Daily List Archive

This is an archive of the 1800+ email messages I have sent to my daily mailing list since July 26th, 2016. Enjoy!

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

November 11th, 2021

Vocab Lesson
November 10th, 2021

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

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

October 27th, 2021

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

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

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

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

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

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

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

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

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

July 8th, 2020

Summer 2020
July 7th, 2020

July 6th, 2020

July 4th, 2020

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

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

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

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

August 5th, 2019

Aligning Your Client Experience With Your Brand
August 4th, 2019

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

July 22nd, 2019

The Experience Economy with guest Joe Pine
July 21st, 2019

Success story from reader Uriah Fracassi
July 20th, 2019

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

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

February 28th, 2019

10x Redux
February 27th, 2019

Salary maximization vs building a business
February 26th, 2019

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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