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Sold my 8-figure software services firm in 2018 to help similar businesses align with customers for better outcomes. More at

A tongue-in-cheek perspective on why hourly rates suck

If you've read some of my other articles, you’ll know that I hate hourly rates but saying that over and over again gets boring.

So, I’m trying another avenue. Sarcasm.

My teenaged son is nodding his approval… even as he’s rolling his eyes.

Here goes. Here are my top 10…

Hourly rates are for rookies, shady motels, and sweatshops. Screw that!

Even Ron Burgundy is with me here.

😔 But I get it…

Hourly rates are easy to understand. I used them for years.

But they absolutely limit your potential.

And customers often expect them.

Yet ONLY because you haven’t…

If you only prize revenue per client, your business will suffer

Photo by Matt Helbig on Unsplash

Big customers can bring big revenue… and big headaches.

While growing my first software services business, big companies felt like the holy grail of customers. I saw revenue potential and chased it. And it nearly killed my startup business.

I was lucky — my business survived. I eventually grew it…

Learn how to grow your team and business sustainably

Photo by ThisisEngineering RAEng on Unsplash

You need to embrace processes.

That’s it. That’s the lesson. Not helpful? Not actionable? Let me explain.

Even if you do “custom” development, you need to have a guiding framework around it to drive predictable and highly valuable outcomes.

“Process” doesn’t have to be a dirty word. In fact, if…

If you’re neglecting profit, you’re neglecting your business

Photo by Natasha Hall on Unsplash

Profit will come “someday”.

My business will be profitable “later” once I:

  • bring on that one critical hire
  • hit my next revenue goal
  • secure external funding

And the list goes on. …

5 payment strategies to help protect your cash flow

Photo by Florian Klauer on Unsplash

Outside investment is NOT a good option for most businesses, especially software services firms. Yet it gets the lion’s share of words written about it and works spoken about it.

First and foremost, protecting your equity should be a critical focus for anyone growing a business. After all, you’re the…

Little things done well can create huge value

Photo by Karsten Winegeart on Unsplash

Great onboarding helps clients AND employees yet we tend to undervalue it for both audiences.

Stop right there. Clear your mind then think back to the most recent employee you hired. Would you have known what to expect if you were in their shoes?

  • For the interview process?
  • Leading up…

Discovering value upfront is critical to aligning with customers

Photo by Ylanite Koppens from Pexels

Most of us started the same way — selling our time for an hourly rate. Yet it created some ugly behaviors almost immediately, like:

  • Our clients second-guessing our motives and scrutinizing our hours
  • We started looking at every non-billed hour as a lost opportunity
  • And, as our productivity improved, our…

What you need to know so you can go big on your own too

Photo by Jean-Philippe Delberghe on Unsplash

Less talk, more action. He is proving one person can accomplish a lot on their own. Like a business that has grown to high six-figures in just a few short years. So, it’s time to put our talk aside and get started.

Brett Williams runs DesignJoy, an unlimited design service…

Why performing “work made for hire” is bad for your service business

Photo by Kelly Sikkema on Unsplash

Most software consulting firms start out as laborers. Glorified pairs of hands that do something in exchange for money, at the expense of their minds.

While that may get you going, it’s a terrible business. Your profits (likely a function of cost, not value) will not sustain your growth and…

Casey Winans

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