with Pilates Instructor Karrie Grinter
August 31st, 2021
Zero To One
August 30th, 2021
Ditcherville #59 - How do I get better SEO?
August 29th, 2021
Success story from reader Michelle Guerra
August 28th, 2021
Everybody always wants something
August 27th, 2021
“How do I ditch hourly billing if I really want to work with government and higher ed?” and more…
August 26th, 2021
Can newbies value price?
August 25th, 2021
Carl Richards - Making Stuff On Purpose
August 24th, 2021
Patience, Grasshopper
August 24th, 2021
Monetizing Your Positioning
August 23rd, 2021
Ditcherville #58 - I just sent out an estimate!
August 22nd, 2021
Nothing Is Free
August 20th, 2021
Untold Misery
August 19th, 2021
Positioning and pricing go hand in hand
August 18th, 2021
Pricing and Billing 101, with Jonathan Stark
August 17th, 2021
Patterns Of Authority
August 16th, 2021
Ditcherville #57 - Why don’t you have any employees?
August 15th, 2021
The Service Business
August 14th, 2021
You Are Surrounded
August 13th, 2021
“How can I bring ghosted proposals back from the dead?” and more…
August 12th, 2021
Reader feedback re cogs and keys
August 11th, 2021
Success story from reader Ilie Pandia
August 10th, 2021
Do You Need An Exit Plan?
August 9th, 2021
Ditcherville #56 - I have to talk to them!
August 8th, 2021
More Money
August 7th, 2021
Market Value
August 6th, 2021
Hit Subscribe Prep Q&A
August 5th, 2021
How do you price maintenance?
August 4th, 2021
The Wrong Clients
August 3rd, 2021
The Post-COVID Reckoning
August 2nd, 2021
Ditcherville #55 - No.
August 1st, 2021
Where is the value?
July 31st, 2021
Strictly speaking...
July 30th, 2021
“What can I do when a prospect goes dark after I sent a proposal?” and more…
July 29th, 2021
Success story from reader Gwen Ong
July 28th, 2021
Dre Beltrami - No BS Branding
July 27th, 2021
Reader feedback re Superhero
July 26th, 2021
Avoiding An Expiration Date
July 26th, 2021
Ditcherville #54 - I’m in big trouble!
July 25th, 2021
Superhero
July 24th, 2021
Baking a Productivity Cake with Carol Williams
July 22nd, 2021
The Gartner Hype Cycle
July 21st, 2021
Junior to Senior
July 20th, 2021
Addicted To Being Busy
July 19th, 2021
Ditcherville #53 - I need you to drop everything!
July 18th, 2021
Shelf Life
July 17th, 2021
Signal vs Noise
July 16th, 2021
“What do you do when a 100% up-front project gets canceled halfway through?” and more…
July 15th, 2021
Credible vs Acceptable
July 14th, 2021
Housekeeping
July 13th, 2021
Engineering Confidence
July 12th, 2021
Ditcherville #52 - What should I do?
July 11th, 2021
Ball Droppers
July 10th, 2021
Promise Less
July 10th, 2021
How To Make People Trust You
July 10th, 2021
How To Become A Billionaire
July 10th, 2021
Credible Claims
July 9th, 2021
500% Satisfied
July 7th, 2021
Your replies to the $1k Phone Call challenge
July 7th, 2021
Battling Invisible Risk
July 5th, 2021
Ditcherville #51 - TGIF!
July 4th, 2021
Confidence is overrated
July 3rd, 2021
Reader question about value pricing, post-delivery requests, and business outcomes
July 2nd, 2021
“What sorts of custom projects can I value price?” and more…
July 1st, 2021
$1k Phone Call
June 30th, 2021
Ditching the Billable Hour w/ Jonathan Stark
June 29th, 2021
Everything You Ever Wanted To Know About Retainers (But Were Afraid To Ask!)
June 28th, 2021
Ditcherville #50 - How can I make more money on Upwork?
June 27th, 2021
Success story from reader Nick Poe
June 26th, 2021
Take a number
June 25th, 2021
Fear vs Risk
June 24th, 2021
The Expertise Fork
June 23rd, 2021
Ask Us Anything 4
June 21st, 2021
People are the problem
June 21st, 2021
Ditcherville #49 - Everything is falling apart!
June 20th, 2021
But what about changes?
June 19th, 2021
“Should I still ask for 100% up-front on projects over $100k?” and more...
June 17th, 2021
Success story from reader Matthew Crews
June 16th, 2021
Goals vs Side-effects
June 16th, 2021
Reader question from Franz Sauerstein
June 15th, 2021
When To Negotiate
June 14th, 2021
Ditcherville #48 - Ten bucks for draft beer?!
June 13th, 2021
Outrageous Prices, MORE reader feedback
June 12th, 2021
Outrageous Prices, reader feedback
June 12th, 2021
Outrageous Prices
June 12th, 2021
Screw Guns Redux
June 10th, 2021
Screw Guns
June 8th, 2021
Improv For Authorities
June 7th, 2021
Ditcherville #47 - Why not triple it?
June 6th, 2021
The Subjectivity Of Luxury
June 6th, 2021
How to Become THE Recognized Authority with Jonathan Stark
June 5th, 2021
“What should I tell my retainer clients when I go on vacation?” and more…
June 3rd, 2021
What’s your hourly rate? (email edition)
June 2nd, 2021
Getting The Best Answers
June 1st, 2021
Success story from reader Michael Coutts’ nephew
June 1st, 2021
Ditcherville #46 - I’ve been doing calligraphy for ten years!
May 30th, 2021
Nine Seconds
May 29th, 2021
Hourly Billing vs Specialization
May 27th, 2021
The Quiet Landscaper
May 27th, 2021
What if you had no competition?
May 27th, 2021
Writing vs Rewriting
May 26th, 2021
Shooting in the dark
May 25th, 2021
Finding Your (Authority) Voice
May 24th, 2021
Ditcherville #45 - Why would you search for that?
May 23rd, 2021
Reader question from Bobby Jones re value pricing educational programs
May 21st, 2021
Reader question from Chris Scott re how to attract better clients
May 21st, 2021
“How do I manage a client who constantly changes their requirements?” and more...
May 20th, 2021
Normos vs Weirdos
May 19th, 2021
Bootstrapping A New Offering
May 17th, 2021
Ditcherville #44 - My new client asked for a discount!
May 16th, 2021
There are lots of ways to price
May 15th, 2021
Take A Stand
May 14th, 2021
Value Based Pricing with Jonathan Stark
May 14th, 2021
Perfectionism vs Idealism
May 12th, 2021
“How do you find the time for marketing?”
May 10th, 2021
Ask Us Anything 3
May 10th, 2021
Ditcherville #43 - Have you ever needed exact change?
May 9th, 2021
With hourly billing...
May 8th, 2021
Positioning teardown request from reader Alexander Fridman
May 7th, 2021
“How should I disengage from a needy client?” and more...
May 6th, 2021
Are non-profits a good niche? (reader feedback)
May 5th, 2021
Are non-profits a good niche?
May 4th, 2021
Escaping Execution
May 3rd, 2021
Ditcherville #42 - I’ve only got two minutes!
May 2nd, 2021
Success story from reader Michael Noyola
May 1st, 2021
Product Ladder Roundup
April 29th, 2021
The customer is always right, but only half the time
April 29th, 2021
3 Tactics To Beat Procrastination
April 26th, 2021
Success story from reader Mike Wolfe
April 25th, 2021
Ditcherville #41 - We’re willing to consider letting you apply!
April 25th, 2021
“People that think in hours, think in hours.”
April 23rd, 2021
What are you going to do today?
April 22nd, 2021
“How would you structure and price an emergency assistance engagement?” and more...
April 22nd, 2021
Reader question re: small support requests
April 21st, 2021
What To Do Before Building A SaaS
April 20th, 2021
Why We Still Need To Sell
April 19th, 2021
Ditcherville #40 - We haven’t got much budget for this...
April 18th, 2021
Reader question from Christopher Gaines re Need vs Want
April 16th, 2021
Reader question from David Dickson re Maps and Compasses
April 16th, 2021
Success story (and reader question) from Andrew Potter
April 16th, 2021
Two Levers: Price & Value
April 14th, 2021
Arbitrary Deadlines
April 13th, 2021
Win-win doesn’t mean compromise
April 12th, 2021
Selling At The Intersection
April 12th, 2021
Ditcherville #39 - I love your email list!
April 11th, 2021
Pro tip for content creators
April 10th, 2021
“How do I build an email list from literally nothing?” and more...
April 8th, 2021
Scarce doesn’t mean valuable
April 7th, 2021
Michael Zipursky on the Future of Consulting
April 7th, 2021
Keeping Your Edge
April 6th, 2021
Hard doesn’t mean expensive
April 5th, 2021
Ditcherville #38 - We can’t wait to get started!
April 4th, 2021
Easy doesn’t mean cheap
April 2nd, 2021
Kids, man
April 1st, 2021
Reader question from Michael Spangler about positioning
April 1st, 2021
When To System-atize
March 29th, 2021
How to make a difference
March 28th, 2021
Ditcherville #37 - What’s your secret to success?
March 28th, 2021
Two Factor Risk Mitigation
March 27th, 2021
Risk vs Reward
March 26th, 2021
Deep Dive: Guide To Freelancing — with Jonathan Stark
March 25th, 2021
“Should I use my personal name or a company name for my business?” and more...
March 25th, 2021
Don’t believe in yourself
March 24th, 2021
Taking Risks
March 22nd, 2021
Ditcherville #36 - Give fixed prices? Are you crazy?!
March 21st, 2021
Reader question about performance-based fees
March 20th, 2021
Success story from reader Murillo Zerbinatto
March 20th, 2021
Proposal-palooza
March 18th, 2021
Success story from reader Melissa Connolly
March 17th, 2021
Best practices are not enough
March 16th, 2021
Why not ask for 100%?
March 16th, 2021
Exploring Failure
March 15th, 2021
Ditcherville #35 - How long did you think it would take?
March 14th, 2021
Reader question from Jimmy Ekisa about positioning
March 13th, 2021
Success story from reader Jan Brady
March 13th, 2021
“How do I maximize profit quickly?” and more...
March 11th, 2021
Kyle Miller - From Zero To Life-Changing SaaS Exit
March 10th, 2021
Success story from reader Kat Wallace Knowles
March 10th, 2021
Marketing vs Selling
March 9th, 2021
Ditcherville #34 - Should I write a book or start a podcast?
March 7th, 2021
My Theory Of Value
March 7th, 2021
REPLAY: How To Write Better Proposals
March 6th, 2021
Free webinar tomorrow: How To Write Better Proposals
March 3rd, 2021
Funding the mission and why marketing can drive us mad
March 2nd, 2021
Tweaking Your Business Model
March 1st, 2021
Ditcherville #33 - How do I find the time?
February 28th, 2021
Zinc for sale!
February 27th, 2021
How much is a tank of gas worth?
February 27th, 2021
Is Architecture Valuable?
February 26th, 2021
“What steps should I take to get a new business off the ground in three months?” and more...
February 25th, 2021
Success story from reader Keith Devon
February 23rd, 2021
Humane Email Automation with Jason Resnick
February 22nd, 2021
Ditcherville #32 - I know I should pick a niche, but...
February 21st, 2021
$10,000 for a cake?
February 21st, 2021
Self-Diagnoses and Hammer Blindness
February 19th, 2021
Problems vs Solutions
February 19th, 2021
Digby Leigh - Frank Fees for Law Firms
February 18th, 2021
What is an expensive problem?
February 16th, 2021
Four Authority Engagement Models
February 15th, 2021
Ditcherville #31 - I’d love to start quoting fixed prices!
February 14th, 2021
Q&A Hijack
February 13th, 2021
Where to?
February 13th, 2021
What they want you to DO is not what they WANT
February 11th, 2021
“How can I produce content on a regular basis without compromising quality?” and more...
February 11th, 2021
Blair Enns - What Is Strategy?
February 9th, 2021
When YOU Are The Client
February 8th, 2021
Ditcherville #30 - You should hire me to redo your website!
February 7th, 2021
What they WANT
February 7th, 2021
Money is fuel
February 6th, 2021
Marketing and innovation for small businesses
February 4th, 2021
You are Apple
February 4th, 2021
The Purpose of a Business
February 3rd, 2021
Selling Transformation
February 1st, 2021
Ditcherville #29 - I’ll never get that through accounting!
January 31st, 2021
Thoughts on your replies to “What is the purpose of a business?”
January 30th, 2021
Mailbag re “What is the purpose of a business?”
January 29th, 2021
“How much time should I spend on prospecting vs client work?” and more...
January 28th, 2021
What’s the purpose?
January 27th, 2021
Marketing Mindset
January 25th, 2021
Ditcherville #28 - I just want to focus on my work!
January 24th, 2021
More vs better
January 22nd, 2021
Yet another reader follow-up: “What exactly is a monthly retainer?”
January 21st, 2021
Another reader follow-up: “What exactly is a monthly retainer?”
January 21st, 2021
Reader follow-up: “What exactly is a monthly retainer?”
January 21st, 2021
Reader question: “What if my employees WANT to track their time?” PART 3
January 19th, 2021
Reader question: “What exactly is a monthly retainer?”
