March 4, 2025
Stop Billing and Start Pricing with Jonathan Stark
John Grant had me on The Agile Attorney Podcast to talk about ditching hourly billing in the legal space.
Talking Points
- Why hourly billing puts an arbitrary income ceiling on your earnings potential.
- How time-based pricing undermines your client relationships and creates perverse incentives.
- The key differences between fixed fees, productized services, and value-based pricing.
- How to use a paid diagnostic or roadmapping session to kick off a client engagement.
- Why the fractional model works best for ongoing operational work rather than one-off projects.
- How to grow your practice without hiring by optimizing your capacity and pricing strategy.
- The mindset shift required to move from an effort-based to a value-based pricing model.
More from John’s show notes:
In this episode, we explore a range of alternative pricing strategies, from fixed fees and productized services to value-based pricing and fractional engagements. Jonathan breaks down the key differences between these approaches, common pitfalls to avoid, and how to start making the shift in your own practice. If you’re ready to stop billing and start pricing, this is the episode for you.
Sharing is caring!
If you enjoyed this episode, please consider sharing it with a few friends who might find it useful. Thanks!
Yours,
—J