Author/creator of Sales for Nice People, Martin Stellar, joined me on Ditching Hourly to talk about sticking to your guns in a sales meeting and how to build the confidence to do so.

Martin's Links:

• https://martinstellar.com/
• https://www.linkedin.com/in/martinstellar/
• https://salesfornicepeople.com/academy

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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!

Yuval Yeret, founder of Yeret Agility and OG Agile expert, joined me on Ditching Hourly to discuss the current state of Agile as a platform, how it has evolved over the years, and what practitioners should consider when pivoting their careers as the platform matures.

About Yuval

Yuval Yeret is a Product/Scaling/Agility Coach focused on helping product/tech leaders scale their organizations without slowing down, improving outcomes by leveraging flow, agility, and product orientation. (while avoiding the dogma and process BS of Agile Theater). Yuval is a globally recognized expert on scaling w/ agility, a SAFe Fellow, a Professional Scrum Trainer, and a co-author of the Kanban Guide for Scrum Teams. These days Yuval is focused on helping organizations evolve from Feature Factories to Empowered Product Organizations, as well as helping deeper tech organizations develop a pragmatic agility strategy. Yuval shares his insights on scaling w/ agility at https://yuvalyeret.com/scaling-with-agility-newsletter/

Chapters

• (00:00) - Introduction and Guest Welcome
• (00:17) - Yuval's Background and Journey into Agile
• (01:35) - Early Days of Agile
• (03:56) - Transition to Consulting and Coaching
• (07:21) - Agile's Evolution and Current State
• (09:46) - Challenges and Criticisms of Agile
• (17:30) - Future of Agile and Role Adaptation
• (22:18) - Advice for Agile Practitioners
• (30:22) - Reflecting on Agile Leadership
• (31:24) - Anecdote: Transition from FileMaker to Web Development
• (34:57) - The Future of Agile and Product Operating Models
• (39:20) - Adapting Skills for New Opportunities
• (41:48) - Navigating Organizational Change
• (44:47) - Strategies for Career Pivoting
• (48:01) - The Role of Scrum Masters in Modern Organizations
• (52:00) - Consulting and Value Proposition
• (57:55) - Closing Thoughts and Resources

Notable Quotes

• "What happened over the years is... agile has become mainstream for most of corporate America, technology organizations and product companies. And this created the reality where the people that are, the organizations that are currently adopting agile are the late adopters."
• "[Late adopters] are slapping names like Scrum Master and Sprint and User Story and Daily Scrum... on the way that they've been doing things already. And it's like lipstick on a pig. It's not really creating any impact other than a bad name for Agile and a bad name for people in these roles."
• "The biggest issue with Agile... is the over-reliance on specific roles in organizations."
• "We will have a significantly smaller number of people that dedicate their career to something like agile, whatever it's called. You will need to specialize. You will need to start to think like consultants need to start to think and build your content solar system."

Yuval's Links and Other Resources

• Yuval's article on "The Future of Agile Roles and Agility"
• Yuval's private podcast on navigating the landscape of Agile theater, feature factories, and product operating models
• "Crossing the Chasm" by Geoffrey Moore (book on technology adoption)
• Netflix culture book (featuring the "Netflix question")
• The career mini-course that Jonathan mentioned: Unblock Your Career by Shachar Meir

----

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!

Ex-java developer and CoffeeSprout founder Barry van Someren joined me on Ditching Hourly to talk about the surprising alignment between “Ditcherville ethos” and the government of the Netherlands.

LINKS MENTIONED

• Barry’s website
• Barry’s LinkedIn
• California Law AB 5

AI SUMMARY

In this episode of Ditching Hourly, Jonathan Stark speaks with Barry Van Someren about his transition from hourly work to value-based services, the implications of new tax laws in the Netherlands for independent contractors, and the importance of having multiple clients. They discuss how these changes affect client relationships and the necessity of shifting to results-based contracts. Barry shares insights on navigating the complexities of government regulations and the benefits of diversifying client portfolios to ensure business resilience.

SOUND BITES

• “I wanted to transition into something that was more predictable.”
• “It’s just refreshing to see that kind of advice from the IRS.”
• “I kind of wanted to make myself less vulnerable to this law.”
• “The IRS and various countries are giving you that encouragement.”
• “If you stay at one place too long, you become stagnant.”
• “Hourly billing is bad.”

TAKEAWAYS

• Transitioning from hourly work to value-based services can lead to more predictable income.
• New tax laws classify independent contractors more strictly, impacting their work.
• It’s essential to define clear results in contracts rather than relying on hourly billing.
• Having multiple clients reduces vulnerability to market changes and legal issues.
• Government regulations can align with good business practices, encouraging consultants to diversify their client base.
• Freelancers should be aware of the risks associated with being classified as employees under new laws.
• Building a strong network is crucial for finding clients and maintaining a steady workflow.
• Consultants should focus on delivering results rather than just completing tasks.
• The importance of compliance with tax laws cannot be overstated for independent contractors.
• Hourly billing is often seen as a less favorable model for sustainable business growth.

----

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!

