They all need websites. The ones that have bad websites need better ones. And to some extent, they are willing to pay rates based on value pricing, rather than

They all need websites. The ones that have bad websites need better ones. And to some extent, they are willing to pay rates based on value pricing, rather than a carefully clocked hourly rate. If you make their business work a lot better, you can share in the benefits. Bear in mind that these projects are 60% about getting people to understand their choices, build a strategy, etc. ... and 40% about coding the site. Except for the ones who are utterly confused. Then it's 90/10.