April 10, 2026
Why Hourly Billing Is KILLING Your Business
Architect and founder Katelyn Rossier had me on mentorDINO to talk about moving from hourly billing to value-based pricing in the AEC world.
From Katelyn’s show notes:
Jonathan Stark, a former software developer turned business consultant, about the transition from hourly billing to value-based pricing in the architecture and engineering (AEC) industry. Jonathan shares his journey of discovering the pitfalls of hourly billing, the importance of understanding client value, and how to align financial incentives to foster better client relationships. He emphasizes the need for architects and engineers to shift their mindset from being service providers to business owners, and offers practical advice for young professionals looking to establish their own practices. The conversation also touches on the significance of building a mailing list and thought leadership to attract the right clients and create a sustainable business.
- 0:00 Introduction to Jonathan Stark
- 5:08 The Problem With Hourly Billing
- 9:42 The Mindset Shift to Value-Based Pricing
- 20:34 How to Price Based on Outcomes (Not Time)
- 26:18 Common Pricing Mistakes (That Cost You $$$)
- 31:55 How to Talk to Clients About Budget Without Fear
- 37:22 Packaging Your Services Instead of Selling Time
- 47:58 Real Examples of Value-Based Pricing in Action
- 53:21 Transitioning Away from Hourly (Step-by-Step)
- 58:45 Advice for Architects & Creative Professionals
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Yours,
—J