In this episode of Ditching Hourly, host Jonathan Stark welcomes Carl Franklin, co-host of the .NET Rocks podcast, to discuss the intricacies and benefits of value pricing. Listeners will gain insights into how value pricing can transform their business approach, moving away from the traditional hourly billing model.

The conversation covers key topics such as the differences between fixed pricing and hourly billing, the importance of the "why" conversation with clients, and strategies for handling project changes. Carl shares his experiences with proposal options, client negotiations, and overcoming resistance to value pricing.

• (00:00) Introduction
• (00:15) Carl Franklin's Background
• (02:09) Early Podcasting Days
• (04:39) The Starbucks Card Story
• (05:44) Introduction to Value Pricing
• (07:06) Fixed Pricing vs. Hourly
• (08:01) The Why Conversation
• (08:45) First Experiences with Value Pricing
• (20:39) Proposal Options and Client Choices
• (23:09) Handling Project Changes
• (25:02) Partnering and Value Pricing
• (27:00) Payment Terms and Client Negotiations
• (40:59) Expertise and Pricing Strategy
• (41:52) Overcoming Resistance to Value Pricing
• (44:02) Collaborative Projects and Revenue Sharing
• (45:44) Carl's Current Projects and Podcasts
• (48:54) Closing Remarks

Carl Franklin is a seasoned podcaster and developer, best known as the co-host of the .NET Rocks podcast, which has been a staple in the developer community since 2002. Learn more about Carl and his work at .NET Rocks.

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Do you have questions about how to improve your business?

Things like:

• Value pricing your work instead of billing for your time?
• Positioning yourself as the go-to person in your space?
• Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Pranav Kale returns for another reverse interview — this time grilling Jonathan about his personal productivity and time management system.

Jonathan walks through the system he's refined over two decades and used with his private coaching students: from consolidating all your to-dos in one place, to creating SOPs for recurring tasks, to the "event loop" that drives his day. The core idea: when you have the right things on your list and the right things in your calendar, you can just do whatever you feel like — and your business still moves forward.

Topics covered include why your calendar is not a to-do list, how procrastination is actually a useful signal, the "love-hate list" for designing your ideal workday, why batching doesn't work for everyone, and the Segovia principle — why one focused hour beats five mediocre ones.

This one's especially relevant for soloists who've tried rigid productivity systems and found they don't stick.

Chapters

• 00:00 Introduction
• 01:00 The Three Buckets Every Soloist Needs
• 06:16 Get All Your To-Dos in One Place
• 09:14 SOPs and Checklists: Stop Winging It
• 18:23 The Feast-Famine Trigger
• 20:16 Why Your Calendar Is Not a To-Do List
• 25:40 The Event Loop
• 30:20 Procrastination Is a Signal
• 37:37 When You Hate Part of a Task, Cut It
• 42:06 The Love-Hate List
• 49:15 Batching vs. Gardening Your Business
• 56:22 How the System Came Together
• 59:00 The Segovia Principle
• 67:05 Adapting This to Your Personality
• 70:41 Pranav's Takeaways

Pranav Kale helps soloists find their one big idea through his Big Idea Sprint. Learn more at pranavkale.com.

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Do you have questions about how to improve your business?

Things like:

• Value pricing your work instead of billing for your time?
• Positioning yourself as the go-to person in your space?
• Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!

Best-selling author, speaker, and management adviser Joe Pine joined me on Ditching Hourly to discuss his new book, The Transformation Economy, why it applies especially well to consultants, coaches, and advisors, and gives some tips on how to price transformations.

Chapters
Joe's Bio

B. Joseph Pine II is an internationally acclaimed author, speaker, and management adviser to Fortune 500 companies and entrepreneurial startups alike, and he is the cofounder of Strategic Horizons LLP. He is the coauthor of the bestselling book The Experience Economy with James H. Gilmore, as well as Infinite Possibility with Kim C. Korn. His other books include Authenticity and Mass Customization. Pine consults with numerous companies around the world. He is a lecturer in the Strategic Technology Leadership program at Northeastern University's D'Amore-McKim School of Business and a senior fellow with the European Centre for the Experience Economy, which he cofounded.

Related Links

• Joe's website » strategichorizons.com
• Joe's previous appearance on Ditching Hourly » podcast.ditchinghourly.com/episodes/joe-pine-on-pricing-experiences
• Joe's previous appearance on TBOA » thebusinessofauthority.com/episodes/the-experience-economy-with-guest-joe-pine

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Do you have questions about how to improve your business?

Things like:

• Value pricing your work instead of billing for your time?
• Positioning yourself as the go-to person in your space?
• Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?

Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.

Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.

To book your one-on-one coaching call, go to:

https://jonathanstark.com/call

I hope to see you there!