January 19th, 2021
Email Challenge 2021
January 18th, 2021
Ditcherville #27 - I’m working constantly but I never get ahead!
January 17th, 2021
Tripp Lanier - Getting Dangerous
January 16th, 2021
Reader question: “What if my employees WANT to track their time?” PART 2
January 15th, 2021
“How should I handle incoming email leads WITHOUT talking to them on the phone?” and more...
January 14th, 2021
Reader question: “What if my employees WANT to track their time?”
January 13th, 2021
John Warrillow - The Art of Selling Your Business
January 12th, 2021
Distraction vs. Opportunity
January 11th, 2021
Ditcherville #26 - How do I make more money?
January 10th, 2021
Reader question: “What should I do with great leads that I don’t have time for?”
January 9th, 2021
Success story from reader Geraldine Carter
January 8th, 2021
Tritone Chord Substitutions
January 6th, 2021
Email by a mile
January 5th, 2021
Passion Is A Story
January 4th, 2021
Ditcherville #25 - Who should I bill for the hour?
January 3rd, 2021
The Cognitive Dissonance of Hourly Billing
January 2nd, 2021
Hourly billing is the enemy of leverage
January 2nd, 2021
“How should I value price a brand new idea?” and more...
December 31st, 2020
Heavier food tastes worse
December 30th, 2020
Erik Dietrich - 3 Steps To Improving Your Search Rankings
December 30th, 2020
Book Reco: negotiation skills
December 28th, 2020
Ditcherville #24 - How much does it cost to build a website?
December 27th, 2020
Half Questions
December 27th, 2020
Competitors vs Clients
December 25th, 2020
What work is
December 24th, 2020
The Gift Riddle
December 23rd, 2020
The Great Depression
December 23rd, 2020
Map, compass, guide
December 21st, 2020
Ditcherville #23 - We need to track your hours!
December 20th, 2020
Clients aren’t stupid
December 19th, 2020
Disposable
December 19th, 2020
“What should I do when The Why Conversation isn’t working?” and more...
December 17th, 2020
Why isn’t air expensive?
December 17th, 2020
Playing with prices
December 16th, 2020
The Passion Economy with Adam Davidson
December 14th, 2020
Ditcherville #22 - I just splurged on a top-of-the-line computer rig!
December 13th, 2020
Copycats
December 12th, 2020
Stop “planning” and launch it already
December 11th, 2020
The science behind asymmetric intimacy
December 10th, 2020
What if your leads totally trusted you before you even met?
December 10th, 2020
Can I pick your brain?
December 8th, 2020
How To Go From Surviving To Thriving As A Freelancer
December 8th, 2020
The Art of Gathering by Priya Parker
December 7th, 2020
Ditcherville #21 - My time is valuable!
December 6th, 2020
Rich vs happy
December 6th, 2020
Mutually Exclusive Platitudes
December 4th, 2020
“Should I position my service as a necessity or a luxury?” and more...
December 3rd, 2020
What do you trust?
December 3rd, 2020
Wanting vs Asking
December 1st, 2020
Wrestling With Procrastination
November 30th, 2020
Ditcherville #20 - I don’t know what to do!
November 29th, 2020
Christmas Lights
November 28th, 2020
Sell stuff people want
November 28th, 2020
FREE STUFF FRIDAY
November 27th, 2020
Beautiful Daydream
November 25th, 2020
Chasing Cars
November 23rd, 2020
Consulting Success with Michael Zipursky
November 23rd, 2020
The big difference between want and need
November 22nd, 2020
Ditcherville #19 - But that’s just a made up number!
November 22nd, 2020
Book Reco: The Ultimate Sales Letter by Dan Kennedy
November 21st, 2020
What is a product ladder?
November 20th, 2020
“How can I test new messaging without updating my website a million times?” and more...
November 19th, 2020
Knowers vs Doers
November 18th, 2020
Dreaming Big with Carrie Locklyn
November 17th, 2020
Set for life?
November 15th, 2020
Ditcherville #18 - How did you calculate your price?
November 15th, 2020
Does work have to be hard?
November 14th, 2020
Labor is expensive
November 13th, 2020
Pick one (redux)
November 11th, 2020
Using Power To Build Your Authority
November 11th, 2020
Pick one
November 10th, 2020
How do I pick a profitable target market?
November 9th, 2020
Ditcherville #17 - My business is finally growing!
November 8th, 2020
Open Secret
November 7th, 2020
FYI - YouTube Livestreams
November 6th, 2020
“How do I balance cost vs quality on a fixed price engagement?” and more...
November 5th, 2020
What’s your point?
November 5th, 2020
Systems Create Profit
November 3rd, 2020
Ask Us Anything II
November 2nd, 2020
Ditcherville #16 - How do I get better clients?
November 1st, 2020
Plenty of fish
November 1st, 2020
Expensive Problems are 3D
October 30th, 2020
Website anti-patterns
October 29th, 2020
Is your positioning specific enough?
October 28th, 2020
Alex Hillman - Tiny MBA
October 28th, 2020
Making The Leap To Consulting
October 26th, 2020
Ditcherville #15 - If you’re such an expert...
October 25th, 2020
What exactly is commoditization?
October 24th, 2020
Art vs Design
October 23rd, 2020
“Should I set standardized pricing for my creative services?” and more...
October 22nd, 2020
Wes Bos - Building a Training Business
October 20th, 2020
Startup Parent with Sarah K Peck
October 19th, 2020
Ditcherville #14 - How much for a Like button?
October 18th, 2020
Of course you don’t know
October 18th, 2020
Reader question: “How do I avoid scope creep on a value priced project?”
October 17th, 2020
On Being Freelance
October 15th, 2020
Programmatic Advertising for Boutique Service Businesses
October 14th, 2020
Is It Time To Start Pitching Media?
October 12th, 2020
Ditcherville #13 - You have no choice!
October 11th, 2020
Counterintuitive but true
October 10th, 2020
“What can I do to get paid more for projects?” and more...
October 8th, 2020
Reader question: “How do I value price a dev project when there are lots of unknowns?”
October 7th, 2020
Jimmy Rose on Validating Your SaaS Idea
October 6th, 2020
Ask Us Anything
October 5th, 2020
Ditcherville #12 - Since you’re working on the website anyway...
October 4th, 2020
Reader question re “Specialization in life and business”
October 3rd, 2020
Starting From Zero
October 2nd, 2020
Beware The Should
October 1st, 2020
Success story from reader Chris Davis
September 30th, 2020
Writing Proposals
September 28th, 2020
Specialization in life and business
September 27th, 2020
Ditcherville #11 - Clients don’t value what I do!
September 27th, 2020
Success story from reader Samuel Ng
September 26th, 2020
“How do I educate buyers about the value of my services?” and more...
September 24th, 2020
[FREE REPLAY] How to Make More Money Without Working More Hours
September 24th, 2020
How to Make More Money Without Working More Hours (FREE talk tomorrow)
September 22nd, 2020
Reader question: “How do I value price ‘making better decisions’?”
September 21st, 2020
Heck Yeah Headlines
September 21st, 2020
Ditcherville #10 - Compared to what?
September 20th, 2020
Reader question: “How do I value price positioning?” (part 2)
September 19th, 2020
Reader question: “How do I value price positioning?”
September 19th, 2020
Success story from reader Jonathan Martínez
September 18th, 2020
“Should I value price based on revenue or profit?”
September 17th, 2020
Value Pricing Calculator
September 16th, 2020
Leading vs Exploring
September 14th, 2020
Ditcherville #9 - Being Your Own Boss
September 13th, 2020
Leap Of Faith
September 12th, 2020
Of Whittling and Wood Chippers
September 11th, 2020
Better is different
September 9th, 2020
Ask Don’t Tell
September 7th, 2020
Satisfaction vs compliance
September 7th, 2020
Ditcherville #8 - DIY
September 6th, 2020
But how do I prove it?
September 5th, 2020
Prove It
September 4th, 2020
Reader question about timesheets for weekly gigs
September 2nd, 2020
Meet the new boss, same as the old boss
September 2nd, 2020
The Forensic Bounty Hunter with guest Geraldine Carter
September 1st, 2020
Signs Your Message Isn’t Working
August 31st, 2020
Ditcherville #7 - So what?
August 30th, 2020
Not all who wander are lost
August 29th, 2020
Don’t know where I’m going, but I’m making good time
August 28th, 2020
“Should I sell roadmapping as a loss leader or a standalone product?” and more...
August 27th, 2020
Sorry about the windshield
August 27th, 2020
Do you believe?
August 26th, 2020
Impostor syndrome
August 26th, 2020
Seeing Differently with Kristin Smedley
August 24th, 2020
Ditcherville #6 - You’re twice as much!
August 23rd, 2020
“We need a better website!”
August 22nd, 2020
Different Pictures
August 22nd, 2020
Strength, meet weakness...
August 20th, 2020
“I need that carrot”
August 19th, 2020
Knowing When To Innovate
August 17th, 2020
Yes, you can value price that
August 17th, 2020
Ditcherville #5 - Can you hit the deadline?
August 16th, 2020
Do less work and make more money with value-based pricing with Jonathan Stark
August 15th, 2020
Do you look more like a cog or more like a key?
August 13th, 2020
Of Cogs And Keys
August 13th, 2020
Selfless Act with Jonathan Stark
August 12th, 2020
Success story from reader Bas Verdonk
August 11th, 2020
Breaking Into A New Specialty
August 11th, 2020
Ditcherville #4 - Because We’re A Non-Profit!
August 9th, 2020
A More Useful Definition Of Strategy
August 9th, 2020
What if your leads trusted you completely before you even met?
August 7th, 2020
What is strategy?
August 6th, 2020
Reader question about unbundling strategy and implementation
August 6th, 2020
Can I value price X?
August 4th, 2020
The 80/20 Rule
August 3rd, 2020
Freelancer vs Consultant
August 2nd, 2020
Ditcherville #3 - Can we do 50/50?
August 1st, 2020
Projects vs Retainers
August 1st, 2020
“How do I apply value based pricing to a project with hourly costs?” and more...
July 30th, 2020
Good News And Bad News
July 29th, 2020
Coaching Call with Animated Film Director Wayne Thornley
July 28th, 2020
Engaging A Community
July 27th, 2020
Ditcherville #2 - What should my hourly rate be?
July 26th, 2020
Piano Practice
July 26th, 2020
One-Liner
July 25th, 2020
Like Magic
July 25th, 2020
Shouldn’t I pick the biggest opportunity?
July 23rd, 2020
How do I decide what to niche down on?
July 23rd, 2020
Success story from reader Kris Niles
July 21st, 2020
The Tyranny of Metrics
July 20th, 2020
Becoming a rockstar
July 20th, 2020
Welcome to Ditcherville
July 19th, 2020
Play the longest game you can
July 19th, 2020
“I get paid anyway”
July 17th, 2020
“How can I drum up new work from old clients without seeming desperate?” and more...
July 16th, 2020
How much would you pay for a copy of Super Mario Bros?
July 15th, 2020
The Method To The Madness
July 15th, 2020
The Value Of Brand
July 13th, 2020
Faster Horses
July 13th, 2020
Everything is practice for the next time
July 12th, 2020
Now vs Later
July 11th, 2020
Features vs Fit
July 11th, 2020
Why is the Mona Lisa worth so much?
July 10th, 2020
Provenance
July 8th, 2020
Summer 2020
July 7th, 2020
Friction
July 6th, 2020
Onward
July 4th, 2020
Release
July 4th, 2020
“How do I to deliver a proposal that is 10x higher than I’m used to?” and more...
July 2nd, 2020
Do the Wright thing
July 2nd, 2020
Two ways to walk
July 1st, 2020
The Barber Joke
July 1st, 2020
How to draw a straight line
June 30th, 2020
Setting Up Your Ecosystem
June 30th, 2020
Out of thin air
June 28th, 2020
What if no one listens?
June 27th, 2020
Share your voice
June 26th, 2020
Speaking of wood...
June 25th, 2020
Camp Wood - The Final Chapter
June 24th, 2020
Naming Your Big Idea
June 22nd, 2020
Success story from reader Victoria Zaborov
June 21st, 2020
Who are your top three?
June 20th, 2020
The two basic functions of business
June 20th, 2020
What is the purpose of a business?
June 19th, 2020
“How do I break the feast / famine cycle if I’m booked solid right now?” and more...
June 18th, 2020
Movies vs money
June 18th, 2020
Jonathan Stark on Fixed Project Pricing & the Value of Podcasting
June 15th, 2020
Expressing Your Brand
June 15th, 2020
Punishing excellence
June 15th, 2020
Hard vs Complex
June 13th, 2020
“It’s not that simple”
June 13th, 2020
Reader feedback re finite vs infinite games
June 11th, 2020
Stop Trading Time For Money - Optimize Your Labour
June 10th, 2020
Selling Services
June 8th, 2020
The subjective nature of reality
June 7th, 2020
Adopting a posture of service
June 5th, 2020
Playing finite vs infinite games
June 4th, 2020
Just for the record…
June 2nd, 2020
The Benefits Of Focus
June 2nd, 2020
How much is that stuff you do worth?
June 1st, 2020
Price the results
June 1st, 2020
How much is 1978 Ford Fiesta is worth?
May 30th, 2020
$400 for a strawberry?
