[enko]

> Mostly the startups apologetically can't afford more than £40-50/hr

Ha! That's what they tell you. To the right kind of startup, time is everything and they will pay good money for someone they think of as an asset who will demonstrably help them execute.

I am guessing here - but it simply sounds like you are coming to the table with the wrong attitude. "Please sir, give me some dev work". Well, under these circumstances you will of course be treated as "just" another outsourced programmer.

Don't be like that. Be a partner. Turn up in a suit. Show your business savvy, list your successes, and matter-of-factly tell them that they are excited about their plans, you can likely help them achieve their execution goals, and your rate is £600/day (or more). Give them your business card and tell them to call you when they're ready to start. You're a pro, you can and will manage yourself, and you will deliver - you're not a teenager looking for a part-time job.

Startups aren't really interested in bargaining over your hourly rate. They want to execute! Frankly, they are bargaining you down only because you allow them to. That obviously means you are selling the wrong thing. Instead, make them understand that you are the guy who is going to take ownership of their mobile app and help them get it out by the end of next month. Now you're not an outsourced programmer, you're a partner consultant who takes ownership and has real commitment. Your rates double. Try it.

And of course, once you make that promise and gain those rates, you gotta deliver!

[31reasons]

What about the competition from other developers that are willing to work for low rates ?

[runako]

They will get positions where the key factor is price. Many purchasing decisions aren't based solely (or even chiefly) on price.

You have to decide where you fit and act (and charge) accordingly. There's an entire spectrum of rates, and there's no iron law that says one has to fit in at the bottom.

[enko]

Exactly right. And spot on about choosing your place in the stack - to some extent, it is as simple as deciding to be a higher-value worker. Of course, you will need to have a convincing history to back you up.

For example, a friend of mine markets himself as basically a part-time CTO. He's been there, done that at a number of startups over the years, team lead the last few, a strong record of delivery. Management (who are not or only partially technical) does not hire him for his programming skills - that is not even a question at the (short, single) interview. He develops software, yes, but the main priority is giving management confidence that their software story is in safe, experienced hands, gives them someone to interface with, and frees up their bandwidth for other concerns. This guy makes well over six figures working part time.

It's no secret that many startup founders come from finance - and despite their bad rap here on HN, mostly they are very smart, decent people. But they don't know tech like we do. What are their needs? What are their fears?

They're not looking for the cheapest typist in town. They're looking for a credible partner to take co-ownership of the tech side of things. Maybe that's taking co-ownership of the mobile product, or something more inclusive, it doesn't matter - they just don't want to have to worry about it. So be that person who can take care of that for them.

And one more thing. There is a bizarre tendency in the software world to eschew anything that smells like management, and to almost revel in the fact that IT people can often get away with dressing down at work. Don't do that. Always wear a suit, or at least a shirt. Business has rules, and the dress code is one of them. Demonstrate at the very first impression that you understand this, and you will gain a lot of respect. Suddenly, you are not just another slob typing gibberish in his dirty t-shirt, you are a fellow manager, but with rare and valuable technical skills. Big, big difference.

[tlarkworthy]

take my money!