Imagine your fastest work earning you the most money and your clients feeling calmer as the matter progresses. That’s the power of pricing outcomes instead of hours. We sit down with Jonathan Stark, author of Hourly Billing Is Nuts and host of Ditching Hourly, to unpack how lawyers can move from the grind of timesheets to a model that aligns incentives, improves margins, and strengthens trust.

Jonathan takes us inside the moment he realized hourly billing punished his best developers and rewarded inefficiency. From there, we explore the core mindset shift: stop selling scope and start discovering value. You’ll learn how to lead smarter intake conversations, estimate what the result is worth to the client, and present three clear options with matching scopes of involvement. We dig into a practical divorce example to show how “value to the buyer” varies widely, why hourly pushes risk onto clients, and how fixed fees bring clarity, stability, and better relationships.

We also dive into technology and AI. Under hourly billing, speed cuts revenue; under fixed fees, speed raises profit. That change turns automation, templates, and systems into strategic assets rather than threats. Jonathan shares tactics for piloting fixed fees, tracking internal effort to calibrate pricing, specializing to attract high buying power clients, and deciding when to decline work that can’t be priced within an order of magnitude. For legacy clients, he outlines a pragmatic path to fixed monthly fees with periodic review, freeing you from time tracking while improving outcomes.

Reach Jonathan here:
https://valuepricingbootcamp.com
https://jonathanstark.com/
https://www.linkedin.com/in/jonathanstark/
Hourly Billing Is Nuts on Amazon: https://amzn.to/3J4EoC6

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
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A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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The Google Maps Playbook for Law Firms in the AI Age

Free Training

How to Dominate Local Searches with AI Optimization! Learn how to take advantage of the #1 place your future clients are clicking and calling when they need legal help.

What You're Going To Learn:

→ How AI is transforming local search: Understanding AEO (AI Engine Optimization) and GEO (Generative Engine Optimization)

→ Why traditional SEO isn't enough anymore when ChatGPT, Perplexity, and Google's AI Overviews are answering legal questions

→ How to optimize your Google Maps listing so AI engines recommend YOUR firm

→ The latest Google Maps updates and what they mean for your rankings

→ 5 biggest issues preventing you from showing up in the 3-pack

→ Our proven model for ranking locally in both traditional search and AI-powered results

→ Best tools to systematize and automate the heavy lifting

Space is limited!

Event link

https://event.webinarjam.com/channel/GoogleMapsAI

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

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#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins

Most owners think profit equals sellable, but buyers see something else: key man risk, overworked operators, and books a lender won’t touch. We sit down with Evan Poling, founder of BizRetire.com and former financial crimes investigator, to unpack why so many small businesses never sell and how to flip the script by building true transferable value. Evan’s reviewed hundreds of company financials, and his take is blunt and useful: if your numbers aren’t clean and your operations depend on you, you’re not selling a business, you’re selling your job.

We dig into the mistakes that quietly kill deals, from aggressive addbacks and mismatched tax returns to handshake supplier terms that vanish post-closing. Evan explains two paths to credible financials, retroactive cleanup with an owner-focused accountant or a “day zero” reset, and why three years of consistent, lender-ready books change everything. For law firm owners, we talk brand strategy beyond surnames, SOPs that codify expertise, and cross-trained teams that de-risk delivery. The legal angle runs through every phase: pre-sale contracts that lock in relationships, diligence that protects trade secrets, and post-sale enforcement of non-competes and earn-outs without choking a fair deal.

We also pressure-test the role of brokers versus curated marketplaces. Evan’s model charges buyers for access, filtering tire-kickers and creating space for real conversations between principals. That trust accelerates problem solving, cleaning up books, formalizing contracts, and aligning on legacy, so both sides can move with confidence. If you want to stop trading time for money and start building an asset someone else can run and finance, this conversation gives you the roadmap, the pitfalls to avoid, and the legal to-dos that keep value intact.

Reach Evan here:
BizRetire.com
https://www.linkedin.com/in/evanpoling/

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

Like, Share, and Review us!

#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins