Joe Quadara - From Fighting Fires to Lighting the Way: How Expertise Creates Leverage in Consulting

Indie game consultant Joe Quadara (aka Joe Q) joined me on Ditching Hourly to share his journey from putting out fires for indie game studios to advising them to accurately scope and fund their projects.

Joe's Links:

• Joe's website: Recurver
• Joe on LinkedIn 

AI Summary:

In this episode, game developer turned consultant Joe Quidara shares his journey from putting out fires for game studios to helping studios accurately scope and fund their projects. He explains how developing deep expertise about the indie game industry allows him to quickly assess and advise studios, creating leverage in his consulting business.

Chapters:

[00:00:00] Introductions

[00:07:00] The size of the video game market

[00:10:00] What is indie game consulting?

[00:14:00] The appeal of weird, indie games 

[00:19:00] What an indie game studio looks like

[00:23:00] From firefighting to preventing fires in game studios  

[00:28:00] Helping studios accurately scope and fund projects

[00:32:00] Creating a sustainable indie game studio model 

[00:35:00] Leveraging expertise to streamline the consulting process

[00:41:00] The benefits of specialization for consultants

[00:46:00] Keeping an open mind while leveraging expertise  

[00:48:00] Conclusion

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Bryghtpath CEO and Ditcherville lifetime resident Bryan Strawser joined me on Ditching Hourly to share the secrets behind his huge business wins in 2023.

Bryan's Links:

• Website: https://bryghtpath.com/
• YouTube: https://www.youtube.com/c/Bryghtpath
• Podcast: https://bryghtpath.com/resources/managing-uncertainty-podcast/
• LinkedIn: https://www.linkedin.com/in/bryanstrawser/

Summary (ai generated):

In this episode of Ditching Hourly, Jonathan Stark interviews Bryan Strausser of BrightPath about how positioning his consulting firm and using program evaluation "roadmaps" as a first engagement with clients has led to major growth and 7-figure revenue. They discuss Bryan's journey from generalist consultant to focused niche positioning, using content marketing and authority building to attract ideal clients, the roadmapping process to diagnose client needs before prescribing solutions, how to price and sell high-value services, and building ongoing managed services for recurring revenue. 

Chapters:

[00:00:00] Introduction 

[00:02:00] From generalist to focused positioning

[00:08:00] Attracting clients through content marketing 

[00:13:00] Client onboarding with program evaluation roadmaps

[00:21:00] Using the podcast to build authority 

[00:25:00] The importance of positioning

[00:28:00] Pricing and selling high-value services 

[00:36:00] The roadmapping sales process

[00:44:00] Writing effective proposals 

[00:51:00] Increasing profits through pricing 

[00:53:00] Growing through managed services

[00:56:00] Conclusion

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

The handsome and talented Louis Grenier had me on Everyone Hates Marketers to go behind the scenes on how I run my business.

Much to my delight (and true to form), he asked very specific and pointed questions so we could avoid the typical BS you hear on business podcasts.

It's also on YouTube if you prefer to watch:

Watch Now »

Louis’ Links:

https://www.everyonehatesmarketers.com/links

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Alexander Lapa joined me on ditching Hourly for a tour-de-force journey through the paths available to tech folks operating with a post-hourly mentality.

Talking Points:

• Setting fixed prices and sticking to them can result in profitable client relationships.
• Specializing in a specific target market, such as nonprofits, improves marketing efforts and increases client trust.
• Value-based pricing allows for more freedom and flexibility, including the ability to take vacations without compromising income. 

Alex's Links:

• LinkedIn: https://www.linkedin.com/in/alexanderlapa/
• Consulting: https://dryadconsulting.com/
• Product: https://dryadreceipting.com/
• Newsletter: https://thegoodenoughconsultant.com/
• Podcast: https://dryadconsulting.com/podcast

Notes:

(AI generated)

Salesforce architect Alexander Lapa shares his journey of transitioning from hourly billing to fixed pricing in the nonprofit industry. 

He discusses the motivations behind the switch, the challenges faced, and the significant benefits experienced through value-based pricing. 

Lapa emphasizes the importance of scoping projects, creating template proposals for efficiency, and offering advisory and mentoring services tailored to each client's unique needs. 

The shift to fixed pricing improved client relationships, increased revenue, and provided more freedom and flexibility. 

Additionally, the transcript highlights the advantages of customizing the Salesforce platform for specific organizational requirements, de-risking the investment, and increasing ROI. 