May 29th, 2020
Scaling “The Makeover Maven”
May 27th, 2020
Building New Revenue Streams
May 25th, 2020
Bootstrapping “The Makeover Maven”
May 25th, 2020
Shear Madness
May 24th, 2020
Hazmat Haircut
May 22nd, 2020
Would you like a free copy of the Hourly Billing Is Nuts audiobook?
May 20th, 2020
(Re)positioning Yourself: A Crash Course with Jonathan Stark
May 19th, 2020
Inventing Your Future
May 19th, 2020
What if nobody sees the value in the services I’m offering?
May 18th, 2020
Is 85ºF hot or cold?
May 18th, 2020
Podcast challenge, one week on… (and free video)
May 15th, 2020
Audio for “The only business strategy you’ll ever need”
May 14th, 2020
Bad for business
May 13th, 2020
Social Media In Captivity
May 11th, 2020
It’s never really been about your time
May 10th, 2020
Jonathan Stark on why you should stop billing hourly
May 10th, 2020
Registration is open for the 5-Day Podcast Challenge
May 8th, 2020
Podcasting doesn’t have to be hard
May 8th, 2020
The science behind asymmetric intimacy
May 7th, 2020
Asymmetric Intimacy
May 6th, 2020
Letting Go
May 5th, 2020
The only pricing strategy you’ll ever need
May 5th, 2020
The only business strategy you’ll ever need
May 4th, 2020
Very risky pinot
May 4th, 2020
Success story from reader Mason Bayne
May 2nd, 2020
Stop Trading Your Time for Money with Jonathan Stark - Part 2
May 2nd, 2020
Trading Post
May 1st, 2020
Success story from reader Stacey Solie
April 29th, 2020
Forgotten Anchors
April 28th, 2020
Constructing Your New Normal
April 27th, 2020
Ronttosrouva bakery
April 24th, 2020
“How do I position my business when my skill can help any kind of client?” and more...
April 24th, 2020
The more things change, the more they stay the same
April 23rd, 2020
Resistance is futile
April 22nd, 2020
Reader question from Frank McClung about productized services
April 22nd, 2020
Finishing fast
April 21st, 2020
Stop Trading Your Time for Money with Jonathan Stark - Part 1
April 21st, 2020
Changing Habits
April 20th, 2020
Stress vs worry
April 19th, 2020
It’s not about you
April 18th, 2020
Q: How many Betazoids does it take to change a lightbulb?
April 17th, 2020
Communication Breakdown
April 16th, 2020
Value is subjective, COVID-19 edition
April 15th, 2020
Charles Green - Building Trust in Trying Times
April 13th, 2020
Skittles vs Starburst
April 12th, 2020
Live (remote) workshop this week
April 11th, 2020
Tack on a zero and try again
April 10th, 2020
You can’t control events (but you can control how you react)
April 9th, 2020
Now is the time
April 8th, 2020
Change
April 8th, 2020
Value Pricing instead of Hourly Billing with Jonathan Stark
April 7th, 2020
Before You Cut Your Fees...
April 7th, 2020
Remote sit-ups
April 5th, 2020
But won’t I get bored?
April 5th, 2020
What should you do if your client work disappears overnight?
April 2nd, 2020
Projecting
April 2nd, 2020
Don’t assume
April 1st, 2020
90% off
March 31st, 2020
Your Implied Promise
March 30th, 2020
Reader feedback on “How positioning and pricing contribute to profits”
March 30th, 2020
Who do you help?
March 29th, 2020
How To Tell People What You Do (webinar replay)
March 28th, 2020
How to Tell People What You Do - FREE webinar today
March 27th, 2020
Clarity is more important than ever
March 25th, 2020
Reader success story from Simon Ihlenfeldt
March 24th, 2020
How positioning and pricing contribute to profits
March 23rd, 2020
Reader success story from Reese
March 22nd, 2020
Flossing 365
March 22nd, 2020
Are you letting things slide?
March 21st, 2020
We’re not spending money right now
March 19th, 2020
Dealing With Chaos
March 17th, 2020
REPLAY: Working from home with kids around
March 17th, 2020
How To “Prove” Your Authority
March 16th, 2020
Aaaand... here’s the link:
March 15th, 2020
Working from home with kids around
March 15th, 2020
Find a new way to help
March 15th, 2020
Should I stay or should I go?
March 14th, 2020
Start with what you’re sure of
March 13th, 2020
“Mission, Vision, Objective, Strategy and Tactics” podcast edition
March 11th, 2020
How did you come up with this price?
March 10th, 2020
When Prospecting Builds Authority
March 9th, 2020
Upstream, downstream, and ducks
March 8th, 2020
Ball parks, wiggle room, and a monkey wrench
March 8th, 2020
They’re probably wrong, but that’s okay
March 6th, 2020
“How to Write Better Proposals” replay available for a limited time
March 5th, 2020
How to Write Better Proposals - FREE webinar tomorrow
March 4th, 2020
Another client perspective on hourly billing
March 3rd, 2020
The V Word
March 2nd, 2020
A client perspective on hourly billing
February 29th, 2020
Let’s set the record straight
February 29th, 2020
Ideal conditions for value pricing
February 28th, 2020
We’ll let you know
February 28th, 2020
Update re: But I like doing it!
February 26th, 2020
But I like it!
February 25th, 2020
3 Questions to Ask Yourself in the Sales Process
February 24th, 2020
How many hours are in a month?
February 23rd, 2020
Two kinds of time
February 23rd, 2020
The AAA guy
February 20th, 2020
Outreach vs The Why Conversation
February 20th, 2020
Success story from reader Devin Holmes
February 18th, 2020
Positioning vs Branding
February 17th, 2020
Clients want results not deliverables
February 16th, 2020
A bit more about mission vs vision
February 16th, 2020
Mission vs vision vs objective vs strategy vs tactics
February 15th, 2020
How do I attract inbound leads?
February 14th, 2020
What should I specialize in?
February 14th, 2020
What to do when you are struggling to break through an income ceiling that you have been trapped under for years
February 13th, 2020
Value pricing and RFPs UPDATE
February 13th, 2020
Value pricing and RFPs
February 11th, 2020
Time To Write
February 10th, 2020
What to do when you have overcommitted yourself and are buried in client work
February 8th, 2020
What to do when you are being dominated by a whale client
February 8th, 2020
What to do when you feel powerless in the sales process
February 7th, 2020
What to do when you’re not getting enough leads
February 7th, 2020
What if you really ARE good at a bunch of skills?
February 5th, 2020
The Benefits of Community for Independent Consultants
February 4th, 2020
Can You Be An Introverted Authority?
February 3rd, 2020
Can a positioning statement be TOO focused?
February 2nd, 2020
How focused should my positioning be?
February 1st, 2020
Reader feedback Re: Video Export Poll
January 31st, 2020
Speaking of specialization…
January 30th, 2020
Specialization Diagram UPDATE
January 30th, 2020
Specialization Diagram
January 29th, 2020
Cost vs Value Pricing
January 29th, 2020
Positioning For Soloists
January 28th, 2020
Video Export Poll
January 27th, 2020
Why would a slower computer be better?
January 26th, 2020
$50,000 for a sticker?
January 25th, 2020
Razor vs Laser
January 24th, 2020
10 in 2020
January 22nd, 2020
Your site is down
January 21st, 2020
April Dunford - Obviously Awesome
January 20th, 2020
Do you know how tall you are?
January 18th, 2020
Do you “specialize” in a dozen things?
January 18th, 2020
Why and How to Get Out of the Trap of Billing Hourly
January 18th, 2020
Coaching Call with Landscape Architect Daniel Robey
January 16th, 2020
Articulated finger extensions
January 14th, 2020
Selling Confidence
January 13th, 2020
Need some cement?
January 12th, 2020
Coaching Call with Tim Abell
January 11th, 2020
What if it’s not good?
January 10th, 2020
Reader feedback from Danny R
January 9th, 2020
It’s always there
January 9th, 2020
Value pricing defined in plain english
January 9th, 2020
Joe Jacobi on the Art of a Good Start
January 7th, 2020
Free sushi
January 6th, 2020
The needle gauge ring story
January 6th, 2020
The Limits of Your World
January 5th, 2020
Reader feedback re the knife skin story
January 3rd, 2020
“What should I do if prospects keep going with my cheaper competitors?” and more...
January 2nd, 2020
The knife skin story
January 1st, 2020
Six types of leverage
December 29th, 2019
Podcast roundup
December 28th, 2019
What is leverage, anyway?
December 27th, 2019
Looking back, looking forward
December 26th, 2019
The Jigsaw Puzzle
December 25th, 2019
Generic BS
December 24th, 2019
Do you want an NPK of 26-0-3 or 36-0-6?
December 23rd, 2019
Communication protocols redux
December 22nd, 2019
Communication protocols
December 21st, 2019
How A Grinch Stole Christmas
December 20th, 2019
The Gift Riddle
December 19th, 2019
2019 Year In Review
December 18th, 2019
“Where should I draw the line with free advice in a sales interview with a prospective client?” and more...
December 17th, 2019
Brainstorming productized service ideas with Brent Giesler
December 16th, 2019
Erik Dietrich on The Hourly Monkey Wrench
December 15th, 2019
Knowing Your Audience
December 14th, 2019
“I could be rich here...
December 13th, 2019
But they are doing it wrong!!!
December 12th, 2019
How would you measure thought leadership?
December 11th, 2019
Niche restrictions?
December 10th, 2019
The Michelangelo Of Snow
December 9th, 2019
Is Selling Subscriptions For You?
December 8th, 2019
Piano for Doctors
December 7th, 2019
Always the bridesmaid
December 6th, 2019
Success story from reader Bob Stevens
December 5th, 2019
“How can I find ways to use my skillset to help a vertical market?” and more...
December 4th, 2019
The guy who cleans IMAX screens
December 3rd, 2019
Moving From Execution To Strategy
December 2nd, 2019
Bob Iger
December 1st, 2019
Strategy vs Tactics
November 30th, 2019
R.L. Stine
November 29th, 2019
Black Friday Deals! All insights 100% off! (j/k this is actually a reader success story)
November 28th, 2019
Ron Baker on The Subscription Economy
November 27th, 2019
Pricing vs Billing
November 26th, 2019
Five Ways To Specialize
November 25th, 2019
Success story from reader Dan O
November 24th, 2019
Reverse Pricing
November 23rd, 2019
It’s not a purchase, it’s a trade
November 22nd, 2019
Positioning and cows
November 21st, 2019
Reuven Lerner on Building a Software Training Business
November 20th, 2019
Gut instinct
November 19th, 2019
Success story from reader Anthony English (Rachel edition)
November 18th, 2019
Who You Need On Your Team
November 17th, 2019
Fair vs acceptable
November 16th, 2019
Just be awesome
November 15th, 2019
“How do I sell more high-value strategy engagements?” and more...
November 14th, 2019
You can’t just charge more
November 13th, 2019
Cardboard or steel?
November 12th, 2019
When Your Niche Turns Into A Rut
November 11th, 2019
How can I help you?
November 10th, 2019
How much is a broken guitar worth?
November 9th, 2019
Lifeguard in the Sahara
November 8th, 2019
Booked solid at double the price
November 7th, 2019
What’s the difference between cost, price, and value?
November 6th, 2019
Joe Pine on Pricing Experiences
November 5th, 2019
Everybody is the same as nobody
November 4th, 2019
Wrestling with Imposter Syndrome
November 3rd, 2019
Okay, what CAN you promise?
November 2nd, 2019
Sour Patch Kids vs Hershey Bar Minis
November 1st, 2019
“How do I transition to value pricing without hurting my income?” and more...
October 31st, 2019
Success story from reader Mauro Chojrin
October 30th, 2019
Reader question from Lina Grübler
October 29th, 2019
The Publishing Challenge
October 28th, 2019
I stand corrected…
October 27th, 2019
Why dry?
October 26th, 2019
The only reason clients pay you
October 25th, 2019
What can I do to convince my clients that value pricing is better for them?
October 24th, 2019
The Employee Mindset
October 23rd, 2019
Success story from Ethan Garofolo
October 22nd, 2019
Getting Better Clients
October 21st, 2019
Obliterati Gun, addendum
October 20th, 2019
Obliterati Gun
October 19th, 2019
I wanna go to Mexico!!!
October 18th, 2019
“Does pigeonholing also apply to firms? I run a 10 person dev shop” and more...
October 17th, 2019
How to start writing more
October 16th, 2019
FileMaker under the tree
October 15th, 2019
How do I move up as a “freelancer”?
October 14th, 2019
Seth Godin - The Generosity of Authority
October 13th, 2019
Double your presents
October 12th, 2019
Soggy test redux
October 11th, 2019
Soggy test
October 10th, 2019
Same pills, different label
October 9th, 2019
Front vs back
October 8th, 2019
Dropping dollars
October 7th, 2019
Marketing Productively
October 6th, 2019
Perception is everything
October 5th, 2019
What if you were set for life?
October 4th, 2019
“How do I convince clients that my design specialization is valuable?” and more...
October 3rd, 2019
Follow-up question from Adi
October 2nd, 2019
Reader question from Adi Yagil
October 1st, 2019
Reader story: value is in the eye of the beholder
September 30th, 2019
Don’t bury the lead (aka lede)
September 29th, 2019
Which way to Pittsburgh?
