Presented by RŌG Health
Eggs 437: The Death of Hourly Billing with Jonathan Stark
EPISODE 437 • OCTOBER 23, 2025 • 1H 7M
Episode Summary
In this episode, Ryan and Mike interview Jonathan Stark, a consultant and author, who shares his journey from software development to coaching on value-based pricing. They discuss the pitfalls of hourly billing, the importance of understanding value, and the significance of the 'why' conversation in client interactions. Jonathan emphasizes the need for a shift in perspective from self-interest to client satisfaction, and he outlines effective pricing strategies, including the use of guarantees to mitigate risk. The conversation also touches on establishing authority in one's field and the benefits of narrowing focus to become a recognized expert.
Key Takeaways
- Jonathan Stark transitioned from software development to coaching on pricing.
- Hourly billing can lead to misaligned incentives and poor client outcomes.
- Value-based pricing focuses on the client's perceived value rather than costs.
- The 'why' conversation helps uncover client motivations and needs.
- Setting prices based on value can lead to better profitability.
- Offering guarantees can alleviate client concerns about quality and service.
- Establishing authority in a niche can lead to higher pricing and demand.
- Narrowing focus helps in becoming a recognized expert in a field.
- Proposals should offer multiple pricing tiers to maximize client options.
- Understanding customer satisfaction is key to long-term business success.
Chapters
Show Credits
Guest: Jonathan Stark
Credits:
Hosted by Ryan Roghaar and Michael Smith
Produced by Ryan Roghaar
Theme music: "Perfect Day" by OPM
The Eggs Podcast Spotify playlist:
The Plugs:
The Show: eggscast.com
@eggshow on X and Instagram
On iTunes: itun.es/i6dX3pCOn
Stitcher: bit.ly/eggs_on_stitcher
Also available on Google Play Music!
Mike "DJ Ontic":
Shows and info: djontic.com
@djontic on twitter
Ryan Roghaar:
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