Inner Circle Archive

Following is the complete and unedited archive of all the email messages I have sent to my daily Inner Circle Mailing list since summer of 2016.

By popular demand, I have also published these messages as edited and curated ebooks broken into quarterly volumes that you can buy here.

Enjoy!

—J


Imagine for a sec that you’re a wedding planner...
Sent by Jonathan Stark on Jul 26, 2016

Not all deadlines are bad
Sent by Jonathan Stark on Jul 27, 2016

B-Team Pirate Radio
Sent by Jonathan Stark on Jul 28, 2016

The fish grows to the size of the bowl
Sent by Jonathan Stark on Jul 29, 2016

Financial incentives, expensive problems, and slaying deadlines
Sent by Jonathan Stark on Aug 1, 2016

How to politely push back on arbitrary project deadlines in the sales process
Sent by Jonathan Stark on Aug 2, 2016

Learning your lines...
Sent by Jonathan Stark on Aug 3, 2016

How to respond to “What’s your hourly rate?”
Sent by Jonathan Stark on Aug 5, 2016

How to respond to “How do you price your work?”
Sent by Jonathan Stark on Aug 6, 2016

What to ask next...
Sent by Jonathan Stark on Aug 9, 2016

The Why Conversation
Sent by Jonathan Stark on Aug 10, 2016

How to respond to “Can you give me a ballpark?”
Sent by Jonathan Stark on Aug 11, 2016

How to write proposals that close
Sent by Jonathan Stark on Aug 12, 2016

More tough questions?
Sent by Jonathan Stark on Aug 13, 2016

Strategy is focus
Sent by Jonathan Stark on Aug 14, 2016

How to respond to “Do you guarantee your work?”
Sent by Jonathan Stark on Aug 15, 2016

Follow up regarding refunds...
Sent by Jonathan Stark on Aug 16, 2016

How to respond to “Have you done work like this before?”
Sent by Jonathan Stark on Aug 17, 2016

Up next: “Can we get a discount?”
Sent by Jonathan Stark on Aug 18, 2016

Audio interlude
Sent by Jonathan Stark on Aug 19, 2016

Some surprising angles re client discounts
Sent by Jonathan Stark on Aug 20, 2016

The 9 types of discounts clients ask for
Sent by Jonathan Stark on Aug 21, 2016

Just Say No
Sent by Jonathan Stark on Aug 22, 2016

How to respond to “How Hard Can It Be?” discount requests
Sent by Jonathan Stark on Aug 23, 2016

How to respond to “We’re Broke” discount requests
Sent by Jonathan Stark on Aug 24, 2016

How to respond to “Sharpen Your Pencils” discount requests
Sent by Jonathan Stark on Aug 25, 2016

Reader question about my “business case” line
Sent by Jonathan Stark on Aug 26, 2016

New webcast scheduled: “The Hourly Trap”
Sent by Jonathan Stark on Aug 27, 2016

How to respond to “Peace, Love, and Happiness” discount requests
Sent by Jonathan Stark on Aug 28, 2016

Reader question about not listing discounts as a line item
Sent by Jonathan Stark on Aug 29, 2016

How to respond to “Pay Your Dues” discount requests
Sent by Jonathan Stark on Aug 30, 2016

How to respond to “You’re The Most Expensive” discount requests
Sent by Jonathan Stark on Aug 31, 2016

Closing the loop
Sent by Jonathan Stark on Sep 1, 2016

Webcast recording available for “The Hourly Trap”
Sent by Jonathan Stark on Sep 2, 2016

Presumptive non-profit request
Sent by Jonathan Stark on Sep 3, 2016

My most useful resources...
Sent by Jonathan Stark on Sep 4, 2016

How to respond to “How About We Treat You Like An Employee?” discount requests
Sent by Jonathan Stark on Sep 5, 2016

How to respond to “We’ll Never Get This Through Accounting” discount requests
Sent by Jonathan Stark on Sep 6, 2016

How to respond to “It’s Not Up To Us” discount requests
Sent by Jonathan Stark on Sep 7, 2016

[VIDEO] Pigeonhole Yourself conference session
Sent by Jonathan Stark on Sep 8, 2016

Solo vs firm?
Sent by Jonathan Stark on Sep 9, 2016

Just say no to spec
Sent by Jonathan Stark on Sep 10, 2016

What about: “Sorry, company policy expressly prohibits advance payment for services”
Sent by Jonathan Stark on Sep 11, 2016

The Path to Value Pricing (Find Your Moose edition)
Sent by Jonathan Stark on Sep 12, 2016

Pressure to “grow” your business?
Sent by Jonathan Stark on Sep 13, 2016

What’s it worth to ya?
Sent by Jonathan Stark on Sep 14, 2016

The convenience of money
Sent by Jonathan Stark on Sep 15, 2016

An honest day’s work for an honest day’s pay
Sent by Jonathan Stark on Sep 16, 2016

[AUDIO] Setting Value-Based Prices When The Value is Hard to Determine
Sent by Jonathan Stark on Sep 17, 2016

The Subjective Theory of Value
Sent by Jonathan Stark on Sep 18, 2016

The Red Balloon
Sent by Jonathan Stark on Sep 19, 2016

Success story from reader James Jeffers
Sent by Jonathan Stark on Sep 20, 2016

When your developers charge you by the hour - LOL!
Sent by Jonathan Stark on Sep 21, 2016

