March 30, 2026

Why Hourly Billing Is Backwards

The talented Mark Gandy had me on CFO Bookshelf to talk about why hourly billing structurally undermines knowledge workers and what to do about it.

From Mark’s show notes:

Is Rita Gunther right about AI’s impact on the legal billable hour?
My story from billing by the hour to a first-year success of value pricing
The reason we can’t partner with clients while we bill them hourly
Value pricing and fixed bids on steroids
The path from hourly billing to value pricing
My 10 questions to jumpstart a conversation with prospects
Advice to buyers of services billed by the hour

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Yours,

—J