The handsome and talented Louis Grenier joined me on Ditching Hourly to talk about the strategy behind writing, publishing, and launching his new book, Stand The F*ck Out.

Links:

• Stand The F*ck Out
• Bonuses for Ditching Hourly Listeners

AI Summary:

In this conversation, Jonathan Stark interviews Louis Grenier about his journey in marketing, the insights from his new book, and the strategies behind its launch. Louis discusses the importance of standing out in a crowded market, the principles of effective marketing, and the challenges he faced while writing and publishing his book. He shares his unique approach to launching the book, including innovative marketing strategies and the significance of personal branding. In this conversation, Louis Grenier discusses his unique approach to branding and product design, particularly in the context of his book launch. He shares insights on working with Lulu, the importance of prioritizing tasks during the launch, and the lessons learned from mistakes made along the way. The value of beta readers and the iterative feedback process in writing are emphasized, along with strategies for promoting and selling his book effectively.

----

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!

The author of “Going 1099: How To Become Solo Federal Sub-Contractor”, Dale Davidson, joined me on Ditching Hourly to discuss the journey of becoming a solo federal subcontractor.

• (00:00) - Introduction and Guest Welcome
• (00:17) - Dale Davidson's Background
• (00:49) - Navigating Hourly Billing in Government Contracts
• (01:39) - Transitioning to 1099 Subcontracting
• (04:01) - Importance of Security Clearance
• (05:51) - Client Relationships and Consulting
• (07:06) - Understanding Government Contracting
• (16:01) - Becoming a Prime Contractor
• (33:52) - Hiring Employees and Scaling Up
• (35:41) - Recruiting and Retaining Talent
• (36:24) - Scaling Up: Employees and Income
• (37:17) - The Soloist's Dilemma
• (38:53) - Challenges of Growing a Business
• (41:17) - The Admin Burden
• (48:02) - The Hourly Trap
• (49:39) - Government Contracting Insights
• (53:12) - Personal Stories and Advice
• (58:32) - Finding Your Niche and Passion
• (01:09:15) - Promoting the Book and Final Thoughts

• Dale’s Book
• Dale’s LinkedIn

AI SUMMARY

In this conversation, Jonathan Stark and Dale Davidson discuss the journey of becoming a solo federal subcontractor, focusing on the challenges and opportunities within government contracting. They explore the nuances of hourly billing, the importance of security clearance, and the significance of client relationships. Dale shares insights on transitioning from employee to 1099 contractor, the role of subcontracting, and the complexities of government contracts. The discussion also touches on the mental shift required when moving from a corporate environment to self-employment, the importance of setting boundaries, and the value of understanding market demand.

TAKEAWAYS

• Hourly billing is the norm in government subcontracting.
• Security clearance can significantly increase your value in government contracting.
• Building strong client relationships is crucial for success as a contractor.
• Transitioning from employee to 1099 contractor offers more freedom and control.
• Subcontracting is a common practice in government work and can provide opportunities.
• Understanding the different types of government contracts is essential for contractors.
• Fixed price contracts are rare but can be negotiated successfully.
• Finding opportunities in government contracts requires diligence and networking.

----

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!

Advisory CFO, daily emailer, and podcast host Lauren Pearl joined me on Ditching Hourly to unpack the nuances of the pricing framework she uses with her start-up and small business clients.

CHAPTERS

• (00:00) - DH358 Lauren Pearl - The Daily CFO Pricing Framework
• (00:09) - Lauren Pearl's Background and Role
• (02:08) - Client Types and Fit
• (04:18) - The Origin of the Pricing Framework
• (07:23) - Step-by-Step Pricing Framework
• (08:01) - Setting the Floor Price
• (20:47) - Setting the Ceiling Price
• (38:50) - Understanding Customer Decision-Making
• (40:15) - The Power of Post-Purchase Feedback
• (41:27) - Exploring Customer Value Perception
• (43:51) - Competitive Analysis and Market Expectations
• (47:40) - Pricing Strategies and Customer Commitment
• (01:09:55) - Experimentation and Continuous Improvement
• (01:14:18) - Where to Find Lauren Online

• Lauren’s LinkedIn
• The Daily CFO Newsletter
• The Growth-Minded CFO Podcast

----

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!

Author, founder, and CEO Barry LaBov joined me on Ditching Hourly to geek out about niching down - while walking me through the five-step process he describes in his book The Power of Differentiation.

Barry's Bio:

Barry LaBov is the founder and CEO of LABOV Marketing Communications and Training. He is a two-time Ernst & Young Entrepreneur of the Year recipient and an inductee into the Entrepreneur of the Year Hall of Fame. He is also a Better Business Bureau Torch Awards for Ethics recipient. Under his leadership, LABOV Marketing Communications and Training has received the Indiana Growth 100 Award six times, was named Small Business of the Year and recognized as one of the Best Places to Work in Indiana. Additionally, LABOV’s client work has been honored with nearly 100 national and regional awards.

Barry's links:

• The Power of Differentiation
• Barry's biz website
• Barry's personal site
• Barry's LinkedIn

----

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!