The Expensive Problem Podcast
Sent by Jonathan Stark on Sep 22, 2016

How my retainers work...
Sent by Jonathan Stark on Sep 23, 2016

“How do I value price design services?”
Sent by Jonathan Stark on Sep 24, 2016

Can every type of project to be value priced?
Sent by Jonathan Stark on Sep 25, 2016

The Helicopter Option
Sent by Jonathan Stark on Sep 26, 2016

[AUDIO] Three Simple Ways to Transition to a Value Pricing Model
Sent by Jonathan Stark on Sep 27, 2016

You’ve got to give yourself some runway...
Sent by Jonathan Stark on Sep 28, 2016

Can agile projects be value based?
Sent by Jonathan Stark on Sep 29, 2016

Clients have no use for code
Sent by Jonathan Stark on Sep 30, 2016

[VIDEO] Steve Ballmer rants about KOLCs
Sent by Jonathan Stark on Oct 1, 2016

How to convert hourly clients to the value priced model?
Sent by Jonathan Stark on Oct 3, 2016

Have you ever thought about the word “freelance”?
Sent by Jonathan Stark on Oct 4, 2016

Success story from reader Justin Miller
Sent by Jonathan Stark on Oct 5, 2016

Why I would happily pay ten bucks for a dollar
Sent by Jonathan Stark on Oct 6, 2016

Stated goals vs actual goals
Sent by Jonathan Stark on Oct 7, 2016

Three categories of Why
Sent by Jonathan Stark on Oct 8, 2016

Reader question about the “Why Me?” category
Sent by Jonathan Stark on Oct 9, 2016

Making change
Sent by Jonathan Stark on Oct 10, 2016

[VIDEO] First CityWide Change Bank
Sent by Jonathan Stark on Oct 11, 2016

Do clients ever get annoyed by all those Why questions?
Sent by Jonathan Stark on Oct 12, 2016

If I always start by trying to talk the client out of hiring me, how will I ever get hired?
Sent by Jonathan Stark on Oct 13, 2016

How to increase the likelihood of prospects hiring you
Sent by Jonathan Stark on Oct 14, 2016

Debunking the top three fears of specialization
Sent by Jonathan Stark on Oct 15, 2016

Specialization allows you to rapidly create a body of work
Sent by Jonathan Stark on Oct 16, 2016

Ditching Hourly is now available
Sent by Jonathan Stark on Oct 17, 2016

Thanks for the support!
Sent by Jonathan Stark on Oct 18, 2016

How to decrease the impact of a prospect not hiring you
Sent by Jonathan Stark on Oct 19, 2016

Strategy is focus
Sent by Jonathan Stark on Oct 21, 2016

What sort of client WOULD NOT want to hire a specialist?
Sent by Jonathan Stark on Oct 21, 2016

No particular focus produces no particular result
Sent by Jonathan Stark on Oct 22, 2016

Crystalizing your specialization
Sent by Jonathan Stark on Oct 23, 2016

Laser-focused positioning statement review #1
Sent by Jonathan Stark on Oct 24, 2016

[AUDIO] Ditching Hourly 006: The Red Balloon
Sent by Jonathan Stark on Oct 25, 2016

3 common mistakes when writing your laser-focused positioning statement
Sent by Jonathan Stark on Oct 26, 2016

The 21 Positioning Statements
Sent by Jonathan Stark on Oct 27, 2016

The 21 Rewrites
Sent by Jonathan Stark on Oct 28, 2016

“Cheapest” is not the unique difference you’re looking for...
Sent by Jonathan Stark on Oct 29, 2016

[AUDIO] From generalist to specialist with Philip Morgan
Sent by Jonathan Stark on Oct 30, 2016

Your awesome replies to the 21 rewrites...
Sent by Jonathan Stark on Oct 31, 2016

[AUDIO] Ditching Hourly 008: The Hourly Trap
Sent by Jonathan Stark on Nov 1, 2016

Why would someone pay $2500+ for a children’s toy that is roughly the size of a cough drop?
Sent by Jonathan Stark on Nov 2, 2016

How do you respond to a client who exclaims “But you’re twice as much as the next bid!”
Sent by Jonathan Stark on Nov 4, 2016

“So... what do you do?”
Sent by Jonathan Stark on Nov 4, 2016

Follow-up question re “But you’re twice as much as the next bid!”
Sent by Jonathan Stark on Nov 5, 2016

How to differentiate yourself from the competition
Sent by Jonathan Stark on Nov 6, 2016

[AUDIO] Ditching Hourly 009: Making the Leap to Value Pricing with guest James Jeffers
Sent by Jonathan Stark on Nov 7, 2016

The Great Banana Mystery
Sent by Jonathan Stark on Nov 8, 2016

18 examples of differentiation
Sent by Jonathan Stark on Nov 9, 2016

[AUDIO] Ditching Hourly 010: The Why Conversation
Sent by Jonathan Stark on Nov 10, 2016

Q&A: “Do I REALLY have to ask the Why Me questions?”
Sent by Jonathan Stark on Nov 11, 2016

What should your ideal clients expect as a result of hiring you?
Sent by Jonathan Stark on Nov 12, 2016

Profit isn’t always measured in dollars...
Sent by Jonathan Stark on Nov 13, 2016

You are what you eat
Sent by Jonathan Stark on Nov 14, 2016

3 steps to defining what makes you uniquely different from your competitors:
Sent by Jonathan Stark on Nov 15, 2016

