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I'm still new to freelancing, so I don't have a ton to add, but I'll note that many freelancers (myself included) don't interface directly with the customer. As

I'm still new to freelancing, so I don't have a ton to add, but I'll note that many freelancers (myself included) don't interface directly with the customer. As a solo programmer, I do a lot of work for firms that themselves are working with the customer. Being one step removed from the customer means I don't have as much bargaining power to charge based on the value I'm providing. The firm I'm working with has already charged based on value, and now I need to fit within their budget. I know the answer is to "break out" of this situation, but especially as a programmer (and not designer, marketer, etc) I've found it difficult to charge based on business value when there is a sea of programmers out there willing to work for way less than me. Just to be clear, I think this is good advice, but boy, implementing it is a daunting task.

wpietri 13y ago
You shouldn't worry too much about "way less than you". Think, for example, about the food you buy. For most people, there are alternatives available that are much cheaper. E.g., you could be buying beans and rice in 10 lb sacks. Or you could be haunting grocery stores for scratch-n-dent sales on generic food. Now think of a specific purchase you made and ask yourself: Why do you pay more than the minimum? What are your motivations, and how do you make your choices? Sometimes price matters a lot, and it always matters a little. But it's rarely the biggest factor in a purchasing decision.
BSousa 13y ago
May I ask where you find these firms? I know a lot for on-site contracting, but off-site freelancing I don't seem to find many (specially in UK/Europe)