May 31, 2025
Jonathan Stark on Agency Bytes with Steve Guberman
Friend-of-the-list Steve Guberman invited me to join him on Agency Bytes earlier this year to talk about ditching hourly billing in an agency context.
Talking Points
- Hourly billing limits income potential
- Understanding client outcomes is crucial for pricing
- Scope should be defined after understanding client needs
- Value-based pricing can lead to higher profits
- Creating multiple pricing options can attract clients
- Time tracking is unnecessary in a value-based model
- Client motivations should drive the sales conversation
- Different levels of engagement affect pricing strategies
- Value pricing enhances client relationships
- Being unique in your offering is essential for success
From Steve’s website:
Here are the show notes from the Agency Bytes website:
In Episode 093 of Agency Bytes, I sat down with Jonathan Stark — a former software developer turned pricing consultant — to dig into a topic that trips up so many agencies: hourly billing vs. value-based pricing.
Jonathan shared how he made the shift from trading time for money to focusing on the value his work delivers. What started as a few talks with agencies grew into a full-blown movement — writing books, delivering content, and building a thriving community of creative professionals ditching the hourly model.
We talked about why hourly billing holds agencies back, the importance of deeply understanding client needs, and how to craft pricing options that reflect the true value you provide. Jonathan’s insights on uncovering client motivations and taking a more strategic approach to pricing will help you build stronger client relationships and increase profitability.
If you’re tired of being stuck in the “billable hour” mindset, this episode is packed with actionable advice you won’t want to miss.
Sharing is caring!
If you enjoyed this episode, please consider sharing it with a few friends who might find it useful. Thanks!
Yours,
—J
P.S. Do you have an audience or community who needs to hear the “hourly billing is nuts” message? Hit reply and let’s set something up :-)