Billable Hours: How to Charge More (Ethically)– with Jonathan Stark
Hourly billing feels safe—but it’s actually one of the biggest traps holding law firms back. It limits your earning potential, creates tension with clients, and keeps you stuck trading time for money instead of building real value.
In this episode, Moshe Amsel sits down with Jonathan Stark, author of Hourly Billing Is Nuts and a leading voice in alternative pricing, to unpack why the billable hour model is broken—and what to do instead.
From fixed fees to subscription models, Moshe and Jonathan break down how to charge more ethically, boost client trust, and create a firm that grows without burning you out.
🔹 Inside this episode:
- The hidden dangers of hourly billing—and why it’s holding your firm back
- Why hourly rates cap your profit potential (and how to fix it)
- Proven alternatives: fixed fees, value pricing, and subscription models that work in any practice area
- How to align pricing with client outcomes—and instantly increase perceived value
- Step-by-step ways to test new pricing models and unlock steady, scalable growth
If you’re ready to stop just billing time and start building wealth, this episode is your roadmap. Tune in now to learn how to price smarter, serve better, and multiply your profits—ethically.
Episode Highlights
[00:00] The hidden dangers of hourly billing—and why it’s holding your firm back
[03:49] Jonathan Stark’s journey: from developer to champion of alternative pricing
[07:20] The real problem with hourly rates—and how they cap your profits
[13:25] Why hourly billing breaks trust and motivation with clients
[18:30] Beyond contingency: fixed fees, value pricing, and subscriptions for law firms
[23:26] Flat fees done right: why pricing is more strategic than you think
[25:23] Subscription billing: predictable revenue, happier clients, stronger cash flow
[29:33] Value-based pricing: charge more by aligning with client outcomes
[40:27] Side-by-side pricing: boost profits instantly with fixed fees
[45:13] Action plan: test alternative billing and unlock your firm’s growth
Resources
Book your FREE strategy session today!: profitwithlaw.com/strategysession
Take the Law Firm Growth Assessment and find out how you rate as a law firm owner!
Check out our Profit with Law YouTube channel!
Learn more about the Profit with Law Elite Coaching Program here
Connect with Jonathan Stark: Website | LinkedIn
⏰It’s time to double your take-home pay and cut hours in ½.
Long hours, inconsistent income, and no clear path out of it are not fun revenue rollercoasters for any solo attorney.
In a free, 30 minute call, we help law firm owners with a proven roadmap to escape that cycle and build predictable growth.
In that growth call, get:
🗺️ A custom 12-month growth roadmap for your firm
🔎Clarity on exactly what’s holding you back
📈 Step-by-step actions to create predictable, scalable growth
Book your free session before spots fill up (they go fast): https://profitwithlaw.com/strategysession
About Jonathan Stark
Jonathan is a former software developer who is on a mission to rid the world of hourly billing. He is the author of Hourly Billing Is Nuts, the host of Ditching Hourly, and writes a daily newsletter on pricing for independent professionals.
Connect with Jonathan Stark on his Website. You can also follow him on LinkedIn.
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Author
Moshe Amsel
Author
Moshe Amsel the host of the Profit with Law podcast is not an attorney. As the owner of a successful accounting firm DreamBuilder Financial and Law Firm Growth coaching organization Profit with Law, Moshe has proven that there are better and different ways for a law firm to do business and be successful.
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