In my previous posts, I shared two core principles for anyone building a freelance or consulting career:
1. Start with WHY – Know what truly motivates you beyond money.
2. Climb to the top right of the “U” Curve – Don’t get stuck in the “average” zone; aim for either productised scale or premium, bespoke work.
But even once you’ve accepted that advice… what exactly does “premium” work look like in your field? That’s not always easy to figure out—especially if you’re not sure what “top right” means for a developer, a lawyer, a designer, or any other knowledge worker. Here’s a mental model that helped me a lot.
⸻
The Two Axes of Valuable Work Imagine a graph with two axes:
- X-axis: Level of abstraction or complexity
- Y-axis: Number of stakeholders or people involved
The more abstract your work is and the more people it affects, the more interesting—and better paid—it tends to be. This might sound a little counterintuitive, so let me break it down.
⸻
A Tale of Two Realtors
Let’s take real estate as an example.
• One realtor sells single-family homes in the suburbs.
• The other sells commercial high-rises in a major city.
On paper, both have similar skillsets—pricing, negotiations, local knowledge. But the commercial deal? It’s a different universe. Why?
Because:
• It involves more stakeholders (developers, investors, city officials, engineers).
• It touches on more abstract layers (zoning, investment risk, brand value, long-term planning).
The core skill might be the same… but the value is multiplied by the complexity and impact.
⸻
Apply This to Your Own Field
• If you’re a developer, think beyond coding features. Look for projects that shape platforms, affect user behaviour, or tie into business strategy.
• If you’re a designer, go beyond aesthetics. Work on systems, identities, or products where design choices impact customer trust or conversion at scale.
• If you’re a lawyer, aim for cases with strategic or regulatory consequences, not just transactional ones.
Wherever you are, ask: Does this project require more thinking than doing? And does it affect more than just the person who hired me? If the answer to both is yes, you’re likely at the premium end of your market.
⸻
Why It Works
• Abstract work usually has no clear manual—so your judgment is more valuable.
• Multi-stakeholder work requires diplomacy, communication, and strategy—skills that justify higher rates.
• Both types of work tend to influence bigger outcomes, and people pay for influence.