September 28th, 2019
What clients are buying
September 27th, 2019
Success story from Jeeva Nadarajah
September 26th, 2019
Success story from reader Brad Large
September 25th, 2019
The value of air
September 24th, 2019
What if my target market can’t afford me?
September 23rd, 2019
Staying Solo
September 22nd, 2019
Here’s a funny question…
September 21st, 2019
“What should I do if a fixed price job takes 5 times longer than I expected?” and more...
September 20th, 2019
How much is a campfire worth?
September 19th, 2019
We need what you do!
September 18th, 2019
The Hungry Fisherman
September 17th, 2019
Do you DO or do you KNOW?
September 16th, 2019
The trick to The Why Conversation
September 15th, 2019
The Magic Brush
September 14th, 2019
Question from reader Rod Aparicio
September 13th, 2019
Value pricing example from reader Anthony English
September 12th, 2019
Success story from reader David Raistrick
September 11th, 2019
Meaningful differentiation
September 10th, 2019
How To Pivot
September 9th, 2019
This stuff really works
September 8th, 2019
Is what you do valuable?
September 7th, 2019
There aren’t 24 rush hours per day
September 6th, 2019
Reader question from Doug Lane: What’s up with these car ads?
September 5th, 2019
“What should I do if I see a whale client on the horizon?” and more...
September 4th, 2019
Say what?
September 3rd, 2019
Authority Marketing Round-Up
September 2nd, 2019
Know how (knitting edition)
September 1st, 2019
The Wrong Ruler
August 31st, 2019
Know how
August 30th, 2019
Fuzzy anchoring
August 29th, 2019
Need more leads?
August 28th, 2019
Success story from reader Anthony English
August 27th, 2019
Success story from Chris Ferdinandi
August 26th, 2019
Using pricing expectations to your advantage
August 25th, 2019
The one and only
August 24th, 2019
Pricing expectations in established markets
August 23rd, 2019
Silicone Rings
August 22nd, 2019
“What is the best way to research prospects in my target market?” and more...
August 21st, 2019
But I didn’t DO anything!
August 20th, 2019
What is the difference between a consultant and a freelancer?
August 19th, 2019
The Path to Authority
August 18th, 2019
Caveman campfire
August 17th, 2019
Gumball vs claw
August 16th, 2019
Before vs After
August 15th, 2019
Taking Risks with guest Paul Mellor
August 14th, 2019
Ketchupmongers
August 13th, 2019
$50 bucks
August 12th, 2019
Wolves vs Dinosaurs
August 11th, 2019
Why would you want to become an authority?
August 10th, 2019
Dusty guitar?
August 9th, 2019
Anything can be value priced
August 8th, 2019
“What if I drastically underestimate the scope of a fixed price project?” and more...
August 7th, 2019
Tribal exercise
August 6th, 2019
Quote?
August 5th, 2019
Aligning Your Client Experience With Your Brand
August 4th, 2019
Shredders
August 3rd, 2019
Pricing Is Positioning #29: Hourly Billing Is Nuts With Jonathan Stark
August 2nd, 2019
Let’s Talk Branding #49: Jonathan Stark on Value-Based Pricing
August 1st, 2019
Requiem for a dream
July 31st, 2019
What is mutual profit?
July 30th, 2019
The freedom of “Scope Last”
July 29th, 2019
Every seller is selling the same thing - and that thing is FEELINGS
July 28th, 2019
The Experience Economy Aftermath
July 27th, 2019
Reader question regarding Price determines cost, NOT the other way around
July 26th, 2019
Price determines cost, NOT the other way around
July 25th, 2019
“How do I get local clients?” and more...
July 24th, 2019
Anything Can Be Measured
July 23rd, 2019
Revelations
July 22nd, 2019
The Experience Economy with guest Joe Pine
July 21st, 2019
Success story from reader Uriah Fracassi
July 20th, 2019
WaterFire
July 19th, 2019
How much would you pay for packing tape?
July 18th, 2019
I’m hungry!
July 17th, 2019
Who do you want to help?
July 16th, 2019
How To Keep Your Network In Motion
July 15th, 2019
The difference between problems and pains
July 14th, 2019
Lightbulb moment from reader Tony Alves
July 13th, 2019
What to do when things get slow
July 12th, 2019
What’s hourly billing, and why must it be ended?
July 11th, 2019
“Can I sell value pricing to an agency?” and more...
July 10th, 2019
Reader example re Sometimes Worse Is Better
July 9th, 2019
Is It Marketing BS Or Genius?
July 8th, 2019
Best Practices
July 7th, 2019
Follow up to The One Thing from reader Federico Tomassetti
July 6th, 2019
The One Thing
July 5th, 2019
The Resistance
July 4th, 2019
Freedom
July 3rd, 2019
Mosquito Joe
July 2nd, 2019
Success story from reader Daniel James
July 1st, 2019
Sorry, what?
June 30th, 2019
More Zero vs Infinity
June 29th, 2019
Zero vs Infinity
June 28th, 2019
Success story from reader RP
June 27th, 2019
“How can I justify charging $9000 for one day of web development work?” and more...
June 26th, 2019
The $150 Stapler
June 25th, 2019
What’s the best home for your content?
June 24th, 2019
How much should I charge if I can save the client $10,000,000?
June 23rd, 2019
Success story from reader Kevin Brown
June 22nd, 2019
Two Staplers
June 21st, 2019
My thoughts on the “five varieties” question
June 20th, 2019
Five varieties reader feedback
June 19th, 2019
Five varieties
June 18th, 2019
Would you pay a $350 delivery fee for a $125 order?
June 17th, 2019
How To Keep Producing Killer Content
June 16th, 2019
The Popcorn Example
June 15th, 2019
Quick question...
June 14th, 2019
“How do I validate a new positioning statement before going all-in?” and more...
June 13th, 2019
Sometimes worse is better
June 12th, 2019
Reader question from Christian Lüdemann
June 11th, 2019
The Removalists
June 10th, 2019
Take Your Summer Back
June 9th, 2019
That Guy Sam
June 8th, 2019
The Soggy Test
June 7th, 2019
I’m typing as much as I can!
June 6th, 2019
“Hourly workers are always going to fall behind”
June 5th, 2019
Reader question from Mike Riley: “Could you have a two-pronged approach?”
June 4th, 2019
Productized services in the wild
June 3rd, 2019
Choosing An Unconventional Niche
June 2nd, 2019
Do better work
June 1st, 2019
The “Problem/Solution” Spectrum
May 31st, 2019
Should you get creative in your positioning statement?
May 30th, 2019
“How should we charge for website support plans?” and more...
May 29th, 2019
Quantum leap
May 28th, 2019
The Twilight Zone
May 27th, 2019
Solution-first thinking vs problem-first thinking
May 26th, 2019
Question from reader Jay Trivedi - LFPS teardown, part 2
May 25th, 2019
Question from reader Jay Trivedi - LFPS teardown, part 1
May 24th, 2019
Special condition 32.1(c)
May 23rd, 2019
The artificial ceiling on your income
May 22nd, 2019
Success story from reader Elise Fog
May 21st, 2019
Nice shirt
May 20th, 2019
What to do when you screw up
May 19th, 2019
Winky on Lefsetz
May 18th, 2019
Follow up re Zero Incremental Costs
May 17th, 2019
“How should I get started creating passive income?” and more...
May 16th, 2019
This is not my 1000th email
May 15th, 2019
Reader feedback re $800 toaster
May 14th, 2019
Trusted Authority
May 13th, 2019
The cheapest one vs the special one
May 12th, 2019
Follow-up from Scott Gould re Zero Incremental Cost
May 11th, 2019
Hourly Rate Calculators - part 3
May 10th, 2019
Hourly Rate Calculators - part 2
May 9th, 2019
Hourly Rate Calculators
May 8th, 2019
Zero incremental cost
May 7th, 2019
The Trusted Advisor with Charles Green
May 6th, 2019
Success story from reader Jim Thornton
May 5th, 2019
The Wrong Things
May 4th, 2019
That sounds like a lot
May 3rd, 2019
Just ask
May 2nd, 2019
“Can I do consulting profitably through an agency?” and more...
May 1st, 2019
Success story from reader Anthony English
April 30th, 2019
Defining Your Competition
April 29th, 2019
My thumb
April 28th, 2019
Success story from reader Daniel James
April 27th, 2019
Best books on negotiations?
April 26th, 2019
Success story from reader Frederick C. Buskey
April 25th, 2019
Sales Prejudice
April 24th, 2019
Nothing solid to support your price?
April 23rd, 2019
Charlie Green
April 22nd, 2019
Packaging Your Expertise (aka Put It In A Box)
April 21st, 2019
“In your wildest dreams you could not imagine the surprises that await you”
April 20th, 2019
Where do I find people to help?
April 19th, 2019
“Should I send pricing via email or discuss on the phone to answer objections” and more...
April 18th, 2019
My one silver bullet
April 17th, 2019
Story from reader James Collins: “Asking ’What’s Your Budget?’ On The Contact Form”
April 16th, 2019
Building Trust
April 15th, 2019
Winners and losers?
April 14th, 2019
Identity In Space
April 13th, 2019
Chop wood, carry water
April 12th, 2019
16 ways to share
April 11th, 2019
Celebrity status
April 10th, 2019
When should you ask what the client’s budget is?
April 9th, 2019
When To Say Yes (Or No)
April 8th, 2019
Habits, beliefs, routines, and relationships
April 7th, 2019
Sock Drawer
April 6th, 2019
Should I relocate to a tech hub?
April 5th, 2019
Should I look at the client’s code before quoting a value price?
April 4th, 2019
“What to do when you’re getting crushed by scope creep on a huge project” and more...
April 3rd, 2019
Real-world nitty gritty
April 2nd, 2019
Follow-up question from reader Bernard Jansen
April 1st, 2019
How To Switch Your Niche
March 31st, 2019
Bass-ackwards pricing
March 30th, 2019
Difficulty is irrelevant
March 29th, 2019
Value pricing in reverse: mowing the verge
March 28th, 2019
What do systems have to do with pricing?
March 27th, 2019
Geeking out about SOPs with reader Mike Wolfe
March 26th, 2019
Vegan Pom Pom
March 25th, 2019
Positioning In Five Words
March 24th, 2019
Chaotic Routine Follow-up
March 23rd, 2019
Chaotic Routine
March 22nd, 2019
Anthony English on the profound difference between billing and pricing
March 21st, 2019
“What if my sales call descends into chaos?” and more...
March 20th, 2019
Cautionary tale from reader Brian Bimschleger
March 19th, 2019
Do you want 10, 12, or 14 gauge?
March 18th, 2019
Practical Leverage
March 17th, 2019
Last one, I swear...
March 16th, 2019
Upstream vs downstream
March 15th, 2019
Designing toilets
March 14th, 2019
Can designers sell retainer engagements?
March 13th, 2019
10x-ing output with a simple SOP
March 12th, 2019
Duck decoys
March 11th, 2019
How many hours is this going to take?
March 10th, 2019
The Leverage Equation with guest Todd Tresidder
March 9th, 2019
Threading the needle (one more time)
March 8th, 2019
Threading the needle redux
March 7th, 2019
Threading the needle
March 6th, 2019
“How do I make an advisory retainer about access, not hours?” and more...
March 5th, 2019
How To Price Right with Jonathan Stark
March 4th, 2019
Relationships Rule The World
March 3rd, 2019
Success story from reader Scott de Fasselle
March 2nd, 2019
Problem first, then price
March 1st, 2019
XYPS
February 28th, 2019
10x Redux
February 27th, 2019
Salary maximization vs building a business
February 26th, 2019
10x
February 25th, 2019
Deciding Whose Voice To Listen To
February 24th, 2019
Dogfooding “The Book Book” hypothesis
February 23rd, 2019
Bubble Wrap
February 22nd, 2019
How do I find buyers for my product?
February 21st, 2019
“How to sell the value of strategic engagements” and more...
February 20th, 2019
Making Seconds Count with guest Alice Lee-Yoon
February 19th, 2019
How do I know?
February 18th, 2019
Should you build a course?
February 17th, 2019
Dead Air
February 16th, 2019
Success story from reader Robert Magier
February 15th, 2019
Success story from reader James Choe
February 14th, 2019
Which box of chocolates?
February 13th, 2019
Does asking for referrals make you uncomfortable?
February 12th, 2019
The Psychological Trap of Freelancing by Charlotte Cowles
February 11th, 2019
The Authority Mindset
February 10th, 2019
Expensive Problem: Jeff Bezos edition
February 9th, 2019
Expensive Problems: John Mayer edition
February 8th, 2019
Meta-list Q&A
February 7th, 2019
“What about scope changes on value priced projects?” and more...
February 6th, 2019
Is it okay to fake it til you make it?
February 5th, 2019
“But what if...?” book recommendations
February 4th, 2019
Humane Selling
February 3rd, 2019
But what if...?
February 2nd, 2019
Because I care
February 1st, 2019
“Nice to have” projects
January 31st, 2019
Pohawk Redux
January 30th, 2019
The Pohawk Plus
January 29th, 2019
All week, every week
January 28th, 2019
[AUDIO] Speaker vs. Consultant
January 27th, 2019
Perspective
January 26th, 2019
Deer in the headlights
January 25th, 2019
Compose thyself
January 24th, 2019
Skype massage?
