[agibsonccc]

It's all about how you present yourself. You can either present yourself as a programmer which is a cost, or a guy who will double a person's sales by providing a great value add.

An example: Programmer: I'm a freelancer. I will make this website for you. My rate is $X/hr. We can expect to have it done within a month.

Firm: A partnership with us will provide you with a vehicle to double sales and reduce costs by 10% due to employee labor time.

You could also say: This contract service will output a service which will save your sale's reps 100 hours in time per week.

All of these "outputs" are typically a website. A client doesn't care what you pick to do it. They care more about how you produce value and what you do for them.

One is positioned as a cost. Another as a value add. Not only will you be able to charge in proportion to the value add, but you won't limit your amount of revenues you can make with a client due to trading time for money rather than value.