[AUDIO] Ditching Hourly 011: How To Write Proposals That Close
Sent by Jonathan Stark on Nov 16, 2016

It’s hard to know when to shut up...
Sent by Jonathan Stark on Nov 17, 2016

Sharing your expertise for fun and profit
Sent by Jonathan Stark on Nov 18, 2016

Public speaking tips
Sent by Jonathan Stark on Nov 19, 2016

Tiny follow-up to “public speaking tips”
Sent by Jonathan Stark on Nov 20, 2016

Give the gift of Nuts ;-)
Sent by Jonathan Stark on Nov 21, 2016

Ready for some Nuts?
Sent by Jonathan Stark on Nov 21, 2016

No Compromises
Sent by Jonathan Stark on Nov 22, 2016

How to leverage public speaking events
Sent by Jonathan Stark on Nov 23, 2016

“I absolutely killed it!”
Sent by Jonathan Stark on Nov 25, 2016

Follow-up re: “I absolutely killed it!”
Sent by Jonathan Stark on Nov 26, 2016

The Dish Soap Experiment
Sent by Jonathan Stark on Nov 27, 2016

“What if a prospect asks why I need to know the value of the project?”
Sent by Jonathan Stark on Nov 28, 2016

[AUDIO] Ditching Hourly 012: 100% Up-Front
Sent by Jonathan Stark on Nov 29, 2016

Gut check...
Sent by Jonathan Stark on Nov 30, 2016

Deliverables != Benefits
Sent by Jonathan Stark on Dec 1, 2016

How to command premium rates
Sent by Jonathan Stark on Dec 2, 2016

“Are you okay with this hinge?”
Sent by Jonathan Stark on Dec 3, 2016

Raw nerve
Sent by Jonathan Stark on Dec 4, 2016

Some answers re Indecisive Carpenter clip
Sent by Jonathan Stark on Dec 6, 2016

“It was truly amazing”
Sent by Jonathan Stark on Dec 7, 2016

[AUDIO] Ditching Hourly 013: The 8 Steps to Value Pricing with special guest Ron Baker
Sent by Jonathan Stark on Dec 8, 2016

More info re value pricing for non-profit organizations
Sent by Jonathan Stark on Dec 9, 2016

Reader question: “How would you manage value pricing for a non-profit organization?”
Sent by Jonathan Stark on Dec 9, 2016

Reader question: “How to assess value for startups?”
Sent by Jonathan Stark on Dec 11, 2016

More detail on working with startups...
Sent by Jonathan Stark on Dec 12, 2016

[AUDIO] Ditching Hourly 014: Productized Services
Sent by Jonathan Stark on Dec 13, 2016

How to price your productized service
Sent by Jonathan Stark on Dec 14, 2016

Reader questions re pricing productized services
Sent by Jonathan Stark on Dec 15, 2016

Where do productized services fit into your product ladder?
Sent by Jonathan Stark on Dec 16, 2016

Building business assets “in the dark”
Sent by Jonathan Stark on Dec 17, 2016

More things to do “in the dark”
Sent by Jonathan Stark on Dec 18, 2016

[VIDEO] Salary negotiation, Stamper style
Sent by Jonathan Stark on Dec 19, 2016

Bob isn’t Alice (and other truths about $250k WordPress sites...)
Sent by Jonathan Stark on Dec 20, 2016

Examples of productized services in the wild
Sent by Jonathan Stark on Dec 21, 2016

The difference between menu pricing and productized services
Sent by Jonathan Stark on Dec 22, 2016

[AUDIO] Ditching Hourly 015: Building a Product Ladder
Sent by Jonathan Stark on Dec 23, 2016

What went right in 2016?
Sent by Jonathan Stark on Dec 27, 2016

Reader questions re “What went right in 2016?”
Sent by Jonathan Stark on Dec 28, 2016

What exactly is a retainer?
Sent by Jonathan Stark on Dec 29, 2016

Do not buy my book today
Sent by Jonathan Stark on Dec 30, 2016

Special thanks for buying Hourly Billing is Nuts
Sent by Jonathan Stark on Dec 30, 2016

Example retainer sales page
Sent by Jonathan Stark on Dec 31, 2016

How I keep retainer clients from abusing my time
Sent by Jonathan Stark on Jan 1, 2017

Aaaand... here’s the link... DERP!
Sent by Jonathan Stark on Jan 2, 2017

Thanks!
Sent by Jonathan Stark on Jan 2, 2017

Your thank you codes
Sent by Jonathan Stark on Jan 2, 2017

FYI - your discount expires in 24 hours
Sent by Jonathan Stark on Jan 3, 2017

Last chance before discount expires forever
Sent by Jonathan Stark on Jan 4, 2017

Last chance before discount expires
Sent by Jonathan Stark on Jan 4, 2017

Your discount expires in 9 hours
Sent by Jonathan Stark on Jan 4, 2017

[HBIN2] Your discount expires in 9 hours (Not HBIN1 Owners)
Sent by Jonathan Stark on Jan 4, 2017

Couldn’t find where to enter the coupon code?
Sent by Jonathan Stark on Jan 5, 2017

Okay, where were we...? Ah yes, retainers!
Sent by Jonathan Stark on Jan 5, 2017

re retainer: Q&A about those relentless follow-ups
Sent by Jonathan Stark on Jan 6, 2017

Don’t try to sell a retainer in the proposal
Sent by Jonathan Stark on Jan 7, 2017