Also explored are the processes, challenges, and benefits of building apps on the Salesforce platform, as well as the value of being on Salesforce's AppExchange. 

Lapa shares insights on patience and understanding when working with Salesforce and offers valuable advice for beginners in the field.

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Fellow daily emailer and No-BS marketer Rod Aparicio joined me on Ditching Hourly to bust the myth of personal branding.

Rod’s Links

• Twitter Profile
• Email List

AI Summary

In this episode, Jonathan Stark and guest Rod Aparicio discuss the concept of personal brand and its misconceptions. They emphasize that personal brand is more about influencing perceptions rather than controlling how one is perceived. The importance of authenticity and credibility in building a personal brand is highlighted, along with the distinction between brand and reputation. The episode also explores the relevance of personal branding for solopreneurs and small businesses, emphasizing the need for positioning oneself and focusing on the needs of the target market rather than obsessing over self-image or becoming an influencer. Credibility and trust are emphasized as crucial factors in attracting and retaining clients for solopreneurs.

Key Points

• Authenticity can be defined differently, with some emphasizing being true to oneself and others focusing on being different from others.
• Building a personal brand requires a curated version of oneself, but should align with one's values and not be hypocritical.
• Aspiration is the desire to become something, while inspiration is the internal motivation to do what one truly wants.
• Aspiration in personal branding could lead to a lack of authenticity and failure.
• Positioning oneself based on alignment and targeting the right audience is more valuable than building a personal brand.
• A credible offer, backed by testimonials, case studies, and referrals, builds trust with potential clients.
• Personal branding can lead to a sense of desperation and may not result in long-term success.

Best Quotes

• “A personal brand is mainly how people can control how they want to be seen and perceived by others.”
• “A reputation can be linked to a person, and a brand is something that you make artificial.”

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Graphic designer, product marketer, and co-founder of Conversion Factory, Zach Stevens, joined me on Ditching Hourly to explain how he and his co-founders went from zero to more than $36k MRR in one month with a productized subscription business that helps SaaS teams turn traffic into revenue.

Zach's links:

• https://www.conversionfactory.co/
• https://twitter.com/zstvns
• https://www.designdive.co/

Talking Points:

The fear of not being able to fulfill client expectations led to starting small with a hypothesis-driven approach.

Communication is primarily done through asynchronous channels like Notion and Loom, with some exceptions for in-person meetings.

Building rapport with clients and providing detailed explanations of deliverables enhances communication and feedback.

Centralizing communication efforts avoids the nightmare of having to navigate multiple platforms and channels.

Work-life harmony is about acknowledging that work and personal life will fluctuate in priority.

Quotable Quotes:

“Our conversion rate only had to be in the thousandths of a percentage point to be booked solid.”

“We only wanna take on five clients at one time to see how well we manage the workload.”

“More than half of our clients right now are on a higher strategy-based $9k/mo tier.”

“At the initial onset, it did feel like there was a lot going on, but then it kind of fizzled out, and things got a lot smoother.”

“We love using tools like Loom, anything that we can do to make it feel like we are in the room with them.”

“If you follow this model and it works, you’re going to have way more concurrent clients than you’re used to.”

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

David Shriner-Cahn of Smashing the Plateau joined me on Ditching Hourly to talk about how longtime corporate execs can increase the odds of going out on their own successfully. 

Key Points

• Taking the leap into entrepreneurship can be daunting, but with the right support and mentorship, it is possible to build a successful business.
• It's important to decide whether you want to look for another job or truly commit to building a business, as both require different mindsets and energies.
• Make the decision between being your own boss or maintaining the comfort of a steady paycheck.
• Understand the differences between being an employee and an entrepreneur.
• Identify your current stage in the transition and determine any obstacles holding you back.
• Validate your business idea by having conversations with people in your target market, industry experts, and potential clients.
• Joining a community of like-minded entrepreneurs can provide collaboration opportunities and support.

Best Quotes

"My mission in life is to help corporate refugees start, run, and grow their own businesses so they can do more of what they love and get paid what they're worth."

"I was doing what I was taught to do in engineering school, which is to focus on solving engineering problems. What I didn't focus on was the fact that the company that I worked for had lost a huge portion of their business and ended up firing a significant chunk of the staff."

"In those days, the model was you went to work for one of these big companies, and if you stayed there, usually it was like 20 plus years, you were eligible to receive a pension. And in those days, pensions were a defined benefit. So you really needed to be with one of these companies for a long time."

