Carl Franklin - A Love Letter to Value Pricing

About this episode

Carl Franklin joins Jonathan Stark to discuss the intricacies and benefits of value pricing in business.

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…

People in this episode

Host: Jonathan Stark

Guest: Carl Franklin

Topics covered

• value pricing
• business strategy
• hourly billing
• client negotiations
• project management

Keywords

• value pricing
• hourly billing
• fixed pricing
• client conversations
• project changes
• negotiation strategies

Mentioned in this episode

Organizations: .NET Rocks

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