For your Sunday viewing pleasure...
Sent by Jonathan Stark on Jan 8, 2017

Confusion about retainers...
Sent by Jonathan Stark on Jan 9, 2017

Interim reading on retainers
Sent by Jonathan Stark on Jan 10, 2017

Back to basics -> my guiding principle
Sent by Jonathan Stark on Jan 11, 2017

Back to basics -> clients don’t want your time
Sent by Jonathan Stark on Jan 12, 2017

Back to basics -> revenue is a vanity metric
Sent by Jonathan Stark on Jan 13, 2017

“He costs twice what my other designer did. And I am so very happy to pay it!”
Sent by Jonathan Stark on Jan 14, 2017

[AUDIO] Stop asking your clients for their uneducated opinion
Sent by Jonathan Stark on Jan 15, 2017

Back to basics -> focus on outcomes
Sent by Jonathan Stark on Jan 16, 2017

[AUDIO] Ditching Hourly 016: High-Touch, Low-Touch, and Leverage
Sent by Jonathan Stark on Jan 17, 2017

The Highlighter Analogy
Sent by Jonathan Stark on Jan 18, 2017

[AUDIO] Ditching Hourly 017: Escape Hourly Billing with Productized Services with guest Kurt Elster
Sent by Jonathan Stark on Jan 19, 2017

How to handle multiple prospects simultaneously
Sent by Jonathan Stark on Jan 20, 2017

11 ways to attract your ideal buyers
Sent by Jonathan Stark on Jan 21, 2017

How I get my kicks these days
Sent by Jonathan Stark on Jan 22, 2017

Dogfooding -> The first step
Sent by Jonathan Stark on Jan 23, 2017

[AUDIO] Ditching Hourly 018: Ten Ways To Attract Your Ideal Buyer
Sent by Jonathan Stark on Jan 24, 2017

Dogfooding -> The Fear
Sent by Jonathan Stark on Jan 25, 2017

Grab a coffee... this is a long one
Sent by Jonathan Stark on Jan 26, 2017

Dogfooding -> Rolodex Moments
Sent by Jonathan Stark on Jan 27, 2017

Success story from reader Michael Schofield
Sent by Jonathan Stark on Jan 28, 2017

“Nobody ever gets speaker’s block”
Sent by Jonathan Stark on Jan 29, 2017

“I’ll fix bugs, do tweaks, and answer questions indefinitely”
Sent by Jonathan Stark on Jan 30, 2017

Reinventing JSC
Sent by Jonathan Stark on Jan 31, 2017

What about clients who don’t fit your new target market?
Sent by Jonathan Stark on Feb 1, 2017

Reader question: “How do you balance running two completely different businesses?”
Sent by Jonathan Stark on Feb 2, 2017

Success story from reader Lisa Ellington
Sent by Jonathan Stark on Feb 3, 2017

What’s the ROI on a latte?
Sent by Jonathan Stark on Feb 4, 2017

Reader question: “How do you get access to the economic buyer?”
Sent by Jonathan Stark on Feb 5, 2017

[HBIN] Download links for the slides and templates in the “How To” videos
Sent by Jonathan Stark on Feb 5, 2017

The patient sees the symptom, not the disease
Sent by Jonathan Stark on Feb 6, 2017

Old me vs new me
Sent by Jonathan Stark on Feb 7, 2017

“hey, this is cool, but you gotta pay me more”
Sent by Jonathan Stark on Feb 8, 2017

[AUDIO] How Much Should I Charge Clients?
Sent by Jonathan Stark on Feb 9, 2017

Clients want projects completed as quickly as possible
Sent by Jonathan Stark on Feb 10, 2017

Success story from reader Lee Carter
Sent by Jonathan Stark on Feb 11, 2017

The Plow Guy
Sent by Jonathan Stark on Feb 12, 2017

Freebies
Sent by Jonathan Stark on Feb 13, 2017

How could these tactics possibly be in the best interest of my clients?
Sent by Jonathan Stark on Feb 14, 2017

Answers to “How is X is in your client’s best interest?”
Sent by Jonathan Stark on Feb 15, 2017

“I’m actually winning projects at 10x the hourly rate I used to make”
Sent by Jonathan Stark on Feb 16, 2017

[AUDIO] Ditching Hourly 019: Can Any Type Of Project Be Value Priced?
Sent by Jonathan Stark on Feb 17, 2017

Success story from reader Mike Dougherty
Sent by Jonathan Stark on Feb 18, 2017

Follow-up questions for “Stephen Colbert” answered
Sent by Jonathan Stark on Feb 19, 2017

[VIDEO] “Researching my target market online”
Sent by Jonathan Stark on Feb 20, 2017

Kneejerk reactions to value pricing refuted
Sent by Jonathan Stark on Feb 21, 2017

“Isn’t it immoral to charge different prices for essentially the same work?”
Sent by Jonathan Stark on Feb 22, 2017

“How to price design services” by Chris Do
Sent by Jonathan Stark on Feb 24, 2017

What do luxury watches have to do with selling software services?
Sent by Jonathan Stark on Feb 24, 2017

[AUDIO] Ditching Hourly 020: Is Value Pricing Immoral?
Sent by Jonathan Stark on Feb 25, 2017

“Why would you get the project if someone bid £20,000 less?”
Sent by Jonathan Stark on Feb 27, 2017

“Why would someone hire a freelancer to build his web site if the client can build it using WIX?”
Sent by Jonathan Stark on Feb 28, 2017

