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1) Sub-contract directly to the web dev firm and they bundle SE costs in the total package (i.e. the SEO has no contractual relationship with the client)
2) Work as another supplier directly with the web dev firm's client and pay a spotter fee or % of SEO fee to the web developer for introducing you the business.
Do you do any of these or something else? Interested in your thoughts because I have a web developer wanting to work with me so looking for a good model that works.
80% of the time their cleint signs the order form and pays us directly. We then work with the web design company to fulfil the order.
I hope this helpful to you.
If you're not actually doing all the physical work -- you have time for change management.
Each month - Google and other SEs (and even directories) change their models. If you're not on top learning "what's new" you get barried in "old strategies and techniques...
...and then you're no help to those web designers what-so-ever.