January 23rd, 2019
[AUDIO] Location (Mostly) Doesn’t Matter
January 22nd, 2019
What if my ideal buyers are really broke?
January 21st, 2019
Your buyers are not price sensitive
January 20th, 2019
Solving for X
January 19th, 2019
Solving for Y
January 18th, 2019
Better requires change
January 17th, 2019
Success story from Matthew O’Brien
January 16th, 2019
The Assumption Gap
January 15th, 2019
[AUDIO] How Do You Know When To “Kill” Something?
January 14th, 2019
Mailbag Re: Kitchen painters
January 13th, 2019
Easy vs simple
January 12th, 2019
Hourly billing vs value pricing isn’t an either/or proposition
January 11th, 2019
Kitchen painters
January 10th, 2019
“Can offering a guarantee ever be a bad thing?” and more...
January 9th, 2019
Success story from reader Jeff Jenkinson
January 8th, 2019
Guarantees and value pricing
January 7th, 2019
[AUDIO] Raising Your Rates
January 6th, 2019
Orthogonal guarantees
January 5th, 2019
Playing with guarantees
January 4th, 2019
Chicken or the egg?
January 3rd, 2019
Changing of the guard
January 2nd, 2019
“Is monthly better than hourly?”
January 1st, 2019
Reader feedback on Fool me twice...
December 31st, 2018
[AUDIO] Making Your Business Work For You with guest David A. Fields
December 30th, 2018
Polar opposites
December 29th, 2018
Fool me twice...
December 28th, 2018
Diversifying your income streams to mitigate risk
December 27th, 2018
Distributing risk across multiple clients
December 26th, 2018
“How to I get myself out of the day-to-day minutia of project work?” and more...
December 25th, 2018
The interplay between risk, price, and guarantees
December 24th, 2018
Knowing when to give up (and how to do it)
December 23rd, 2018
The difference between leading and lagging indicators
December 22nd, 2018
Picking a metric that you are confident you can improve
December 21st, 2018
What if you don’t make good on your promise?
December 20th, 2018
Deliverables are not results
December 19th, 2018
Before you start the car
December 18th, 2018
Value Pricing QA
December 17th, 2018
[AUDIO] What Kind Of Growth Do You Want?
December 16th, 2018
More betterer
December 15th, 2018
World’s Best Cup Of Coffee
December 14th, 2018
“How do I build trust with prospects when I’m just starting out?” and more...
December 13th, 2018
[AUDIO] Testing with a tweet
December 12th, 2018
Can you measure happiness?
December 11th, 2018
Good vs bad scope creep
December 10th, 2018
The wrong question
December 9th, 2018
How do you define a bug?
December 8th, 2018
Getting testimonials from current clients
December 7th, 2018
Success story from reader Mary Shaw
December 6th, 2018
How do you price strategy when the project scope is undefined?
December 5th, 2018
In praise of email
December 4th, 2018
[AUDIO] Company of One with guest Paul Jarvis
December 3rd, 2018
Where do the good clients hang out?
December 2nd, 2018
It’s summer in New Zealand
December 1st, 2018
[VIDEO] How To Go From Commodity Freelancer to In-Demand Consultant
November 30th, 2018
Follow-up re: tuba
November 29th, 2018
Where should I put the tuba?
November 28th, 2018
“Should I build an audience first, or a product first?” and more...
November 27th, 2018
[AUDIO] Setting Expectations with guest Ben Manley
November 26th, 2018
Wool and Honey
November 25th, 2018
The double yay
November 24th, 2018
[AUDIO] Anatomy of a Bestseller
November 23rd, 2018
High octane
November 22nd, 2018
Planting the seeds
November 21st, 2018
Broken link and big league pricing
November 20th, 2018
[AUDIO] How to Market Yourself Without Feeling Like a Sleaze
November 19th, 2018
The virtuous cycle of strong guarantees
November 18th, 2018
How to close a million dollar deal
November 17th, 2018
How do you value price a productized service?
November 16th, 2018
“How do you deal with the fear of presenting very high prices?” and more...
November 15th, 2018
[AUDIO] Why Hourly Billing Could Be Killing You
November 14th, 2018
Specially formulated for everyone
November 13th, 2018
[AUDIO] Disrupting Design Education with Chris Do
November 12th, 2018
Pepper Spray
November 11th, 2018
Some non-soggy positioning examples
November 10th, 2018
Where my aspiring groups at?
November 9th, 2018
Things you could do for $500
November 8th, 2018
We’ve got $500
November 7th, 2018
Victim of circumstance
November 6th, 2018
[AUDIO] The Difference Between Freelancers and Business Owners
November 5th, 2018
How to invent everything
November 4th, 2018
Productizing design
November 3rd, 2018
Which restaurant is the best?
November 2nd, 2018
“How can I get off the feast/famine rollercoaster and build a sustainable business?” and more...
November 1st, 2018
Have you ever had writer’s block?
October 31st, 2018
Reader feedback re Expertise vs execution
October 30th, 2018
[AUDIO] Systems For Building Your Authority Business - Part 2
October 29th, 2018
Why pay when you can learn it for free online?
October 28th, 2018
Expertise vs execution
October 27th, 2018
Reader success -> “My first Why Conversation went... exactly as you said it should!”
October 26th, 2018
Wedding photography III
October 25th, 2018
Wedding photography redux
October 24th, 2018
Can you value price wedding photography?
October 23rd, 2018
[AUDIO] Systems For Building Your Authority Business - Part 1
October 22nd, 2018
Rhinebeck 2018
October 21st, 2018
If you build it, they will come
October 20th, 2018
Scissors Operator
October 19th, 2018
“How do I price a frantic client who has a tight project deadline?” and more...
October 18th, 2018
Wanna buy an LMN?
October 17th, 2018
Pencil or pen?
October 16th, 2018
[AUDIO] Atomic Habits with guest James Clear
October 15th, 2018
Cutting it close
October 14th, 2018
Getting ahead
October 13th, 2018
Octopus
October 12th, 2018
Oh the irony!
October 11th, 2018
Sleazy tactics
October 10th, 2018
Be yourself
October 9th, 2018
[AUDIO] Why Specialists Rule
October 8th, 2018
Girl with Balloon
October 7th, 2018
The Macallan Valerio Adami
October 6th, 2018
Blue Hawaiian Missionary
October 5th, 2018
“What do you think of paying for Ads to generate leads?” and more...
October 4th, 2018
Soggy word salad, personal trainer edition
October 3rd, 2018
Focused and specific and interesting
October 2nd, 2018
[AUDIO] Top 10 Tools for Building an Authority Business
October 1st, 2018
International Podcast Day
September 30th, 2018
Wanna buy a couch?
September 29th, 2018
Should I offer three price options on everything?
September 28th, 2018
Scream-O-Meter
September 27th, 2018
Price Wingspan
September 26th, 2018
Fuzzy metrics
September 25th, 2018
[AUDIO] How To Kick-Off A Successful Launch
September 24th, 2018
Measuring Happiness
September 23rd, 2018
You can’t focus on everything
September 22nd, 2018
“How can you communicate the added value of a quick turnaround without it backfiring?” and more...
September 21st, 2018
Legos in the basement
September 20th, 2018
[AUDIO] The Language of Business with guest Norman Lieberman
September 19th, 2018
Invisible Marketing
September 18th, 2018
[AUDIO] Asking For Testimonials
September 17th, 2018
Is distracted driving an expensive problem?
September 16th, 2018
Big vs Expensive
September 15th, 2018
The atmosphere of Venus
September 14th, 2018
Asking price vs selling price
September 13th, 2018
Success story: 2x to 5x fees in a matter of months
September 12th, 2018
[VIDEO] Hourly Billing Is Nuts— Stop Trading Time For Money
September 11th, 2018
[AUDIO] Staying Creative
September 10th, 2018
Are you good at what you do?
September 9th, 2018
A “remarkable conversation” from reader Luca Ingianni
September 8th, 2018
Overrated
September 7th, 2018
What if everything was value priced?
September 6th, 2018
“How should I respond to a vague pricing objection?” and more...
September 5th, 2018
Mike
September 4th, 2018
That was a lot of work
September 3rd, 2018
[AUDIO] Should You Start A Podcast?
September 2nd, 2018
Over a year
September 1st, 2018
Your car is not worth $5000
August 31st, 2018
Enjoy the conversation
August 30th, 2018
Camp Wood Resurrection
August 29th, 2018
Camp Wood Apocalypse
August 28th, 2018
[AUDIO] The Shape of Engagement with guest Scott Gould
August 27th, 2018
[AUDIO] Selling More: Optimizing For Conversations
August 26th, 2018
Back to School
August 25th, 2018
The Return of Camp Wood
August 24th, 2018
“What should I do if a prospect balks at my price and says they’re going to shop around?” and more...
August 23rd, 2018
More Camp Wood
August 22nd, 2018
Camp Wood
August 21st, 2018
[AUDIO] Should You Use A VA To Grow Your Business?
August 20th, 2018
[BESTOF] Can you value price if you pay your subcontractors hourly?
August 19th, 2018
[BESTOF] You Can’t Buy An Hour
August 18th, 2018
[BESTOF] The Magic Pill
August 17th, 2018
[BESTOF] I want a marshmallow
August 16th, 2018
[BESTOF] Your skill is not your business
August 15th, 2018
[BESTOF] Money and gasoline
August 14th, 2018
[BESTOF] Negative Ease
August 13th, 2018
[BESTOF] Find your oysters
August 12th, 2018
[BESTOF] Outreach for the introvert
August 11th, 2018
Should I keep tracking my time anyway?
August 10th, 2018
“How do I make time to work on my business when I’m already working full-time for a client?” and more...
August 9th, 2018
Productized service success story from reader Mauro Chojrin
August 8th, 2018
Selling the Outcome, Toddler Edition
August 7th, 2018
[AUDIO] What You Think You’re Selling Ain’t What Your Clients Are Buying
August 6th, 2018
Whiskey Tasting
August 5th, 2018
Quasquicentennial
August 4th, 2018
Whoops! I started a business
August 3rd, 2018
[AUDIO] Breaking The Time Barrier with guest Mike McDerment
August 2nd, 2018
Success story from reader Michael Spangler
August 1st, 2018
Someone for something
July 31st, 2018
The #1 problem with project proposals
July 30th, 2018
RE: Free is better than cheap
July 29th, 2018
Free is better than cheap
July 28th, 2018
“Quick! We need more code!”
July 27th, 2018
“How do I move toward high value strategy work with existing clients?” and more...
July 26th, 2018
[AUDIO] Building Signature Systems with guest Maggie Patterson
July 25th, 2018
You don’t want money
July 24th, 2018
[AUDIO] Choosing Your Best War Stories
July 23rd, 2018
What do you want me to do?
July 22nd, 2018
Foos at Fenway
July 21st, 2018
Sandwich Board vs Menu
July 20th, 2018
Late pickup
July 19th, 2018
Marcel The Shell With Shoes On
July 18th, 2018
Rates vs Prices
July 17th, 2018
[AUDIO] Getting Paid To Market Yourself
July 16th, 2018
Risk assessment
July 15th, 2018
Why risk death at a trampoline park?
July 14th, 2018
[AUDIO] Fishing Where The Fish Are with guest David A. Fields
July 13th, 2018
“I submitted a proposal but the client isn’t getting back to me. What should I do?” and more...
July 12th, 2018
More reader feedback on “3 ways”
July 11th, 2018
Reader question: “Isn’t selling blocks of time essentially the same thing as billing hourly?”
July 10th, 2018
[AUDIO] Getting Paid To Give (Almost) Everything Away with Jill Konrath
July 9th, 2018
The Pricing Seminar
July 8th, 2018
3 ways to try to ditch hourly with existing clients
July 7th, 2018
What have you done with our dev?
July 6th, 2018
Actual change
July 5th, 2018
On holiday
July 4th, 2018
[AUDIO] Writing A Kick-Ass Bio
July 3rd, 2018
Reader question: “How do you have The Why conversation when you’re cold calling?”
July 2nd, 2018
Hourly rate calculators :eye_roll:
July 1st, 2018
I’m pretty sure there’s no way around it
June 30th, 2018
Terrible Thing
June 29th, 2018
Book Recommendations
June 28th, 2018
“How do I move away from actually executing the work?” and more...
June 27th, 2018
I’m just not good at it
June 26th, 2018
The crux of the proposal
June 25th, 2018
[AUDIO] Should You Be A Thought Leader?
June 24th, 2018
Can you call tomorrow?
June 23rd, 2018
Hose Job Feedback
June 22nd, 2018
Hose Job
June 21st, 2018
[AUDIO] All Late Projects Are The Same with guest Tom DeMarco
June 20th, 2018
Reader Q&A: “What do you think about this positioning statement?”
June 19th, 2018
[AUDIO] Declare Your Vision
June 18th, 2018
The Psychology of Money by Morgan Housel
June 17th, 2018
Competitors vs Alternatives
June 16th, 2018
Can you value price a burrito?
June 15th, 2018
“Can I market services without building a personal brand?” and more...
June 14th, 2018
[AUDIO] The Better Alternative to Hourly Billing
June 13th, 2018
There’s no such thing as a fair price
June 12th, 2018
[AUDIO] The Quest For Perfect
June 11th, 2018
Success story from reader Umar Bahadoor
June 10th, 2018
How do I know if my prices are fair?