“How can I guarantee an ROI when my clients don’t heed my advice?”
Sent by Jonathan Stark on Mar 1, 2017

“How can someone who can’t be on call 24/7 offer retainers that aren’t defined as a block of hours?”
Sent by Jonathan Stark on Mar 2, 2017

“How would you handle a value conversation with a new startup?”
Sent by Jonathan Stark on Mar 3, 2017

Would I be happier if the agency took MORE time to deliver?
Sent by Jonathan Stark on Mar 4, 2017

“How will you measure whether the site paid for itself?”
Sent by Jonathan Stark on Mar 5, 2017

Does value pricing works with agile projects?
Sent by Jonathan Stark on Mar 6, 2017

follow-up re: value pricing with agile projects
Sent by Jonathan Stark on Mar 7, 2017

[AUDIO] Ditching Hourly 021: Value Pricing in the Enterprise with guest Jeff Scornavacca
Sent by Jonathan Stark on Mar 8, 2017

Bugs Burger’s Unconditional Guarantee
Sent by Jonathan Stark on Mar 9, 2017

Types of guarantees
Sent by Jonathan Stark on Mar 10, 2017

You already guarantee your work
Sent by Jonathan Stark on Mar 11, 2017

Guarantees discourage “corner cutting”
Sent by Jonathan Stark on Mar 12, 2017

“How do you define what’s a bug?”
Sent by Jonathan Stark on Mar 13, 2017

Monthly support contract vs unconditional bug-fix guarantee
Sent by Jonathan Stark on Mar 14, 2017

The perverse incentive of support contracts
Sent by Jonathan Stark on Mar 15, 2017

The Cab Ride
Sent by Jonathan Stark on Mar 16, 2017

Follow-up re: The Cab Ride
Sent by Jonathan Stark on Mar 17, 2017

“If coding is bad for profits, what am I supposed to sell?”
Sent by Jonathan Stark on Mar 18, 2017

[AUDIO] The Deleterious Effects of Hourly Billing by Ron Baker and Ed Kless
Sent by Jonathan Stark on Mar 19, 2017

follow-up question re “coding is bad for profits”
Sent by Jonathan Stark on Mar 20, 2017

What is growth?
Sent by Jonathan Stark on Mar 21, 2017

A bit of housekeeping...
Sent by Jonathan Stark on Mar 22, 2017

Your client base is going to change
Sent by Jonathan Stark on Mar 23, 2017

How much is your work worth?
Sent by Jonathan Stark on Mar 24, 2017

[VIDEO] Effort distorts value
Sent by Jonathan Stark on Mar 25, 2017

Allie’s Donuts
Sent by Jonathan Stark on Mar 26, 2017

Leveraging your intangibles
Sent by Jonathan Stark on Mar 27, 2017

Confusion about intangible benefits
Sent by Jonathan Stark on Mar 28, 2017

Measuring friendliness
Sent by Jonathan Stark on Mar 29, 2017

Intangible qualities vs intangible benefits
Sent by Jonathan Stark on Mar 30, 2017

Three Levels of Differentiation
Sent by Jonathan Stark on Mar 31, 2017

“How do I convert a client to value billing [sic]?”
Sent by Jonathan Stark on Apr 1, 2017

How to set “no-brainer” prices
Sent by Jonathan Stark on Apr 3, 2017

Two work related podcasts?
Sent by Jonathan Stark on Apr 4, 2017

Reader question re How to set “no-brainer” prices
Sent by Jonathan Stark on Apr 5, 2017

[AUDIO] Ditching Hourly 022: How To Grow Your Business Without Hiring
Sent by Jonathan Stark on Apr 6, 2017

Why would someone pay $5795 for a used watch?
Sent by Jonathan Stark on Apr 7, 2017

Your answers to “Why would someone pay $5,795 for a used stainless steel Rolex Submariner?”
Sent by Jonathan Stark on Apr 8, 2017

[VIDEO] Bob’s Barbecue
Sent by Jonathan Stark on Apr 9, 2017

“What should I do if the client tells me the budget?”
Sent by Jonathan Stark on Apr 10, 2017

What if the client’s budget is absurdly low?
Sent by Jonathan Stark on Apr 11, 2017

What do you do?
Sent by Jonathan Stark on Apr 12, 2017

[AUDIO] Ditching Hourly 023: Converting Hourly Clients To Value Pricing
Sent by Jonathan Stark on Apr 13, 2017

Thought of the day: “You can’t make more time”
Sent by Jonathan Stark on Apr 14, 2017

Can research projects be value priced?
Sent by Jonathan Stark on Apr 15, 2017

Time is not money
Sent by Jonathan Stark on Apr 16, 2017

Time is not money, revisited
Sent by Jonathan Stark on Apr 17, 2017

The Picasso Story
Sent by Jonathan Stark on Apr 18, 2017

foo
Sent by Jonathan Stark on Apr 19, 2017

Drumming up work in a hurry
Sent by Jonathan Stark on Apr 21, 2017

Beating impostor syndrome
Sent by Jonathan Stark on Apr 22, 2017

Reaching out to past clients for feedback
Sent by Jonathan Stark on Apr 23, 2017

“The website is down!”
Sent by Jonathan Stark on Apr 24, 2017

Value pricing is not a license to print money
Sent by Jonathan Stark on Apr 25, 2017

