For the first 5 years of my career, I was a skilled freelancer. I delivered great work, had happy clients, and made a decent living. But I was stuck on the hamster wheel—trading time for money, always looking for the next project, and competing on price.
Then I made one change that transformed everything: I stopped being a freelancer and became a consultant.
This wasn’t just a title change. It was a complete mindset shift that tripled my income, attracted better clients, and gave me the freedom I originally sought when going independent.
In this article, I’ll show you the exact shifts that made the difference—and how you can make them too.
The Fundamental Difference: Task-Doer vs. Problem-Solver
The Freelancer says: “I will design 5 screens for your app.”
The Consultant says: “I will increase user engagement by streamlining your key workflows.”
The Freelancer asks: “How many hours do you need?”
The Consultant asks: “What business problem are you trying to solve?”
The Freelancer delivers: Completed tasks
The Consultant delivers: Measurable business outcomes
See the difference? One focuses on activities, the other on results.
The 5 Core Mindset Shifts That Changed Everything
Shift #1: From Selling Time to Selling Value
The Old Way: “My rate is $75/hour. This will take about 40 hours, so $3,000.”
The New Way: “This project will solve [specific problem] and deliver [specific result]. The investment is $8,500.”
How to make this shift:
- Calculate the value you create for clients
- Frame prices around ROI, not hours
- Use value-based pricing instead of hourly rates
Pro Tip: If a project will save a client $50,000 annually, charging $15,000 is an easy yes for them.
Shift #2: From Order-Taker to Strategic Partner
The Old Way: Client: “Make this button blue.” Me: “Okay.”
The New Way: Client: “Make this button blue.” Me: “Can you help me understand what you’re trying to achieve? Our data shows that red actually converts better for urgent actions.”
How to make this shift:
- Ask “why” behind every request
- Bring data and insights to conversations
- Challenge assumptions (respectfully)
- Focus on business objectives, not just design preferences
Shift #3: From Generalist to Specialist
The Old Way: “I can design websites, apps, logos, and marketing materials!”
The New Way: “I specialize in helping SaaS companies improve their user onboarding experience.”
How to make this shift:
- Identify where you deliver the most value
- Choose a niche where you can become the go-to expert
- Say no to projects outside your specialty
- Deepen your knowledge in one area rather than spreading yourself thin
Shift #4: From Project-Based to Relationship-Based
The Old Way: Complete project → Send invoice → Start searching for next project
The New Way: Complete project → Check in regularly → Offer ongoing support → Become trusted advisor
How to make this shift:
- Schedule quarterly check-ins with past clients
- Offer retainer arrangements
- Share relevant insights and articles with former clients
- Position yourself as a long-term partner, not a temporary worker
Shift #5: From Technician to Business Owner
The Old Way: I am a designer who runs a business
The New Way: I am a business owner who provides design expertise
How to make this shift:
- Spend time working ON your business, not just IN it
- Develop systems and processes
- Consider building a team
- Focus on profit, not just revenue
Practical Steps to Make the Transition
1. Reposition Your Marketing
- Update your website: “I help [specific clients] achieve [specific outcomes]”
- Rewrite your LinkedIn headline: “UX Consultant helping SaaS companies increase user adoption”
- Create content that demonstrates strategic thinking, not just technical skills
2. Change Your Conversations
Instead of asking:
- “What features do you want?”
- “What’s your budget?”
- “When do you need this?”
Start asking:
- “What problem are you trying to solve?”
- “How will we measure success?”
- “What’s the business impact of solving this?”
3. Restructure Your Services
- Offer strategic packages, not just hourly work
- Create tiered options (e.g., Basic, Pro, Enterprise)
- Include strategy sessions and ongoing support in your offerings
4. Adjust Your Pricing
- Double your rates (yes, really)
- Use value-based pricing for new projects
- Offer payment plans for larger engagements
The Results: What Changed When I Made the Shift
Before (Freelancer):
- Constant price pressure and negotiations
- Feast-or-famine workflow
- Clients focused on hours and deadlines
- Average project: $2,000-$5,000
After (Consultant):
- Clients respected my expertise and pricing
- Consistent pipeline of quality projects
- Clients focused on outcomes and results
- Average project: $10,000-$25,000
The most surprising benefit? Better clients. When you position yourself as a consultant, you attract clients who value expertise and are willing to pay for results.
Your First Step This Week
You don’t need to make all these changes at once. Start here:
Rewrite one client-facing document. Take your proposal template, website bio, or service description and remove all references to hours, tasks, and deliverables. Replace them with outcomes, results, and value.
This simple exercise will force you to think differently about what you truly offer clients.
Remember: You have the skills. You have the experience. Now it’s time to change how you package and position them.
I’m curious: Which of these mindset shifts feels most challenging to you? Share in the comments, and let’s discuss how to overcome it.