June 9th, 2018
The Musician and the Entertainer
June 8th, 2018
It’s probably just a phase
June 7th, 2018
One simple trick
June 6th, 2018
Why that one?
June 5th, 2018
[AUDIO] Speaking 101: Strategies and Tactics to Build Your Authority
June 4th, 2018
Max Price Formula: The Third Needle
June 3rd, 2018
Max Price Formula: The Second Needle
June 2nd, 2018
Max Price Formula: The First Needle
June 1st, 2018
“I find it really hard to assess value, what should I do?” and more...
May 31st, 2018
The Three Needles
May 30th, 2018
Paul Newman’s Paul Newman
May 29th, 2018
You Can’t Buy An Hour
May 28th, 2018
The last word on 100% up-front
May 27th, 2018
Reader Nicolas Previdoli on 100% up-front
May 26th, 2018
Reader Kurt Hamel on 100% up-front
May 25th, 2018
Reader Natalie Taylor on 100% up-front
May 24th, 2018
Three nuances of asking for 100% up-front payment
May 23rd, 2018
[AUDIO] Your Ridiculously Reliables
May 22nd, 2018
The meaning of words
May 21st, 2018
I’m sorry
May 20th, 2018
Fire Drill Clients
May 19th, 2018
Double Whip Battle Ropes
May 18th, 2018
“How can I target more than one vertical simultaneously?” and more...
May 17th, 2018
Know thyself
May 16th, 2018
Success story from reader Dominic O’Toole
May 15th, 2018
[AUDIO] Working Solo vs Starting a Firm
May 14th, 2018
Uncovering objections
May 13th, 2018
Is The Why Conversation compatible with cold outreach?
May 12th, 2018
Paying a premium for certainty
May 11th, 2018
“Estimated Price” is an oxymoron
May 10th, 2018
[AUDIO] True Fans
May 9th, 2018
Charge more for the fun stuff
May 8th, 2018
Don’t abstract your target market
May 7th, 2018
Dream testimonials...
May 6th, 2018
Reader replies to Intermediate Men
May 5th, 2018
Wanna buy a watch?
May 4th, 2018
“Should content and articles be more technical focused or business focused?” and more...
May 3rd, 2018
Ah Ha moment from reader Trevor Carr
May 2nd, 2018
Success story from reader Rahoul Baruah (aka “Baz”)
May 1st, 2018
[AUDIO] Daily Writing Practice - Brilliant or Insane?
April 30th, 2018
The Freelancer’s Roadmap
April 29th, 2018
They just want it
April 28th, 2018
Success story from reader Kent Ekstrom
April 27th, 2018
Value story from reader Daniel Smith
April 26th, 2018
The Marketing Expertise Paradox
April 25th, 2018
[AUDIO] Lessons Learned Building My First Online Software Course with guest Chris Buecheler
April 24th, 2018
[AUDIO] Uncovering Your Client Avatar
April 23rd, 2018
You now have ESP
April 22nd, 2018
Specialization story from reader Mauro Chojrin
April 21st, 2018
You might actually have to care
April 20th, 2018
“What would be your next steps to secure revenue with the right clients quickly?” and more...
April 19th, 2018
You do shoes, I’ll do CSS
April 18th, 2018
Q&A about writing daily
April 17th, 2018
Success story from Morgan from Luxxe
April 16th, 2018
The Magic Pill
April 15th, 2018
Real simple leverage
April 14th, 2018
Have you ever tried to move a couch by yourself?
April 13th, 2018
Three ways to lift a car
April 12th, 2018
What’s the top spot worth?
April 11th, 2018
The relationship between positioning and specialization
April 10th, 2018
[AUDIO] Why You Need A Content Inventory
April 9th, 2018
Intermediate men
April 8th, 2018
Trophies are cheap
April 7th, 2018
“Should I start a passive income side business?” and more...
April 6th, 2018
Q&A about flipping the switch
April 5th, 2018
The number three people
April 4th, 2018
Flipped the switch
April 3rd, 2018
[AUDIO] Creating Leverage
April 2nd, 2018
“One hundred days of blogging” by Dan Moore
April 1st, 2018
Daily is just easier
March 31st, 2018
[AUDIO] Can Value Pricing Work for Firms? with guest Adam Aronson
March 30th, 2018
Cautionary tale from Tricia
March 29th, 2018
What’s it for?
March 28th, 2018
[AUDIO] Establishing Your Point Of View
March 27th, 2018
What if an existing client refuses to pay 100% up-front?
March 26th, 2018
Adjusting your mission focus
March 25th, 2018
“I’ve specialized... what do I do next?” and more...
March 24th, 2018
Why should I care about your mission?
March 23rd, 2018
Funding your mission
March 22nd, 2018
Success story from reader Mike Spanger
March 21st, 2018
[DERP] Correct link to Ramona interview
March 19th, 2018
[AUDIO] How To Get More Media Attention with guest Ramona Russell
March 19th, 2018
I want a marshmallow
March 18th, 2018
Reader question: “What if my client doesn’t understand what they’re getting themselves into?”
March 17th, 2018
Which Porsche?
March 16th, 2018
Recommendation bonanza
March 15th, 2018
Hey, can you recommend...
March 14th, 2018
Butterbeer
March 13th, 2018
[AUDIO] Accepting Risk (And Charging For It)
March 12th, 2018
Strategy is a bet
March 11th, 2018
One strategy at a time
March 10th, 2018
Opportunity or distraction?
March 9th, 2018
A bankrupt agency, escaping staff aug, handling rejection gracefully, and more...
March 8th, 2018
Secret Agent Man
March 7th, 2018
‘57 Thunderbird
March 6th, 2018
[AUDIO] Building Your Circle
March 5th, 2018
Your skill is not your business
March 4th, 2018
Money and gasoline
March 3rd, 2018
[AUDIO] How to Escape Hourly Billing
March 2nd, 2018
How much does a dog cost?
March 1st, 2018
Low prices are scary
February 28th, 2018
It’s make or break
February 28th, 2018
[AUDIO] Offending People
February 26th, 2018
Negative Ease
February 26th, 2018
Find your oysters
February 24th, 2018
Accept their risk
February 24th, 2018
“How do I generate inbound leads?” and more...
February 22nd, 2018
After the fact
February 22nd, 2018
[AUDIO] When to Invest in Your Business
February 20th, 2018
Enough about me...
February 20th, 2018
Give yourself a budget
February 19th, 2018
Scope last
February 18th, 2018
Kids get it
February 16th, 2018
What about music?
February 15th, 2018
Tough Love Teardown - TOMORROW AT 1PM ET
February 14th, 2018
Resources for budding authors
February 14th, 2018
[AUDIO] Should you write a book?
February 12th, 2018
Don’t forget the clients
February 11th, 2018
Preparing to jump
February 10th, 2018
[AUDIO] The Business of Expertise with special guest David C. Baker
February 9th, 2018
An API is not a business goal
February 9th, 2018
[AUDIO] Validating Your Idea
February 7th, 2018
The Introduction Game
February 7th, 2018
What would you like me to say?
February 5th, 2018
[AUDIO] Value-Based Design with guest Nick Disabato
February 4th, 2018
Pinball wizards
February 3rd, 2018
Referring strangers
February 2nd, 2018
Why should Alice care?
February 1st, 2018
[AUDIO] Building Community with Madalyn Sklar
January 31st, 2018
ESP not required
January 31st, 2018
Too good to be true?
January 29th, 2018
Where my horse people at?
January 28th, 2018
Gretchen who?
January 27th, 2018
The Referral Game
January 26th, 2018
“How do I market server admin and support as a productized service?” and more...
January 25th, 2018
The Pricing Fear
January 24th, 2018
Productized Consulting
January 24th, 2018
[AUDIO] How Long Should You Keep A Client?
January 22nd, 2018
The worst of both worlds
January 21st, 2018
Reader question: “What if I have no clue what the value is?”
January 21st, 2018
What’s different about an apple?
January 20th, 2018
What’s your zag?
January 18th, 2018
Street cred
January 17th, 2018
[AUDIO] Unretirement
January 15th, 2018
How do I decide who my ideal buyers are?
January 14th, 2018
Recognized expert
January 13th, 2018
Kickstarting the flywheel
January 13th, 2018
“What do I do if the leads I’m getting can’t afford my services?” and more...
January 11th, 2018
A Man in a Balloon
January 11th, 2018
The Emperor Has No Clothes
January 10th, 2018
The Business of Authority
January 8th, 2018
Five reversals
January 8th, 2018
Question it
January 7th, 2018
Standing out
January 5th, 2018
Finding your voice
January 5th, 2018
Loving what you do is not enough
January 3rd, 2018
113,796
January 3rd, 2018
Welcome, 2018!
December 31st, 2017
Hey everybody! We’re going to get signed!
December 30th, 2017
Programming is programming
December 29th, 2017
“What if a client finds out you charged them more than someone else?” and more...
December 28th, 2017
Can you tell me how to get?
December 28th, 2017
Supporting yourself
December 26th, 2017
Unwrapping
December 25th, 2017
Winging it
December 24th, 2017
Firehose of constructive criticism
December 22nd, 2017
Transcript for Pricing Creativity interview with Blair Enns
December 21st, 2017
Time lords and value pricing
December 20th, 2017
[AUDIO] Ditching Hourly: Pricing Creativity with special guest Blair Enns
December 19th, 2017
Could seatbelts really be value priced?
December 19th, 2017
Pricing guilt
December 17th, 2017
[VIDEO] The Perfect Intro
December 16th, 2017
How do you value price if the client’s financial outcome is out of your control?
December 15th, 2017
“Is this niche big enough to support my business?” and more...
December 14th, 2017
The importance of deciding
December 13th, 2017
More reader questions about my advisory retainers
December 12th, 2017
[AUDIO] Monetizing Technical Expertise By Selling Sponsorships with guest Corey Quinn
December 11th, 2017
“What vertical do I pick?!”
December 10th, 2017
How to focus binoculars
December 9th, 2017
Pick your battles
December 8th, 2017
It’s not rocket science
December 6th, 2017
Reader question about market research, expensive problems, and developing an LFPS (part 3)
December 5th, 2017
Reader question about market research, expensive problems, and developing an LFPS (part 2)
December 4th, 2017
Reader question about market research, expensive problems, and developing an LFPS (part 1)
December 3rd, 2017
Have you tried everything and nothing seems to work?
December 1st, 2017
“How do I choose between two verticals?” and more...
November 30th, 2017
“Who does value pricing benefit?”
November 29th, 2017
“What do you recommend for complex projects?” and more...
November 29th, 2017
Freelance Business Bundle Last Call! Sale ends at 11:59pm ET
November 27th, 2017
“What if we can’t assess the value?”
November 26th, 2017
It doesn’t matter how hard you try
November 26th, 2017
The Freelancers Business Bundle
November 24th, 2017
“But... hourly billing is easy!”
November 23rd, 2017
Rethinking the “knowing where to tap it” story
November 22nd, 2017
Who’s the real problem here?
November 21st, 2017
How to blow minds
November 20th, 2017
[AUDIO] Donations As A Revenue Stream with guest Brian Dunning
November 18th, 2017
How much would you charge for $1M In savings?
November 18th, 2017
“How do you enter a new vertical where you have no case studies to show you are an expert?” and more...
November 16th, 2017
[AUDIO] Monetizing Technical Expertise By Selling Sponsorships With Guest Kurt Elster
November 15th, 2017
What’s your #1 biz problem?
November 15th, 2017
Six-dollars for a loaf of bread?
November 13th, 2017
Business isn’t a game (for your customers)
November 13th, 2017
Yahtzee Fan Fiction
November 12th, 2017
[AUDIO] Conquering anxieties with guest Sherry Walling
November 10th, 2017
“What if I get hit by a bus (and survive)?”
November 10th, 2017
Success story from student “Leeroy Jenkins”
November 8th, 2017
Is there a good fit?
November 7th, 2017
The difference between a product, a service, and an experience
November 6th, 2017
How do you wow?
November 6th, 2017
Accidental Architect article
November 4th, 2017
How much is a fake diamond ring worth?
November 3rd, 2017
“How would Jonathan actually conduct a sales call?” and more...
November 2nd, 2017
A $25,000 Straw Hat?
November 2nd, 2017
Transcript available for Jason Swett interview (and a technical glitch)
October 31st, 2017
Success story from reader Ant Pugh
October 31st, 2017
Selling to your own wallet
October 29th, 2017
We hold these truths to be self-evident
October 27th, 2017
[AUDIO] Lessons Learned with guest Jason Swett
October 26th, 2017
Reader questions about offering guarantees, platform specialization, and more...
October 25th, 2017
Success story from reader “Beyonce´”
October 24th, 2017
[AUDIO] Find Clients in a New Niche From Scratch with Jonathan Stark
October 23rd, 2017
Find Out First
October 22nd, 2017
In BUSINESS terms
October 21st, 2017
“Is it realistic for me to do value-based pricing for implementation work?” and more...
October 20th, 2017
People need your help more than you think
October 19th, 2017
Why should clients pay you?
October 18th, 2017
Filter Magic
October 18th, 2017
“I’m a software developer”
October 16th, 2017
Evergreen Pains
October 15th, 2017
What would you pick?
October 14th, 2017
“What if a prospect initially balks at my rate?” and more...
