Captain’s log, stardate 20210903

Stop billing, start pricing

Lots of people conflate the words “billing” and “pricing”.

For example, I’m often asked in interviews:

What’s so bad about hourly pricing?

A term like “hourly pricing” is an oxymoron.

Why?

Because pricing is something that is done by a seller prior to a buyer making a purchase decision.

Presenting an hours estimate to a potential buyer is not pricing. It’s estimating.

Here’s the thing...

It’s not a price if it can change later.

And if you don’t give a price, you’re not taking any risk.

And if you don’t take any risk, you’re not going to get any reward.

Yours,

—J

P.S. The Pricing Seminar is back.

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Registration is open now. Lessons begin on Monday, September 13th.

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