Big huge list of podcasts
Sent by Jonathan Stark on Apr 26, 2017

Fighting Butterflies
Sent by Jonathan Stark on Apr 27, 2017

“Do you have experience in our industry?”
Sent by Jonathan Stark on Apr 28, 2017

[AUDIO] Alan Weiss interview on Freelance Transformation
Sent by Jonathan Stark on Apr 29, 2017

Fighting Butterflies (update)
Sent by Jonathan Stark on Apr 30, 2017

Multiply your head
Sent by Jonathan Stark on May 1, 2017

Would you rather land a $3,000 project or a $30,000 project?
Sent by Jonathan Stark on May 2, 2017

How is a roadmap different from a Why Conversation?
Sent by Jonathan Stark on May 3, 2017

How do I justify a two hour time investment for a sales call?
Sent by Jonathan Stark on May 4, 2017

Doesn’t giving away my time for free devalue me in the client’s eyes?
Sent by Jonathan Stark on May 5, 2017

[AUDIO] Ron Baker and Ed Kless interview Tim Williams
Sent by Jonathan Stark on May 6, 2017

Time is not a resource, it’s a constraint
Sent by Jonathan Stark on May 7, 2017

Following up on proposals like a pro
Sent by Jonathan Stark on May 8, 2017

What about timesheets?
Sent by Jonathan Stark on May 9, 2017

NDAs?
Sent by Jonathan Stark on May 10, 2017

How do you value price research?
Sent by Jonathan Stark on May 11, 2017

Quick question...
Sent by Jonathan Stark on May 12, 2017

Answers from yesterday...
Sent by Jonathan Stark on May 13, 2017

“Fair” warning
Sent by Jonathan Stark on May 16, 2017

Pick B
Sent by Jonathan Stark on May 16, 2017

Red Flags
Sent by Jonathan Stark on May 17, 2017

“What do you do when a prospect exhibits red flags?”
Sent by Jonathan Stark on May 18, 2017

[AUDIO] Ditching Hourly 024: Value Pricing Cuts Both Ways
Sent by Jonathan Stark on May 19, 2017

Establishing “keep the lights gets on” money
Sent by Jonathan Stark on May 21, 2017

A story in three acts: excitement, disillusionment, and disaster
Sent by Jonathan Stark on May 22, 2017

Reader question: “How do you reject a red flag prospect?”
Sent by Jonathan Stark on May 23, 2017

“The result was astounding”
Sent by Jonathan Stark on May 24, 2017

Reader question: “What’s the difference between having a business and having a job?”
Sent by Jonathan Stark on May 26, 2017

[AUDIO] Ditching Hourly 025: The Ethics of Hourly Billing with special guest Ron Baker
Sent by Jonathan Stark on May 26, 2017

3 great replies from readers re job vs business
Sent by Jonathan Stark on May 27, 2017

Value pricing is not evil
Sent by Jonathan Stark on May 28, 2017

Chatting over potato salad
Sent by Jonathan Stark on May 30, 2017

Tracking hours is not required
Sent by Jonathan Stark on May 31, 2017

Counterpoint to “tracking hours is not required”
Sent by Jonathan Stark on Jun 1, 2017

Proceed with caution
Sent by Jonathan Stark on Jun 2, 2017

“Clients don’t value my work... what should I do?”
Sent by Jonathan Stark on Jun 3, 2017

Hourly billing in the 23rd century
Sent by Jonathan Stark on Jun 4, 2017

“Must a Why Conversation be done verbally?”
Sent by Jonathan Stark on Jun 5, 2017

“Can you value price through an agency?”
Sent by Jonathan Stark on Jun 6, 2017

Clarification regarding coding tests...
Sent by Jonathan Stark on Jun 8, 2017

“How can you convince a potential client that coding tests are not the best way to evaluate you?”
Sent by Jonathan Stark on Jun 8, 2017

[AUDIO] Forecast: Why Hourly Billing Is Nuts with Jonathan Stark
Sent by Jonathan Stark on Jun 9, 2017

How to identify the right kind of clients when you’re first starting out...
Sent by Jonathan Stark on Jun 11, 2017

Have you ever donated to charity?
Sent by Jonathan Stark on Jun 13, 2017

Shhh... mentoring program is open
Sent by Jonathan Stark on Jun 13, 2017

Twenty cents per keystroke
Sent by Jonathan Stark on Jun 13, 2017

“How do I attract better clients?”
Sent by Jonathan Stark on Jun 15, 2017

[VIDEO] Make the logo bigger...
Sent by Jonathan Stark on Jun 15, 2017

Empathetic vs egocentric
Sent by Jonathan Stark on Jun 17, 2017

But what if I need to work?
Sent by Jonathan Stark on Jun 18, 2017

Follow-up re: how to determine your cost
Sent by Jonathan Stark on Jun 20, 2017

How to determine your cost
Sent by Jonathan Stark on Jun 20, 2017

Reader question on value pricing for venture-backed, hardware IoT startups
Sent by Jonathan Stark on Jun 21, 2017

How would you react?
Sent by Jonathan Stark on Jun 22, 2017

From the Archive: “How my retainers work”
Sent by Jonathan Stark on Jun 23, 2017

The Tarp
Sent by Jonathan Stark on Jun 24, 2017

“Hardly anyone gets paid when we are healthy”
Sent by Jonathan Stark on Jun 25, 2017