October 13th, 2017
“How do I value price typos?”
October 12th, 2017
Does this sound familiar?
October 11th, 2017
What NOT to say at a wedding...
October 9th, 2017
The worst tag line ever
October 8th, 2017
How to read minds
October 7th, 2017
“Am I in the right place?”
October 7th, 2017
Do you ever wonder if/when you should offer discounts?
October 5th, 2017
What to do about your whale problem
October 4th, 2017
Week 4 of daily outreach
October 4th, 2017
The Nurse Analogy
October 2nd, 2017
Leaping halfway
October 1st, 2017
Exhilaration or fear?
September 30th, 2017
Success story from reader Gonzalo Zariaga
September 29th, 2017
The Magic Wand question
September 28th, 2017
How to choose a vertical
September 27th, 2017
The double thank you phenomenon
September 26th, 2017
How to build your first productized service
September 26th, 2017
Reader question: “Can I target two markets?”
September 24th, 2017
LFPS + Outreach = WOW!
September 23rd, 2017
How to do outreach without selling your soul
September 23rd, 2017
[AUDIO] The Why Conversation
September 21st, 2017
Gain access to today’s video...
September 21st, 2017
Reader feedback on Two two tales of Alice
September 20th, 2017
Group coaching starts tomorrow! (discount code inside)
September 20th, 2017
Two tales of Alice
September 19th, 2017
Reader question: “But horizontal specialization has changed my life!”
September 18th, 2017
Early Bird Group Coaching (launch discount inside)
September 18th, 2017
“Can I position myself by target skill instead of target market?”
September 16th, 2017
Outreach Braindump
September 15th, 2017
How to ask for referrals with tact
September 14th, 2017
Why you don’t ask for referrals
September 13th, 2017
Flyer Dude
September 13th, 2017
So... what exactly is a Laser-Focused Positioning Statement, anyway?
September 11th, 2017
Reactions to Credit Union Outreach
September 10th, 2017
Hilarious rants about soggy positioning
September 9th, 2017
[AUDIO] Ditching Hourly 033: Pulling The Trigger On Value Pricing with guest Joel Miller
September 8th, 2017
Credit Union Research Call
September 7th, 2017
The Sherpa Analogy
September 6th, 2017
Success story from reader Scott Webb
September 6th, 2017
The secret of Don LaFontaine’s success
September 4th, 2017
What’s a voice over worth?
September 2nd, 2017
Fall Frenzy
September 1st, 2017
The .01%
August 31st, 2017
What’s your superpower?
August 30th, 2017
Cold email outreach experiment
August 29th, 2017
What do they have?
August 28th, 2017
New pricing for Hourly Billing Is Nuts
August 28th, 2017
FYI - Better price for Hourly Billing Is Nuts
August 27th, 2017
Free upgrade to Hourly Billing is Nuts
August 27th, 2017
[AUDIO] Ditching Hourly 032: The Irony of the Generalist
August 26th, 2017
Altitude Matrix Worksheet
August 25th, 2017
Bird’s Eye View
August 24th, 2017
What was your first job?
August 23rd, 2017
Altitude of Involvement
August 22nd, 2017
Reader question: “How did you choose which of your businesses to use jonathanstark.com for?”
August 21st, 2017
Pre-outreach in LinkedIn
August 19th, 2017
Kai’s Dream 20 Outreach
August 18th, 2017
Outreach serendipity
August 17th, 2017
Outreach for the introvert
August 16th, 2017
CU Outreach: Down the rabbit hole!
August 15th, 2017
Can value price if you pay your subcontractors hourly?
August 15th, 2017
[ICC] What do you do?
August 13th, 2017
[ICC] What if the client’s budget is absurdly low?
August 12th, 2017
[ICC] Allie’s Donuts
August 11th, 2017
[ICC] The Cab Ride
August 10th, 2017
[ICC] The patient sees the symptom, not the disease
August 9th, 2017
[ICC] 11 ways to attract your ideal buyers
August 8th, 2017
[ICC] Clients have no use for code
August 7th, 2017
[ICC] The Helicopter Option
August 6th, 2017
[ICC] The Red Balloon
August 5th, 2017
Outreach prep step 3 in progress!
August 4th, 2017
Outreach prep steps 1 & 2 complete!
August 3rd, 2017
Why I prefer not to work with local clients
August 2nd, 2017
Outreach planning
August 2nd, 2017
Product ladder and outreach for JSC
July 31st, 2017
Is the Why Conversation compatible with outreach?
July 30th, 2017
[AUDIO] Ditching Hourly 031: The Subjective Value Of Money
July 29th, 2017
Follow up on Mr. C’s Conundrum
July 28th, 2017
Mr. C’s Hourly Conundrum
July 27th, 2017
[AUDIO] Ditching Hourly 030: Can Agile Projects Be Value Priced? with guest Jason Mundok
July 26th, 2017
Legalese, redux
July 25th, 2017
Legalese
July 24th, 2017
Trust is a two-way street
July 23rd, 2017
The power of vulnerability
July 22nd, 2017
Coaching vs Mentoring vs Retainer
July 21st, 2017
The ambiguity of words
July 20th, 2017
Reader feedback on offering maintenance packages
July 19th, 2017
Should you give away your expertise?
July 18th, 2017
Reader Question: Should I offer maintenance packages?
July 17th, 2017
[VIDEO] “What an amazing opportunity to expand demand!”
July 16th, 2017
Success story from Robert Friberg
July 15th, 2017
[AUDIO] Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs
July 14th, 2017
[AUDIO] Ditching Hourly 027: My Squirrel Guy
July 13th, 2017
How to transition from laborious coding to advisory services
July 12th, 2017
“How did you pick your niche?”
July 11th, 2017
[AUDIO] What if you could write a month of code in a few seconds?
July 10th, 2017
Shipping code is laborious
July 9th, 2017
What was your last capital investment?
July 8th, 2017
Reader feedback on how open source factors into the question of code reuse
July 7th, 2017
Can I reuse code (and how do I charge for it)?
July 6th, 2017
What is a client fears that you’ll share their secrets with a competitor?
July 5th, 2017
Problems with specializing on a vertical market
July 4th, 2017
Proposals as content marketing
July 3rd, 2017
The real cost of repairing a lawnmower
July 2nd, 2017
[AUDIO] Ditching Hourly 026: Why You Should Be Offering Guarantees
July 1st, 2017
“the whooziwhatsits are misaligned”
June 30th, 2017
“Are you on vacation or something?”
June 29th, 2017
What is the endgame of freelancing?
June 28th, 2017
Squirrel eviction day
June 28th, 2017
Squirrels are eating my garage
June 27th, 2017
“Hardly anyone gets paid when we are healthy”
June 25th, 2017
The Tarp
June 24th, 2017
From the Archive: “How my retainers work”
June 23rd, 2017
How would you react?
June 22nd, 2017
Reader question on value pricing for venture-backed, hardware IoT startups
June 21st, 2017
How to determine your cost
June 20th, 2017
Follow-up re: how to determine your cost
June 20th, 2017
But what if I need to work?
June 18th, 2017
Empathetic vs egocentric
June 17th, 2017
[VIDEO] Make the logo bigger...
June 15th, 2017
“How do I attract better clients?”
June 15th, 2017
Twenty cents per keystroke
June 13th, 2017
Shhh... mentoring program is open
June 13th, 2017
Have you ever donated to charity?
June 13th, 2017
How to identify the right kind of clients when you’re first starting out...
June 11th, 2017
[AUDIO] Forecast: Why Hourly Billing Is Nuts with Jonathan Stark
June 9th, 2017
“How can you convince a potential client that coding tests are not the best way to evaluate you?”
June 8th, 2017
Clarification regarding coding tests...
June 8th, 2017
“Can you value price through an agency?”
June 6th, 2017
“Must a Why Conversation be done verbally?”
June 5th, 2017
Hourly billing in the 23rd century
June 4th, 2017
“Clients don’t value my work... what should I do?”
June 3rd, 2017
Proceed with caution
June 2nd, 2017
Counterpoint to “tracking hours is not required”
June 1st, 2017
Tracking hours is not required
May 31st, 2017
Chatting over potato salad
May 30th, 2017
Value pricing is not evil
May 28th, 2017
3 great replies from readers re job vs business
May 27th, 2017
[AUDIO] Ditching Hourly 025: The Ethics of Hourly Billing with special guest Ron Baker
May 26th, 2017
Reader question: “What’s the difference between having a business and having a job?”
May 26th, 2017
“The result was astounding”
May 24th, 2017
Reader question: “How do you reject a red flag prospect?”
May 23rd, 2017
A story in three acts: excitement, disillusionment, and disaster
May 22nd, 2017
Establishing “keep the lights gets on” money
May 21st, 2017
[AUDIO] Ditching Hourly 024: Value Pricing Cuts Both Ways
May 19th, 2017
“What do you do when a prospect exhibits red flags?”
May 18th, 2017
Red Flags
May 17th, 2017
Pick B
May 16th, 2017
“Fair” warning
May 16th, 2017
Answers from yesterday...
May 13th, 2017
Quick question...
May 12th, 2017
How do you value price research?
May 11th, 2017
NDAs?
May 10th, 2017
What about timesheets?
May 9th, 2017
Following up on proposals like a pro
May 8th, 2017
Time is not a resource, it’s a constraint
May 7th, 2017
[AUDIO] Ron Baker and Ed Kless interview Tim Williams
May 6th, 2017
Doesn’t giving away my time for free devalue me in the client’s eyes?
May 5th, 2017
How do I justify a two hour time investment for a sales call?
May 4th, 2017
How is a roadmap different from a Why Conversation?
May 3rd, 2017
Would you rather land a $3,000 project or a $30,000 project?
May 2nd, 2017
Multiply your head
May 1st, 2017
Fighting Butterflies (update)
April 30th, 2017
[AUDIO] Alan Weiss interview on Freelance Transformation
April 29th, 2017
“Do you have experience in our industry?”
April 28th, 2017
Fighting Butterflies
April 27th, 2017
Big huge list of podcasts
April 26th, 2017
Value pricing is not a license to print money
April 25th, 2017
“The website is down!”
April 24th, 2017
Reaching out to past clients for feedback
April 23rd, 2017
Beating impostor syndrome
April 22nd, 2017
Drumming up work in a hurry
April 21st, 2017
The Picasso Story
April 18th, 2017
Time is not money, revisited
April 17th, 2017
Time is not money
April 16th, 2017
Can research projects be value priced?
April 15th, 2017
Thought of the day: “You can’t make more time”
April 14th, 2017
[AUDIO] Ditching Hourly 023: Converting Hourly Clients To Value Pricing
April 13th, 2017
What do you do?
April 12th, 2017
What if the client’s budget is absurdly low?
April 11th, 2017
“What should I do if the client tells me the budget?”
April 10th, 2017
[VIDEO] Bob’s Barbecue
April 9th, 2017
Your answers to “Why would someone pay $5,795 for a used stainless steel Rolex Submariner?”
April 8th, 2017
Why would someone pay $5795 for a used watch?
April 7th, 2017
[AUDIO] Ditching Hourly 022: How To Grow Your Business Without Hiring
April 6th, 2017
Reader question re How to set “no-brainer” prices
April 5th, 2017
Two work related podcasts?
April 4th, 2017
How to set “no-brainer” prices
April 3rd, 2017
“How do I convert a client to value billing [sic]?”
April 1st, 2017
Three Levels of Differentiation
March 31st, 2017
Intangible qualities vs intangible benefits
March 30th, 2017
Measuring friendliness
March 29th, 2017
Confusion about intangible benefits
March 28th, 2017
Leveraging your intangibles
March 27th, 2017
Allie’s Donuts
March 26th, 2017
[VIDEO] Effort distorts value
March 25th, 2017
How much is your work worth?
March 24th, 2017
Your client base is going to change
March 23rd, 2017
A bit of housekeeping...
March 22nd, 2017
What is growth?
March 21st, 2017
follow-up question re “coding is bad for profits”
March 20th, 2017
[AUDIO] The Deleterious Effects of Hourly Billing by Ron Baker and Ed Kless
March 19th, 2017
“If coding is bad for profits, what am I supposed to sell?”
March 18th, 2017
Follow-up re: The Cab Ride
March 17th, 2017
The Cab Ride
March 16th, 2017
The perverse incentive of support contracts
March 15th, 2017
Monthly support contract vs unconditional bug-fix guarantee
March 14th, 2017
“How do you define what’s a bug?”
March 13th, 2017
Guarantees discourage “corner cutting”
March 12th, 2017
You already guarantee your work
March 11th, 2017
Types of guarantees
March 10th, 2017
Bugs Burger’s Unconditional Guarantee
March 9th, 2017
[AUDIO] Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca
March 8th, 2017
follow-up re: value pricing with agile projects
March 7th, 2017
Does value pricing works with agile projects?
March 6th, 2017
“How will you measure whether the site paid for itself?”
March 5th, 2017
Would I be happier if the agency took MORE time to deliver?
March 4th, 2017
“How would you handle a value conversation with a new startup?”
March 3rd, 2017
“How can someone who can’t be on call 24/7 offer retainers that aren’t defined as a block of hours?”
March 2nd, 2017
“How can I guarantee an ROI when my clients don’t heed my advice?”
