Fulltime work, not fulltime pay

How do you jump up to higher paying projects?

[alexcarter]

I've been focusing on ramping up my "side job" of web development and trying to spin it into a fulltime job so I can break out of my cubicle. I've done a good job getting projects so far. I actually have enough work to keep me busy enough that it could be a fulltime job. The problem is - I'm not bringing in enough money for it to be fulltime.

How do I advance up to larger scale/higher paying jobs? I've been good about not low-balling and selling myself too short, but I still am to some degree. I suppose I've been a little desperate to get work just to get the ball rolling. Well, the ball is rolling...now I need to somehow roll it up to the next level. Does this just take time? Do I need to just quit with the "nickel and dime" jobs and think bigger?

[choster]

Raise your fees when you take on new clients. By now you have a bit of experience, so you should be worth more than when you first started out. I wouldn't dismiss long-standing clients just because you no longer find their work stimulating; so long as it is profitable, you can outsource the work and continue to benefit from referrals and steady income. Join industry associations and network; you may find the opportunity to subcontract on a major project at a larger organization.

[paybacksa]

A few years back I raised my rates 100% (doubled them) since I was stable and wanted to step-up. I had started at a significant discount to market value, and moved to just below premium.

I mistakenly told my current clients my new rates, and offered to only raise them 20% since they were established clients. I thought I was doing the right thing to keep their business and still step-up.

It backfired because I later learned they felt that since they would be paying a lower rate, I would not be paying as good attention to them (since my newer clients would be paying me more). My two large accounts went out and got someone cheaper, and then just stopped giving me work. Everything was friendly - they just didn't call me and when Icalled, didn't have any activity.

I found out about these reasons because later one of those clients called me back to act as a Director of their lesser consultant. They had switched twice, determined I was superior, and wanted to stay with the lesser costing guy but hire me as a consultant to oversee and direct the work. I accepted, at my full premium rate. Call it break even for the bottomline, but I was at the higher rate.

I'd suggest segmenting your business and pricing premium services, while keeping the old rates for non-premium services. That clearly shows your established clients your added value (since you list the specific premium services, such as SEO), gives tem something to compare you against, and offers a sense of added value when they pay the higher rate.