"I really wanted to figure out a way to just be in control of my career and my family's financial health in a way that I knew that I wouldn't be as an employee."

"At some point, you need to make a decision about whether you're going to look for another job or build a business because they require very different mindsets and activities."

"What's way better is to talk to three kinds of people about the problem."

"If you're looking for something that you can sell in your sleep, you know, an evergreen, like a digital product, then it would be a do-it-yourself."

David’s Links

• https://smashingtheplateau.com/
• https://www.linkedin.com/in/davidshrinercahn/
• https://twitter.com/smashingplateau

----

P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Our resident crypto/web3 expert and longtime friend of the show, Luke Willis, re-joined me on Ditching Hourly to talk about how having a weekly podcast and daily mailing list contributed to a product launch that generated $39k in 24 hours. 

Luke’s Links:

• https://lukewillis.com/
• https://thekoinpress.com/
• https://kap.domains/about

Summary

In this episode, Luke Willis discusses the successful launch of KAP, a blockchain app offering NFT name services. He reveals the mechanics behind the launch, the problem it solves, and the unique features of KoinOS blockchain. Luke shares how he generated $39,000 in just 24 hours and the key factors that contributed to his success. Additionally, Luke highlights the journey of building trust within the blockchain community, their initial DAPs, launch strategy, and positive reception. They provide a platform demonstration and emphasize the power of blockchain technology. Furthermore, Luke emphasizes the benefits of having a podcast and mailing list to build trust, authority, and attract a loyal audience for a successful launch.

Key Points

• Luke Willis shares his experience and success in launching the KAP blockchain app.
• Pricing for KAP is based on the length of the name, with options available for various budgets.
• Experienced a spike in sales during the initial launch, followed by steady sales in the following weeks.
• Plan to expand the platform by launching a free tier, enabling users without coins to access and utilize the platform’s features.
• Launching during a crypto winter can still be successful.
• Speculating on tokens can lead to potential profits in the future.
• Building trust and authority through consistent content publishing.

(Generated by podcastshownotes.ai)

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

Denis Gontcharov joined me on Ditching Hourly for a coaching call to help brainstorm a positioning statement for his data consulting business targeting the aluminum industry.

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.

The Agile Attorney, John Grant, joined me on Ditching Hourly to share how he helps his clients transition from inefficient workflows, WAY too much work, and low margins, to efficient workflows, a comfortable amount of work, and higher profits.

Key Points

• Expectations for attention to detail and planning increase in high-dollar professional services like law practices.
• Many law practices lack upfront planning and make assumptions based on past experiences.
• Transition planning is often triggered by the need for change in firms that have been operating in the same way for many years.
• Maximizing employee utilization can lead to gridlock and hinder growth.
• Phased flat fees, where different phases of a case or project are billed at a flat rate, provide flexibility and room for adjustment.
• The desire for fixed pricing and the potential for higher rewards motivates software developers to move towards productization.
• In the legal industry, professionals are transitioning from delivery work to strategy work.

Best Quotes

• “When the lawyer does plan, oftentimes they plan for this sort of ideal situation.”
• “If you are constantly having to do QA on other people’s work, it’s really hard to feel like you’re ever gonna get off that hamster wheel.”
• “The beautiful thing is that if you take the time and you begin to express your quality standards in a written form, then you can actually push those standards upstream.”
• “I think there’s been a ton of movement away from hourly billing. I think there’s more movement than most people in the profession want to recognize.”
• “Different ways of exchanging value for their services than they were certainly when I first hung my shingle back in 2008.”
• “It turned on this mechanism in my brain that immediately started asking, ‘How can I make this more effective and efficient, quicker, less work for me without cutting corners?’”
• “So it’s like even if they came close to what they would’ve made hourly, they have set themselves up in a way that they can deliver that thing probably in half of the time for the same money.”

John's Links

• https://www.agileattorney.com/
• https://law.builders/@AgileAttorney

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P.S. Are you ready to start getting paid what you’re worth?

The entire first week of The Pricing Seminar is devoted to learning once and for all how to write high-value proposals in record time.

But proposal writing is just the beginning... you can view the full 12-week curriculum here: TPS Topic List

Registration is open now. Lessons start this Monday.

ENROLL NOW »

If you’re ready to stop billing and start pricing, I hope you’ll join us.