Squirrels are eating my garage
Sent by Jonathan Stark on Jun 27, 2017

Squirrel eviction day
Sent by Jonathan Stark on Jun 28, 2017

What is the endgame of freelancing?
Sent by Jonathan Stark on Jun 28, 2017

“Are you on vacation or something?”
Sent by Jonathan Stark on Jun 29, 2017

“the whooziwhatsits are misaligned”
Sent by Jonathan Stark on Jun 30, 2017

[AUDIO] Ditching Hourly 026: Why You Should Be Offering Guarantees
Sent by Jonathan Stark on Jul 1, 2017

The real cost of repairing a lawnmower
Sent by Jonathan Stark on Jul 2, 2017

Proposals as content marketing
Sent by Jonathan Stark on Jul 3, 2017

Problems with specializing on a vertical market
Sent by Jonathan Stark on Jul 4, 2017

What is a client fears that you’ll share their secrets with a competitor?
Sent by Jonathan Stark on Jul 5, 2017

Can I reuse code (and how do I charge for it)?
Sent by Jonathan Stark on Jul 6, 2017

Reader feedback on how open source factors into the question of code reuse
Sent by Jonathan Stark on Jul 7, 2017

What was your last capital investment?
Sent by Jonathan Stark on Jul 8, 2017

Shipping code is laborious
Sent by Jonathan Stark on Jul 9, 2017

[AUDIO] What if you could write a month of code in a few seconds?
Sent by Jonathan Stark on Jul 10, 2017

“How did you pick your niche?”
Sent by Jonathan Stark on Jul 11, 2017

How to transition from laborious coding to advisory services
Sent by Jonathan Stark on Jul 12, 2017

[AUDIO] Ditching Hourly 027: My Squirrel Guy
Sent by Jonathan Stark on Jul 13, 2017

[AUDIO] Ditching Hourly 028: The Goldilocks Problem with guest Josh Robbs
Sent by Jonathan Stark on Jul 14, 2017

Success story from Robert Friberg
Sent by Jonathan Stark on Jul 15, 2017

[VIDEO] “What an amazing opportunity to expand demand!”
Sent by Jonathan Stark on Jul 16, 2017

Reader Question: Should I offer maintenance packages?
Sent by Jonathan Stark on Jul 17, 2017

Should you give away your expertise?
Sent by Jonathan Stark on Jul 18, 2017

Reader feedback on offering maintenance packages
Sent by Jonathan Stark on Jul 19, 2017

The ambiguity of words
Sent by Jonathan Stark on Jul 20, 2017

Coaching vs Mentoring vs Retainer
Sent by Jonathan Stark on Jul 21, 2017

The power of vulnerability
Sent by Jonathan Stark on Jul 22, 2017

Trust is a two-way street
Sent by Jonathan Stark on Jul 23, 2017

Legalese
Sent by Jonathan Stark on Jul 24, 2017

Legalese, redux
Sent by Jonathan Stark on Jul 25, 2017

[AUDIO] Ditching Hourly 030: Can Agile Projects Be Value Priced? with guest Jason Mundok
Sent by Jonathan Stark on Jul 26, 2017

Mr. C’s Hourly Conundrum
Sent by Jonathan Stark on Jul 27, 2017

Follow up on Mr. C’s Conundrum
Sent by Jonathan Stark on Jul 28, 2017

[AUDIO] Ditching Hourly 031: The Subjective Value Of Money
Sent by Jonathan Stark on Jul 29, 2017

Is the Why Conversation compatible with outreach?
Sent by Jonathan Stark on Jul 30, 2017

Product ladder and outreach for JSC
Sent by Jonathan Stark on Jul 31, 2017

Outreach planning
Sent by Jonathan Stark on Aug 2, 2017

Why I prefer not to work with local clients
Sent by Jonathan Stark on Aug 2, 2017

Outreach prep steps 1 & 2 complete!
Sent by Jonathan Stark on Aug 3, 2017

Outreach prep step 3 in progress!
Sent by Jonathan Stark on Aug 4, 2017

[ICC] The Red Balloon
Sent by Jonathan Stark on Aug 5, 2017

[ICC] The Helicopter Option
Sent by Jonathan Stark on Aug 6, 2017

[ICC] Clients have no use for code
Sent by Jonathan Stark on Aug 7, 2017

[ICC] 11 ways to attract your ideal buyers
Sent by Jonathan Stark on Aug 8, 2017

[ICC] The patient sees the symptom, not the disease
Sent by Jonathan Stark on Aug 9, 2017

[ICC] The Cab Ride
Sent by Jonathan Stark on Aug 10, 2017

[ICC] Allie’s Donuts
Sent by Jonathan Stark on Aug 11, 2017

[ICC] What if the client’s budget is absurdly low?
Sent by Jonathan Stark on Aug 12, 2017

[ICC] What do you do?
Sent by Jonathan Stark on Aug 13, 2017

Can value price if you pay your subcontractors hourly?
Sent by Jonathan Stark on Aug 15, 2017

CU Outreach: Down the rabbit hole!
Sent by Jonathan Stark on Aug 15, 2017

Outreach for the introvert
Sent by Jonathan Stark on Aug 16, 2017

Outreach serendipity
Sent by Jonathan Stark on Aug 17, 2017

Kai’s Dream 20 Outreach
Sent by Jonathan Stark on Aug 18, 2017

Pre-outreach in LinkedIn
Sent by Jonathan Stark on Aug 19, 2017

Reader question: “How did you choose which of your businesses to use jonathanstark.com for?”
Sent by Jonathan Stark on Aug 21, 2017