March 1st, 2017
“Why would someone hire a freelancer to build his web site if the client can build it using WIX?”
February 28th, 2017
“Why would you get the project if someone bid £20,000 less?”
February 27th, 2017
[AUDIO] Ditching Hourly 020: Is Value Pricing Immoral?
February 25th, 2017
What do luxury watches have to do with selling software services?
February 24th, 2017
“How to price design services” by Chris Do
February 24th, 2017
“Isn’t it immoral to charge different prices for essentially the same work?”
February 22nd, 2017
Kneejerk reactions to value pricing refuted
February 21st, 2017
[VIDEO] “Researching my target market online”
February 20th, 2017
Follow-up questions for “Stephen Colbert” answered
February 19th, 2017
Success story from reader Mike Dougherty
February 18th, 2017
[AUDIO] Ditching Hourly 019: Can Any Type Of Project Be Value Priced?
February 17th, 2017
“I’m actually winning projects at 10x the hourly rate I used to make”
February 16th, 2017
Answers to “How is X is in your client’s best interest?”
February 15th, 2017
How could these tactics possibly be in the best interest of my clients?
February 14th, 2017
Freebies
February 13th, 2017
The Plow Guy
February 12th, 2017
Success story from reader Lee Carter
February 11th, 2017
Clients want projects completed as quickly as possible
February 10th, 2017
[AUDIO] How Much Should I Charge Clients?
February 9th, 2017
“hey, this is cool, but you gotta pay me more”
February 8th, 2017
Old me vs new me
February 7th, 2017
The patient sees the symptom, not the disease
February 6th, 2017
[HBIN] Download links for the slides and templates in the “How To” videos
February 5th, 2017
Reader question: “How do you get access to the economic buyer?”
February 5th, 2017
What’s the ROI on a latte?
February 4th, 2017
Success story from reader Lisa Ellington
February 3rd, 2017
Reader question: “How do you balance running two completely different businesses?”
February 2nd, 2017
What about clients who don’t fit your new target market?
February 1st, 2017
Reinventing JSC
January 31st, 2017
“I’ll fix bugs, do tweaks, and answer questions indefinitely”
January 30th, 2017
“Nobody ever gets speaker’s block”
January 29th, 2017
Success story from reader Michael Schofield
January 28th, 2017
Dogfooding -> Rolodex Moments
January 27th, 2017
Grab a coffee... this is a long one
January 26th, 2017
Dogfooding -> The Fear
January 25th, 2017
[AUDIO] Ditching Hourly 018: Ten Ways To Attract Your Ideal Buyer
January 24th, 2017
Dogfooding -> The first step
January 23rd, 2017
How I get my kicks these days
January 22nd, 2017
11 ways to attract your ideal buyers
January 21st, 2017
How to handle multiple prospects simultaneously
January 20th, 2017
[AUDIO] Ditching Hourly 017: Escape Hourly Billing with Productized Services with guest Kurt Elster
January 19th, 2017
The Highlighter Analogy
January 18th, 2017
[AUDIO] Ditching Hourly 016: High-Touch, Low-Touch, and Leverage
January 17th, 2017
Back to basics -> focus on outcomes
January 16th, 2017
[AUDIO] Stop asking your clients for their uneducated opinion
January 15th, 2017
“He costs twice what my other designer did. And I am so very happy to pay it!”
January 14th, 2017
Back to basics -> revenue is a vanity metric
January 13th, 2017
Back to basics -> clients don’t want your time
January 12th, 2017
Back to basics -> my guiding principle
January 11th, 2017
Interim reading on retainers
January 10th, 2017
Confusion about retainers...
January 9th, 2017
For your Sunday viewing pleasure...
January 8th, 2017
Don’t try to sell a retainer in the proposal
January 7th, 2017
re retainer: Q&A about those relentless follow-ups
January 6th, 2017
Okay, where were we...? Ah yes, retainers!
January 5th, 2017
Last chance before discount expires
January 4th, 2017
FYI - your discount expires in 24 hours
January 3rd, 2017
Thanks!
January 2nd, 2017
How I keep retainer clients from abusing my time
January 1st, 2017
Example retainer sales page
December 31st, 2016
Special thanks for buying Hourly Billing is Nuts
December 30th, 2016
Do not buy my book today
December 30th, 2016
What exactly is a retainer?
December 29th, 2016
Reader questions re “What went right in 2016?”
December 28th, 2016
What went right in 2016?
December 27th, 2016
[AUDIO] Ditching Hourly 015: Building a Product Ladder
December 23rd, 2016
The difference between menu pricing and productized services
December 22nd, 2016
Examples of productized services in the wild
December 21st, 2016
Bob isn’t Alice (and other truths about $250k WordPress sites...)
December 20th, 2016
[VIDEO] Salary negotiation, Stamper style
December 19th, 2016
More things to do “in the dark”
December 18th, 2016
Building business assets “in the dark”
December 17th, 2016
Where do productized services fit into your product ladder?
December 16th, 2016
Reader questions re pricing productized services
December 15th, 2016
How to price your productized service
December 14th, 2016
[AUDIO] Ditching Hourly 014: Productized Services
December 13th, 2016
More detail on working with startups...
December 12th, 2016
Reader question: “How to assess value for startups?”
December 11th, 2016
Reader question: “How would you manage value pricing for a non-profit organization?”
December 9th, 2016
More info re value pricing for non-profit organizations
December 9th, 2016
[AUDIO] Ditching Hourly 013: The 8 Steps to Value Pricing with special guest Ron Baker
December 8th, 2016
“It was truly amazing”
December 7th, 2016
Some answers re Indecisive Carpenter clip
December 6th, 2016
Raw nerve
December 4th, 2016
“Are you okay with this hinge?”
December 3rd, 2016
How to command premium rates
December 2nd, 2016
Deliverables != Benefits
December 1st, 2016
Gut check...
November 30th, 2016
[AUDIO] Ditching Hourly 012: 100% Up-Front
November 29th, 2016
“What if a prospect asks why I need to know the value of the project?”
November 28th, 2016
The Dish Soap Experiment
November 27th, 2016
Follow-up re: “I absolutely killed it!”
November 26th, 2016
“I absolutely killed it!”
November 25th, 2016
How to leverage public speaking events
November 23rd, 2016
No Compromises
November 22nd, 2016
Ready for some Nuts?
November 21st, 2016
Give the gift of Nuts ;-)
November 21st, 2016
Tiny follow-up to “public speaking tips”
November 20th, 2016
Public speaking tips
November 19th, 2016
Sharing your expertise for fun and profit
November 18th, 2016
It’s hard to know when to shut up...
November 17th, 2016
[AUDIO] Ditching Hourly 011: How To Write Proposals That Close
November 16th, 2016
3 steps to defining what makes you uniquely different from your competitors:
November 15th, 2016
You are what you eat
November 14th, 2016
Profit isn’t always measured in dollars...
November 13th, 2016
What should your ideal clients expect as a result of hiring you?
November 12th, 2016
Q&A: “Do I REALLY have to ask the Why Me questions?”
November 11th, 2016
[AUDIO] Ditching Hourly 010: The Why Conversation
November 10th, 2016
18 Examples of Differentiation
November 9th, 2016
The Great Banana Mystery
November 8th, 2016
[AUDIO] Ditching Hourly 009: Making the Leap to Value Pricing with guest James Jeffers
November 7th, 2016
How to differentiate yourself from the competition
November 6th, 2016
Follow-up question re “But you’re twice as much as the next bid!”
November 5th, 2016
“So... what do you do?”
November 4th, 2016
How do you respond to a client who exclaims “But you’re twice as much as the next bid!”
November 4th, 2016
Why would someone pay $2500+ for a children’s toy that is roughly the size of a cough drop?
November 2nd, 2016
[AUDIO] Ditching Hourly 008: The Hourly Trap
November 1st, 2016
Your awesome replies to the 21 rewrites...
October 31st, 2016
[AUDIO] From generalist to specialist with Philip Morgan
October 30th, 2016
“Cheapest” is not the unique difference you’re looking for...
October 29th, 2016
The 21 Rewrites
October 28th, 2016
The 21 Positioning Statements
October 27th, 2016
3 common mistakes when writing your laser-focused positioning statement
October 26th, 2016
[AUDIO] Ditching Hourly 006: The Red Balloon
October 25th, 2016
Laser-focused positioning statement review #1
October 24th, 2016
Crystalizing your specialization
October 23rd, 2016
No particular focus produces no particular result
October 22nd, 2016
What sort of client WOULD NOT want to hire a specialist?
October 21st, 2016
Strategy is focus
October 21st, 2016
How to decrease the impact of a prospect not hiring you
October 19th, 2016
Thanks for the support!
October 18th, 2016
Ditching Hourly is now available
October 17th, 2016
Specialization allows you to rapidly create a body of work
October 16th, 2016
Debunking the top three fears of specialization
October 15th, 2016
How to increase the likelihood of prospects hiring you
October 14th, 2016
If I always start by trying to talk the client out of hiring me, how will I ever get hired?
October 13th, 2016
Do clients ever get annoyed by all those Why questions?
October 12th, 2016
[VIDEO] First CityWide Change Bank
October 11th, 2016
Making change
October 10th, 2016
Reader question about the “Why Me?” category
October 9th, 2016
Three categories of Why
October 8th, 2016
Stated goals vs actual goals
October 7th, 2016
Why I would happily pay ten bucks for a dollar
October 6th, 2016
Success story from reader Justin Miller
October 5th, 2016
Have you ever thought about the word “freelance”?
October 4th, 2016
How to convert hourly clients to the value priced model?
October 3rd, 2016
[VIDEO] Steve Ballmer rants about KOLCs
October 1st, 2016
Clients have no use for code
September 30th, 2016
Can agile projects be value based?
September 29th, 2016
You’ve got to give yourself some runway...
September 28th, 2016
[AUDIO] Three Simple Ways to Transition to a Value Pricing Model
September 27th, 2016
The Helicopter Option
September 26th, 2016
Can every type of project to be value priced?
September 25th, 2016
“How do I value price design services?”
September 24th, 2016
How my retainers work...
September 23rd, 2016
The Expensive Problem Podcast
September 22nd, 2016
When your developers charge you by the hour - LOL!
September 21st, 2016
Success story from reader James Jeffers
September 20th, 2016
The Red Balloon
September 19th, 2016
The Subjective Theory of Value
September 18th, 2016
[AUDIO] Setting Value-Based Prices When The Value is Hard to Determine
September 17th, 2016
An honest day’s work for an honest day’s pay
September 16th, 2016
The convenience of money
September 15th, 2016
What’s it worth to ya?
September 14th, 2016
Pressure to “grow” your business?
September 13th, 2016
The Path to Value Pricing (Find Your Moose edition)
September 12th, 2016
What about: “Sorry, company policy expressly prohibits advance payment for services”
September 11th, 2016
Just say no to spec
September 10th, 2016
Solo vs firm?
September 9th, 2016
[VIDEO] Pigeonhole Yourself conference session
September 8th, 2016
How to respond to “It’s Not Up To Us” discount requests
September 7th, 2016
How to respond to “We’ll Never Get This Through Accounting” discount requests
September 6th, 2016
How to respond to “How About We Treat You Like An Employee?” discount requests
September 5th, 2016
My most useful resources...
September 4th, 2016
Presumptive non-profit request
September 3rd, 2016
Webcast recording available for “The Hourly Trap”
September 2nd, 2016
Closing the loop
September 1st, 2016
How to respond to “You’re The Most Expensive” discount requests
August 31st, 2016
How to respond to “Pay Your Dues” discount requests
August 30th, 2016
Reader question about not listing discounts as a line item
August 29th, 2016
How to respond to “Peace, Love, and Happiness” discount requests
August 28th, 2016
New webcast scheduled: “The Hourly Trap”
August 27th, 2016
Reader question about my “business case” line
August 26th, 2016
How to respond to “Sharpen Your Pencils” discount requests
August 25th, 2016
How to respond to “We’re Broke” discount requests
August 24th, 2016
How to respond to “How Hard Can It Be?” discount requests
August 23rd, 2016
Just Say No
August 22nd, 2016
The 9 types of discounts clients ask for
August 21st, 2016
Some surprising angles re client discounts
August 20th, 2016
Audio interlude
August 19th, 2016
Up next: “Can we get a discount?”
August 18th, 2016
How to respond to “Have you done work like this before?”
August 17th, 2016
Follow up regarding refunds...
August 16th, 2016
How to respond to “Do you guarantee your work?”
August 15th, 2016
Strategy is focus
August 14th, 2016
More tough questions?
August 13th, 2016
How to write proposals that close
August 12th, 2016
How to respond to “Can you give me a ballpark?”
August 11th, 2016
The Why Conversation
August 10th, 2016
What to ask next...
August 9th, 2016
How to respond to “How do you price your work?”
August 6th, 2016
How to respond to “What’s your hourly rate?”
August 5th, 2016
Learning your lines...
August 3rd, 2016
How to politely push back on arbitrary project deadlines in the sales process
August 2nd, 2016
Financial incentives, expensive problems, and slaying deadlines
August 1st, 2016
The fish grows to the size of the bowl
July 29th, 2016
B-Team Pirate Radio
July 28th, 2016
Not all deadlines are bad
July 27th, 2016
Imagine for a sec that you’re a wedding planner...
July 26th, 2016