I think a lot of first time freelancers/consultants think like employees instead of a business person. Your customer is going to sell what you do for them for w

I think a lot of first time freelancers/consultants think like employees instead of a business person. Your customer is going to sell what you do for them for whatever the market will bear. Here is the thought exercise that I've used to explain the difference to a friend that didn't want to charge enough. Suppose you make unbelievably delicious apple pies and sell them for $10 each at your roadside stand. Along comes a businessman that offers to buy them from you for $10 each and resell them for $40 each in the city if you only sell to him exclusively. Do you: (a) Sell them to him for $10 ("An honest days pay for an honest days work.") (b) Tell him "I'll split the profit with you and we'll both win." Thus earning say $20 a pie.