Altitude of Involvement
Sent by Jonathan Stark on Aug 22, 2017

What was your first job?
Sent by Jonathan Stark on Aug 23, 2017

Bird’s Eye View
Sent by Jonathan Stark on Aug 24, 2017

Altitude Matrix Worksheet
Sent by Jonathan Stark on Aug 25, 2017

[AUDIO] Ditching Hourly 032: The Irony of the Generalist
Sent by Jonathan Stark on Aug 26, 2017

Free upgrade to Hourly Billing is Nuts
Sent by Jonathan Stark on Aug 27, 2017

FYI - Better price for Hourly Billing Is Nuts
Sent by Jonathan Stark on Aug 27, 2017

New pricing for Hourly Billing Is Nuts
Sent by Jonathan Stark on Aug 28, 2017

What do they have?
Sent by Jonathan Stark on Aug 28, 2017

Cold email outreach experiment
Sent by Jonathan Stark on Aug 29, 2017

What’s your superpower?
Sent by Jonathan Stark on Aug 30, 2017

The .01%
Sent by Jonathan Stark on Aug 31, 2017

Fall Frenzy
Sent by Jonathan Stark on Sep 1, 2017

What’s a voice over worth?
Sent by Jonathan Stark on Sep 2, 2017

The secret of Don LaFontaine’s success
Sent by Jonathan Stark on Sep 4, 2017

Success story from reader Scott Webb
Sent by Jonathan Stark on Sep 6, 2017

The Sherpa Analogy
Sent by Jonathan Stark on Sep 6, 2017

Credit Union Research Call
Sent by Jonathan Stark on Sep 7, 2017

[AUDIO] Ditching Hourly 033: Pulling The Trigger On Value Pricing with guest Joel Miller
Sent by Jonathan Stark on Sep 8, 2017

Hilarious rants about soggy positioning
Sent by Jonathan Stark on Sep 9, 2017

Reactions to Credit Union Outreach
Sent by Jonathan Stark on Sep 10, 2017

So... what exactly is a Laser-Focused Positioning Statement, anyway?
Sent by Jonathan Stark on Sep 11, 2017

Flyer Dude
Sent by Jonathan Stark on Sep 13, 2017

Why you don’t ask for referrals
Sent by Jonathan Stark on Sep 13, 2017

How to ask for referrals with tact
Sent by Jonathan Stark on Sep 14, 2017

Outreach Braindump
Sent by Jonathan Stark on Sep 15, 2017

“Can I position myself by target skill instead of target market?”
Sent by Jonathan Stark on Sep 16, 2017

Early Bird Group Coaching (launch discount inside)
Sent by Jonathan Stark on Sep 18, 2017

Reader question: “But horizontal specialization has changed my life!”
Sent by Jonathan Stark on Sep 18, 2017

Two tales of Alice
Sent by Jonathan Stark on Sep 19, 2017

Group coaching starts tomorrow! (discount code inside)
Sent by Jonathan Stark on Sep 20, 2017

Reader feedback on Two two tales of Alice
Sent by Jonathan Stark on Sep 20, 2017

Gain access to today’s video...
Sent by Jonathan Stark on Sep 21, 2017

[AUDIO] The Why Conversation
Sent by Jonathan Stark on Sep 21, 2017

How to do outreach without selling your soul
Sent by Jonathan Stark on Sep 23, 2017

LFPS + Outreach = WOW!
Sent by Jonathan Stark on Sep 23, 2017

Reader question: “Can I target two markets?”
Sent by Jonathan Stark on Sep 24, 2017

How to build your first productized service
Sent by Jonathan Stark on Sep 26, 2017

The double thank you phenomenon
Sent by Jonathan Stark on Sep 26, 2017

How to choose a vertical
Sent by Jonathan Stark on Sep 27, 2017

The Magic Wand question
Sent by Jonathan Stark on Sep 28, 2017

Success story from reader Gonzalo Zariaga
Sent by Jonathan Stark on Sep 29, 2017

Exhilaration or fear?
Sent by Jonathan Stark on Sep 30, 2017

Leaping halfway
Sent by Jonathan Stark on Oct 1, 2017

The Nurse Analogy
Sent by Jonathan Stark on Oct 2, 2017

Week 4 of daily outreach
Sent by Jonathan Stark on Oct 4, 2017

What to do about your whale problem
Sent by Jonathan Stark on Oct 4, 2017

Do you ever wonder if/when you should offer discounts?
Sent by Jonathan Stark on Oct 5, 2017

“Am I in the right place?”
Sent by Jonathan Stark on Oct 7, 2017

How to read minds
Sent by Jonathan Stark on Oct 7, 2017

The worst tag line ever
Sent by Jonathan Stark on Oct 8, 2017

What NOT to say at a wedding...
Sent by Jonathan Stark on Oct 9, 2017

Does this sound familiar?
Sent by Jonathan Stark on Oct 11, 2017

“How do I value price typos?”
Sent by Jonathan Stark on Oct 12, 2017

“What if a prospect initially balks at my rate?” and more...
Sent by Jonathan Stark on Oct 13, 2017

What would you pick?
Sent by Jonathan Stark on Oct 14, 2017

Evergreen Pains
Sent by Jonathan Stark on Oct 15, 2017

“I’m a software developer”
Sent by Jonathan Stark on Oct 16, 2017

Filter Magic
Sent by Jonathan Stark on Oct 18, 2017

Why should clients pay you?
Sent by Jonathan Stark on Oct 18, 2017

People need your help more than you think
Sent by Jonathan Stark on Oct 19, 2017