Jonathan Stark

So you're automatically not going to have all the information that you need before you get started. So what do you do to address that? And those are the sort of frameworks that I've created around that. But also this thing called the why conversation to help in the sales meeting and then a major mind shift that I call scope last.

So you're automatically not going to have all the information that you need before you get started. So what do you do to address that? And those are the sort of frameworks that I've created around that. But also this thing called the why conversation to help in the sales meeting and then a major mind shift that I call scope last.

So you're automatically not going to have all the information that you need before you get started. So what do you do to address that? And those are the sort of frameworks that I've created around that. But also this thing called the why conversation to help in the sales meeting and then a major mind shift that I call scope last.

So if you're in a sales meeting, you do not try and do not even try to scope the project in the sales meeting. You're going to scope it later after you know what the value is. You set some prices based on the value. Then you decide what scope you're going to do based on what the desired outcome is and which price they choose.

So if you're in a sales meeting, you do not try and do not even try to scope the project in the sales meeting. You're going to scope it later after you know what the value is. You set some prices based on the value. Then you decide what scope you're going to do based on what the desired outcome is and which price they choose.

So if you're in a sales meeting, you do not try and do not even try to scope the project in the sales meeting. You're going to scope it later after you know what the value is. You set some prices based on the value. Then you decide what scope you're going to do based on what the desired outcome is and which price they choose.

So I would say the why conversation and scope last are like two terms or phrases that I use a lot when I'm teaching this to people. And both are pretty mind blowing and take a while for people to fully integrate into their processes or their business.

So I would say the why conversation and scope last are like two terms or phrases that I use a lot when I'm teaching this to people. And both are pretty mind blowing and take a while for people to fully integrate into their processes or their business.

So I would say the why conversation and scope last are like two terms or phrases that I use a lot when I'm teaching this to people. And both are pretty mind blowing and take a while for people to fully integrate into their processes or their business.

I think like any good product company, it was demand. It wasn't my plan at all. I was pretty well known when I was at that firm when we were still billing hourly because I wrote for the Trade Journal, which was a physical magazine at the time. They had a monthly column there. I was a tech editor. I spoke at the annual conference a few times, maybe four times.

I think like any good product company, it was demand. It wasn't my plan at all. I was pretty well known when I was at that firm when we were still billing hourly because I wrote for the Trade Journal, which was a physical magazine at the time. They had a monthly column there. I was a tech editor. I spoke at the annual conference a few times, maybe four times.

I think like any good product company, it was demand. It wasn't my plan at all. I was pretty well known when I was at that firm when we were still billing hourly because I wrote for the Trade Journal, which was a physical magazine at the time. They had a monthly column there. I was a tech editor. I spoke at the annual conference a few times, maybe four times.

And so when I left, everyone was like, are you crazy? What are you doing? And I told them about this sort of ditching hourly thing. And they were like, oh, yeah. And I think in their minds, they're like, he's going to come crawling back in a year. But my first year went great.

And so when I left, everyone was like, are you crazy? What are you doing? And I told them about this sort of ditching hourly thing. And they were like, oh, yeah. And I think in their minds, they're like, he's going to come crawling back in a year. But my first year went great.

And so when I left, everyone was like, are you crazy? What are you doing? And I told them about this sort of ditching hourly thing. And they were like, oh, yeah. And I think in their minds, they're like, he's going to come crawling back in a year. But my first year went great.

One of my colleagues wanted to put together a panel to talk about this sort of unofficial at the conference, but an unofficial thing in like a side room. And it was standing room only packed. And then I was getting invited to talk to user groups of people from the FileMaker space who had seen me, been following me from the sidelines, following what was going on.

One of my colleagues wanted to put together a panel to talk about this sort of unofficial at the conference, but an unofficial thing in like a side room. And it was standing room only packed. And then I was getting invited to talk to user groups of people from the FileMaker space who had seen me, been following me from the sidelines, following what was going on.

One of my colleagues wanted to put together a panel to talk about this sort of unofficial at the conference, but an unofficial thing in like a side room. And it was standing room only packed. And then I was getting invited to talk to user groups of people from the FileMaker space who had seen me, been following me from the sidelines, following what was going on.

And there was one time up in Boston, I presented to a room, maybe 40 people. And at the end, we had to leave the room because someone else was coming in after us. But I was still getting questions. So I told everyone to just email your questions to me and I'll blog about it every Monday.

And there was one time up in Boston, I presented to a room, maybe 40 people. And at the end, we had to leave the room because someone else was coming in after us. But I was still getting questions. So I told everyone to just email your questions to me and I'll blog about it every Monday.